Time to Shrink or Grow your Inside Sales Organization?

Josiane Feigon hosts a panel with managers from Agilent and Equilar
A new level of frugality has hit many sales organizations, and inside sales is always under close scrutiny. While some may react with quick downsizing efforts, others are in growth mode and taking advantage of the new talent that’s out there. Join our lively discussion with two Inside Sales Directors as they share their strategies for growing or shrinking their inside sales organizations and find how these strategies impact their long-term success.
Jun 15 2009
62 mins
Time to Shrink or Grow your Inside Sales Organization?
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  • Hiring to Maximizing Sales Team Effectiveness Aug 13 2014 9:00 am UTC 45 mins
    Do you know why some of your sales people always hit target, while others don’t?

    Join this session to learn how to uncover what makes the difference between your top salespeople and the others, how to improve it in your existing team, and how to identify it when you’re hiring.

    This webinar will look at issues such as:

    · What makes the difference between the very best sales performers
    and the rest?

    · Why do they get results so much better than their average peers?

    · What do they do differently?

    · What effect does this have on your bottom line?

    · How can you hire more like your top performers

    · How can you have everyone producing as much as your top
    performers?

    Whether your organisation is a large corporate or SME, if you’re really serious about driving sales in your business, this webinar is for you.
  • Amplify Your Marketing Impact with a Social Selling Sales Force Jun 19 2014 6:00 pm UTC 45 mins
    For years, marketers have managed corporate social network accounts for branding purposes. The next phase is leveraging employees' social networks to amplifying marketing messages.

    Attendees will learn:
    - 3 Reasons for starting with sales
    - Top applications for social content amplification
    - Case studies of successful marketing amplification by sales
  • 7 Advanced Lead Nurturing Tips for Marketing AND Sales May 15 2014 5:00 pm UTC 45 mins
    Engagement with prospects is always a challenge - in both marketing or sales. It would be great to be able to send a quick email to each of our leads on an individual basis - but is this always a realistic option? Lead nurturing helps address this engagement challenge and helps deliver the right information to the right leads at the right time.

    Join Mathew Sweezey, author of "Marketing Automation for Dummies," as he addresses the challenges of lead engagement for both marketing and sales teams and gives us valuable information on how lead nurturing can help solve this problem.
  • The 3 Neglected Levers to Higher Sales Productivity May 15 2014 4:00 pm UTC 45 mins
    Sales quotas per person usually increase every year. To respond to this challenge, salespeople therefore must increase their productivity. Most people conclude that their funnel must become fatter so the higher goal can be reached.

    Research, however, shows that A players usually work with sleeker funnels than average performers. This is possible because they work with the 3 lever towards higher productivity that most other people in sales ignore. Working with these levers allows salespeople to increase their effectiveness and lets them work smarter rather than harder to attain their quotas.
  • The Missing Link: Why Marketing and Sales Struggle with Revenue May 15 2014 3:00 pm UTC 60 mins
    Many of today’s B2B marketers and sales teams are going full-speed ahead to implement the newest social technologies and run complex nurture campaigns. Unfortunately, results often don’t live up to expectations. Is it because they need more content or better marketing and sales integration? Some might say “yes,” but those are missing the most important step of the customer acquisition process: Knowing Your Buyer.

    Not convinced? In this 20 minute video interview with 10 minute audience Q&A Christine Crandell and Amit Varshneya, Vice President, Consulting Services, Demandbase will have a live debate on why knowing your buyer is the game-changing missing that can transform sales and marketing.
  • When Prospects Go Silent - Creating Follow Up Campaigns that Work! May 14 2014 7:00 pm UTC 45 mins
    Many sales professionals have never mastered the art of the follow-up. To be successful, you have to know how (and when) to stay in touch with suspects, prospects and customers.

