Where have all the Power Buyers Gone?

Manage webcast
Josiane Feigon, President of TeleSmart
“If I could just spend 30 seconds with a Power Buyer . . . ” Wait a minute. Are you sure you know how to recognize one? When searching for decision-makers, we often spin around the committee, passing over the power players and wasting our time talking to No-Po’s (the people with No Power). This session focuses on identifying the power buyer: who they are, what they say, where you can find them, and how to tell when you’ve caught a live one. Join our dynamic panel of inside sales warriors and power buyers for extremely relevant and helpful insight into finding the power buyers in a field on No-Po’s.
Aug 10 2009
53 mins
Where have all the Power Buyers Gone?
  • Channel
  • Channel profile
  • Optimising your investment in Sales: The training and tools for superior revenue Aug 12 2015 6:00 pm UTC 45 mins
    Brett Bonser, Executive Director, MathMarketing and Chuck Besondy, President, Besondy Consulting & Interim Management, LLC
    In this webinar we focus on where you should be directing your time to optimize your investment in Sales, and what results you should expect. There is a lot of confusion out there about how to fully enable Sales for success. This has left businesses turning towards their marketing teams or supporting departments to assist in hitting their sales targets, but there is another way!

    In this webinar we gain some key insights from two prominent sales and marketing consulting leaders as they show you what, where, and how much to invest in your Sales enablement. Throughout this journey we are going to highlight the impact of misdirected sales enablement and share some of the findings of our global sales and marketing study.
  • Make Cold Calling Effective for Your Staffing Agency. No Joke. Aug 11 2015 5:00 pm UTC 45 mins
    Dan Fisher
    Welcome Staffing & Recruiting Agency Professionals to Jobscience & Menemsha Group's 3-Part, Sales Productivity Series --- "The Road to Winning More Business."

    Part 3: Cold Calling Techniques That Can Take Your Agency To The Finish Line. No Joke.

    Cold calling is the lifeblood of the staffing sales rep yet so few find it an effective use of their time.

    Proven sales coach for staffing agencies, Dan Fisher of Menemsha Group will dispel the myth around the ineffectiveness of cold calling, and in fact provide a a fresh approach to cold calling that actually yields results.

    Key learning experiences:

    •Why (and how) you need to do the opposite of what prospects expect from sales people?
    •How sales people create objections (and how to stop these behaviors)?
    •How to craft a message that cuts through the clutter and will compel the client to engage?
    •How to power your recruitment agency CRM with market intelligence so a cold call isn't so cold?
  • How to Unclog Your Sales Pipeline Jul 16 2015 6:00 pm UTC 60 mins
    Craig Nelson, CallidusCloud; Scott Santucci, The Alexander Group; Gerhard Gschwandtner, Selling Power Magazine
    The capacity of your sales force isn't just feet on the street. What type of conversations are your reps having with customers? Are they strategic or are they product (read: price) driven? Now, more than ever, sales reps need knowledge about your company and products in order to better respond to your customers with the answers they need. This knowledge is critical in connecting your customers to your company. Sales reps have an overwhelming amount of information coming to them at various stages of the sales cycle. Balancing mission-critical sales activities with both the tools and information that sales reps must leverage can be a difficult task. The result is slowed sales cycles and clogged pipelines.

    This webinar will help you:
    - Identify obstacles that slow down the sales process.
    - Build a plan to give time back to your sales reps.
    - Unclog your sales pipelines.
  • A Collaborative Approach to Social Selling Jul 16 2015 3:00 pm UTC 45 mins
    Kurt Shaver, Founder, The Sales Foundry
    Social Selling is a hot topic with Sales Enablement professionals. That's because social networks like LinkedIn and Twitter have become one of the best ways to reach decision makers. Still, many companies struggle with how to turn grass-roots social selling tactics by a few leading salespeople into a coordinated, strategic approach by the entire sale organization.

    Register for this seminar to see how to do it. Attendees will learn:

    The 3 Stages of Corporate Social Selling
    Options for Training Your Sales Team
    How to Put the "Social" into Social Selling Training

    Kurt Shaver speaks and trains corporate sales teams on advanced Social Selling skills. He has appeared at conferences like Sales 2.0, AA-ISP Social Selling, and LinkedIn's Sales Connect. Clients include leading companies in the technology, telecom, and business services industries. Learn more at The Sales Foundry.
  • How to Enable Your Sales Team to Use LinkedIn to Convert Leads & Prospects Jul 15 2015 5:00 pm UTC 45 mins
    Celina Guerrero, President & Social Sales Consultant, Social to Sales
    Using LinkedIn is a big enabler of sales success. Join Celina to learn 3 primary ways you can enable your sales team to use LinkedIn to increase their likelihood of getting an appointment with their ideal customer.