    Join this interactive webinar to hear sales expert Tim Wackel discuss how to:
    - Be more bold, creative and valuable in your communications
    - Re-engage prospects that have started to ignore you
    - Avoid crossing the line from persistent to pest
    - Say goodbye the right way when you need to
  • Getting More Out of Your Top Sales Performers May 14 2014 6:00 pm UTC 45 mins
    For companies striving for rapid growth (i.e. VC funded start-ups), hiring and retaining top tier salespeople can be the difference between success or failure. Since less than 10% of all salespeople are in this top tier, even small productivity gains can have a significant impact to the bottom line. These productivity gains are magnified in an economic environment where both capital and human resources are limited and in high demand.

    Ways to improve sales productivity:
    •People: Hiring and training the best SaaS sales producers
    •Processes: Optimizing the sales process
    •Technology: Identifying, utilizing, and integrating technology

    If a sales executive can impact hiring, training, the sales process, and technology. How can sales productivity tools allow your top performers to do more with less resources.
  • Give Your Sales Team More Selling Time (or More Time to Sell) May 14 2014 5:00 pm UTC 45 mins
    Research from Salesforce.com shows that the average sales professional spends only 32% of their time selling and the rest of the time on administrative tasks. Learn how to increase sales productivity and say goodbye to paper receipts and spreadsheets for expense reporting
  • How to Ensure Your Sales Training Actually Increases Your Sales Productivity May 14 2014 2:00 pm UTC 45 mins
    Did you know that ALL sales training has an impact on sales productivity? Yep, all training, no matter how much (or how little) time it takes will affect sales productivity. All training, regardless of quality, will also have some impact on sales productivity.

    The problem is... All sales training has a negative impact on sales productivity, at least initially. After all, you're taking sellers out of the field and that alone reduces their sales productivity. Then you've got to factor in the learning curve and the natural struggle that goes along with learning.

    What that means is that sales training is inherently risky! You've got to do a little planning in order to make sure this downturn will rebound as quickly as possible and generate the increase in sales productivity, the ROI, you were hoping to get. Learn the steps you need to take in this webinar conducted by a former sales manager and corporate sales trainer in a Fortune 500 company so you'll never make the mistakes that reduce sales productivity after training.
  • Growth-Hacking: Real or Hype Recorded: Apr 16 2014 31 mins
    Growth-hacking rose to prominence in 2010 as a model to rapidly grow a company through unconventional techniques. The concept caught on with marketers at large and small companies as well as its fair share of detractors. In this spirited interview, Christine Crandell discusses with Greg Ott, Intuit’s VP of Marketing for QuickBooks Online, growth-hacking’s applicability to larger organizations and if it can help to reverse Marketing’s cred as corporate bad boy.

    The 20 minute video interview with 10 minute audience Q&A will also explore how technology drives change companies may not be ready for and how marketers can turn to their advantage.
  • 2 Minutes on BrightTALK: How to Succeed in the Subscription Economy Recorded: Apr 15 2014 2 mins
    What does it take to succeed in the subscription economy? Tien Tzuo shares what you should put at the forefront of your organization to keep your customers coming back.
  • 2 Minutes on BrightTALK: Refreshing Your Incentives Strategy Recorded: Apr 15 2014 3 mins
    Erik Charles explains how an incentive strategy built around gamification can invigorate your sales team.
  • 2 Minutes on BrightTALK: The State of Sales Leadership Recorded: Apr 9 2014 4 mins
    Jim Keenan describes the disconnect between salespeople and their leaders and how to build a fundamental sales coaching process.
  • 2 Minutes on BrightTALK: Common Reasons for Client Churn for SaaS Companies Recorded: Apr 9 2014 3 mins
    Learn the common causes for churn and how they can be avoided.
  • 2 Minutes on BrightTALK: Developing and Executing a Successful CRM Strategy Recorded: Apr 1 2014 3 mins
    Matt Johnson explains the various layers involved with building and implementing a CRM strategy specific to your firm.
  • 2 Minutes on BrightTALK: Understanding Your Customer's Journey Recorded: Apr 1 2014 3 mins
    Kelly Bodine describes how to better empathize with and understand your customers by analyzing information you already have and by asking the right questions.
  • Return On Objectives – Harnessing Objectives to Drive Better Sales Conversations Recorded: Mar 19 2014 36 mins
    Objective based selling looks at how to align the conversation with the buyer’s objectives, and leveraging those objectives to create a better conversation that drives mutual opportunities and success. With changes in the buying and selling dynamic, B2B buyers who are ready to buy are much better informed and more empowered than ever, and unless sellers are that much better prepared they risk being reduced to glorified order takers. Buyers who are not in the market, the so called Status Quo, are more time deprived than ever and are much less susceptible to traditional sales approaches and conversations. Impervious to pains, needs or solutions, a large segment of your market is better able to cocoon themselves from traditional sellers and sales conversations.