    Follow Celina on Twitter: @socialtosales
  • Personalized Sales Enablement Jul 15 2015 4:00 pm UTC 45 mins
    Philip Aaronson, Director Sales Enablement, Oracle Marketing Cloud and Sanchita Sur, CEO, Emplay.net
    Sales enablement professionals face the same challenges as the sales reps and should be armed with similar tools and methodologies made available to the sales teams. Sales training organizations should be able to use performance analytics based needs assessment frameworks to send out highly personalized sales recommendations to the sales reps. Marketing automation and analytics tools, can be effectively used to send personalized sales training and coaching communications to internal consumers improving the chances of adoption and business impact.

    The session will bring to you how tools, techniques and methodologies used for customer engagement and success can also be used internally to improve sales teams' engagement and success.
  • More Sales Start With Perfecting The Art of Taking A Job Order Jul 14 2015 5:00 pm UTC 45 mins
    Dan Fisher
    Welcome Staffing & Recruiting Agency Professionals to Jobscience & Menemsha Group's 3-Part, Sales Productivity Series --- "The Road to Winning More Business."

    Part 2: Accelerate Past Your Competition By Improving How You Qualify Job Orders.

    What if there was a way to shorten your sales cycle from 25 days to 20 days? And imagine if instead of closing two or three job orders out of ten you could close five or even six or seven out of ten job orders? Combined, that would be a significant boost to your sales results, without having to exert additional prospecting time and energy. That is what we call working smart!

    Proven sales coach to staffing agencies, Dan Fisher of Menemsha Group will highlight the most important and often most overlooked qualification elements of taking a client requirement.

    Key learning experiences include:
    •How to establish yourself as an equal peer with your client (& why this is so critical)?
    •How you can change the playing field (change the client requirement)?
    •How to eliminate latency and avoid a stalled sales cycle?
    •How to leverage recruitment agency CRM software to drive consistent practices of taking a job order?
  • 7 Ways to Manage Customers from your Phone Jul 7 2015 6:00 pm UTC 60 mins
    Brian Murray, VP, Customer Experience, Cotap
    Mobile represents a new way of interacting with technology. But for many of us, we still feel chained to our desktop. Join Brian for a conversation about rethinking the ways we interact with customers and prospects in a "mobile-only" world.
  • Selling to the customer is easy. Now simplify the rest. Recorded: Jun 29 2015 50 mins
    Barry Trailer Managing Partner CSO Insights, Jennifer Kling Product Marketing Manager CallidusCloud
    Okay, maybe not easy, but in comparison to the sales process, it feels like the easy part to sales reps. In some organizations, the process can be so complicated sales reps may be losing margin, or worse, losing deals altogether. Is this happening in your organization?

    Do you have deals in limbo and don't really know where they stand?
    Have you or your sales reps made a mistake on a proposal or bid that cost you?
    Do you need help removing road blocks in the second half of the close or order process?
    Do you need a way to simplify your complex selling environment?

    If you answered yes to any of these questions, you need to join us for this webinar where you'll learn best practices for simplifying your sales process.
  • What Sales Winners Do Differently Recorded: Jun 18 2015 59 mins
    Mike Schultz, President, RAIN Group; David Blume, VP Strategic Alliances, Qvidian
    There’s a revolution underway in sales. Between the internet, the recession, and increased competition, what used to work for selling is no longer effective. Yet, for many, business is booming and profits are high. Sellers at these companies are winning major deals—and doing so consistently. What is it that these sales winners are doing differently than the rest? To find out, RAIN Group studied over 700 B2B purchases from buyers representing $3.1 billion. What they found is not only surprising, it will change the way people sell for years to come.

    Join this webinar, presented by Mike Schultz, President of RAIN Group, and David Blume, VP Strategic Alliances at Qvidian, and learn what you need to do to count yourself among the sales winners, like:

    •How sales winners sell differently than second-place finishers
    •What sellers can do to maximize loyalty and repeat business
    •What is most important to buyers to win their business
    •How to maximize a buyers’ perception of value they get in the sales process
  • Land and Expand: Growing Revenue through Customer Success Recorded: Jun 17 2015 32 mins
    Whitney Hillyer, Director of Customer Success, Bitly
    How does your company tie revenue to the customer success team? Join Whitney as she explains how Bitly's customer success team has implemented the Land and Expand model to drive additional revenue for the business. You will hear about their initial strategy, results, and the changes they made along the way.
  • Customer Engagement Best Practices For Staffing Agencies Recorded: Jun 9 2015 47 mins
    Dan Fisher; Bennett Sung
    Welcome Staffing & Recruiting Agency Professionals to Jobscience & Menemsha Group's 3-Part, Sales Productivity Series --- "The Road to Winning More Business."

    Part 1: Customer Engagement Practices That’ll Make Your Agency Come In First.

    Today’s most well-known and respected brand names including Starbucks, Apple and Whole Foods have completely changed the customer experience. What can we in the staffing industry learn from them? A lot!

    In order differentiate in a crowded marketplace, sales professionals need to learn how to create an experience for the customer that is different from how they engage other sales professionals. Today’s staffing sales professional needs to create experiences that are so valuable for the customer that the customer would be willing to pay the sales person for their time. But how?

    Proven sales coach for staffing agencies, Dan Fisher of Menemsha Group will speak to:

    •How to identify high value prospects?
    •How and why you need to change the customer experience?
    •How to create a customer experience that will earn you customer loyalty and exclusivity?
    •How to leverage recruitment agency CRM software for customer engagement?
  • Down with Spreadsheets: Modernizing your Sales Productivity Recorded: Jun 4 2015 35 mins
    Jennifer Kling, Product Marketing Manager, CallidusCloud
    How productive is your sales force? Smart devices (phones, tablets, watches, etc.) are intended to make us more productive. According to IDC, by 2020, 85 billion mobile apps will be downloaded; 450 billion business transactions will take place on the Internet daily. We have already seen the volume of mobile devices out pace PCs. Is all this technology really helping your sales reps be more productive? Or are your sales reps still using spreadsheets and paper to get business done at a snail’s pace?

    In this webinar, you will learn best practices to modernize your sales force so you can see improved productivity and most importantly, results. Specifically around the time consuming functions of:

    ·  Accessing the right sales content

    ·  Generating quotes and proposals

    ·  Commissions tracking

    ·  Removing paper from these processes!
  • Best Sales Development Tools to Use in 2015 - Part 2 Recorded: Jun 4 2015 48 mins
    Ralph Barsi, Achievers; Sean Kester, SalesLoft; Andrew McGuire, Zendesk; David Dulany, Infer
    Join four Sales Development powerhouses as they dive in to more tools to use in your Sales Development stack in 2015. Get a leg up on the competition by reviewing the best available practices in the space to help you get ahead.
  • Social Selling meets Sales Enablement Recorded: May 21 2015 56 mins
    Craig Nelson, VP Enablement & Coaching, CallidusCloud, Jamie Shanks, CEO, Sales for Life
    Over the past few years social selling and collaboration has become an effective method to reach prospective customers earlier in their buying process, collaborate across sales team members and the customer during their journey, and as a way to harvest best practices from field tribal knowledge. This session we will cover these topics using examples gleaned from companies levering social selling and collaboration to take sales enablement to the next level.
  • Panel: Should Modern Reps Care About Social Selling? Recorded: May 21 2015 56 mins
    Peter Mollins w/ Keith Burrows, Lattice; Melanie Barrett, Vision Critical; and Mike Kunkle, Sales Transformation Leader
    Moderator: Peter Mollins, KnowledgeTree
    Panel: Keith Burrows, Lattice; Melanie Barrett, Vision Critical; and Mike Kunkle, Sales Transformation Leader

    Social selling proponents claim that sales teams who implement social selling strategies are seeing shorter sales cycles, larger deals, more productive sales teams, and increases in revenue. Join this panel of sales enablement leaders as they debate the importance of having a social selling strategy and its place in driving revenue.
  • Increasing Sales Productivity with Social Selling Recorded: May 21 2015 58 mins
    Kurt Shaver, CEO, The Sales Foundry
    One of the biggest questions that sales leaders ask about Social Selling is "How do we know it's working?" That's a legitimate question given the potential for sales reps to waste time on social networking activities. Learn what top companies are doing to tie social activities to real results.

    Attendes will learn:

    • How to Choose Social KPIs
    • Methods and Tools for Measuring Results
    • A New Way to Boost Social Sales Productivity
  • How to Manage Your Sales Funnel on LinkedIn Recorded: May 20 2015 34 mins
    Celina Guerrero, President & Social Sales Consultant, Social to Sales
    Whether you use a separate CRM or you use LinkedIn as a stand-alone contact management system, you can quickly and easily manage your leads, prospects, referrals and clients on LinkedIn. Learn how to spend less time confused about where your LinkedIn contacts are in your pipeline, and more time advancing the sale and closing deals.
  • Making “Cents” of Your Contact Center Channels Recorded: May 12 2015 59 mins
    Ian Jacobs, Senior Analyst, Forrester, Richard Dumas, Director of Product and Solutions Marketing, Five9
    Making “Cents” of Your Contact Center Channels: Determining if your contact center is the best bet for a multichannel environment, and how to go about implementing it efficiently.

    As customer service channels continue to evolve, the debate continues when (and whether) companies should employ a multichannel contact center. Deploying a multichannel contact center can be a strong strategic move for enterprises, but should be done with care, making sure to mitigate risks and effectively address challenges before they arise.

    Join our guest Forrester Research analyst Ian Jacobs as he walks through how to determine if your contact center environment should implement a multichannel contact center, or keep efforts on the voice channel they already know best.

    Attendees will learn:

    How your contact center software can enable, or hinder, your multichannel efforts
    How and when companies should evolve their contact center beyond voice
    How to deal with top challenges when building a multichannel contact center environment


    The Five9 Team
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: Where have all the Power Buyers Gone?
  • Live at: Aug 10 2009 6:00 pm
  • Presented by: Josiane Feigon, President of TeleSmart
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