    The presentation will cover how to take advantage of current realities and present specific ways sellers can successfully approach and engage prospects, but create selling opportunities where others may not see any, and in the process build credibility, expert status, and loyalty with existing and new buyers. Objective based selling is a process based, value driven four plank platform for success in selling to Status Quo buyers, the most overlooked segment of the market:

    • Breaking down "Value" to core components and why people buy
    • Leveraging past experiences – Won, Lost and No Decision deals – 360o Deal View
    • Building a better question
    • Proactive exploration
  • How to Build Awesome Sales Enablement Content? Start with Your Customer! Recorded: Mar 19 2014 42 mins
    Find out what happens when a company with thousands of salespeople and channel partners, and tens of thousands of pieces of marketing content, created by hundreds of different product groups and business units, decides to create content that is consistent and supports the right actions in the field. Thierry will discuss Cisco’s global effort to create less, but more relevant content, in order to help deliver better sales impact.

    Thierry is a regular professional speaker and educator in the field of sales enablement and has delivered numerous keynote addresses and educational sessions across the world.
  • 2014 Sales Execution Trends Recorded: Mar 19 2014 53 mins
    Two-thirds of companies surveyed indicate they expect to grow their sales team in 2014. With this anticipated growth in sales organizations, the burden of onboarding and ramping new sales staff as quickly as possible becomes paramount to sales leaders. On average, it takes 40% of organizations between 7-12 months to effectively onboard and get new sales representatives to productivity.

    The majority of executive management respondents also had a key focal area for sales: 87% indicated they needed to improve overall quota attainment. To compound this, 36% said they were only somewhat or not confident in their sales organization’s ability to achieve quota attainment.

    Listen as Qvidian CMO Christopher Faust discusses the key objectives for sales organizations in 2014, the challenges and obstacles they expect to face, as well as the investment areas needed to improve sales execution.
  • The Trifecta of Sales Enablement: A Winning Combination Recorded: Mar 19 2014 46 mins
    We all know the criticalness of effective sales enablement to every organization: better quality leads, quicker sales cycles, increased revenue growth, and customer loyalty.

    However, sales enablement reaches much farther than just your sales team.

    In this webinar you will be learning about the larger scope of sales enablement and how it encompasses three different pillars of engagement:
    - Marketing facilitates the buying process by enabling prospects to self-serve information about the product or service that will move them along in the buying cycle.
    - Enabling your sales team with information and content that prospects actually want, and doing so as quickly as possible will lead to more and quicker sales.
    - Providing customers with a self-serve community once the buying process is over can increase customer retention, lower churn, and help build strong brand loyalty.

    Join in this webinar with Bloomfire and learn how to effectively implement each pillar of sales enablement in your organization.
Sales best practices for sales managers and teams
Sales management, training, enablement, hiring, incentivizing... Everything you need to know to lead your team and company to success.

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  • Title: Time to Shrink or Grow your Inside Sales Organization?
  • Live at: Jun 15 2009 6:00 pm
  • Presented by: Josiane Feigon hosts a panel with managers from Agilent and Equilar
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