NAVIGATING: AVOIDING THE NO-PO’S AND FINDING THE POWER BUYERS
Ask any inside sales rep if their contact at a company has buying power, and they’ll usually say yes. Then ask them why their forecasted deal has been stagnant for the past few months and you’ll hear every creative and convincing excuse beyond their control. Chances are, they’ve aligned themselves with a No-Po—a friendly, charming, helpful person who doesn’t have the power to close a deal.
It’s hard to leave a No-Po—they’re so nice! And figuring out who has the real power in a company can be confusing. To make it worse, most companies have plenty of gatekeepers whose job it is to keep salespeople like you from finding out. In this module, you’ll learn that asking a few smart questions can help you separate the No-Po’s from the power buyers before you get stuck. You’ll also learn how to go beyond the obvious power structure and build an org chart that shows the invisible lines of real power in any company.
You’ll learn tools and tactics to help you:
• Build an org chart that works
• Understand the underlying political structures that influence the decision-making process in any organization
• Discern whether particular gatekeepers can help or hurt the sales process
• Determine who makes the buying decisions
The #1 question for people everywhere:
How to design & deliver a work-life balance that maximizes our best efficiencies at work and our most meaningful life outside work?
George Kinder has specialized in delivering work-life balance to consumers and professionals worldwide through Life Planning and Mindfulness trainings and workshops for 30 years.
The world today requires commitments in more areas than ever before. The requirements for work have been continuously expanded with new daily technologies, constantly competing with family time and lifestyle choices. Balancing a healthy lifestyle is critical for the future success of everyone in the workforce today.
Combining thoughtful financial Life Planning with Mindfulness delivers work-life balance to everyone. Mindfulness gives you the ability to recognize where you sacrifice your work-life balance. Life Planning defines the balance you really want and the financial elements needed to secure it. Join this webinar and learn how to design the best of lives for yourself, your employees or your clients that simultaneously maximizes efficiencies at work.
You will learn:
1.How to deliver work-life balance to yourself, your clients and your employees
2.How Mindfulness & Life Planning are key elements to your work-life balance
3.Learn how to begin the process of creating a financial Life Plan to support your work-life balance
4.Strategies for finding more time to support a good work-life balance
Can’t Miss Takeaways - You will:
1.Do the famous GK 3-Questions facilitated by George Kinder
2.See and receive access to a Free consumer Life Planning website
3.Receive a Free “Life Planning for You” book by George Kinder
4.Have access to an audio guide to a daily Mindfulness practice.
Who should attend?
Anyone seeking to improve their personal work-life balance or to help their clients or employees improve their work-life balance.
Do you spend your Sundays manually consolidating, tweaking and fixing your sales forecast? So did the VP of Sales Operations at Zuora, until he found a forecast management platform that changed everything. Join Ben Kwon, as he talks about how to effectively manage a forecast and exceed plan even with a constantly evolving sales process and team.
In this webinar you’ll learn:
- How to forecast with an ever-changing sales structure and cadence
- What to look for in a forecast management tool
- How to gain insights around performance at the rep and deal level
By all indications, there is a ground swell of momentum for selling though the channel as companies increasingly turn to indirect sales to ramp their revenue. What then, are the trends that marketers and channel chiefs alike need to navigate to make sure their companies are best positioned to ride the wave and maximize their return on channel investment? In this webinar, join Impartner CMO Dave R Taylor as he crystalizes the company's top 7 predictions on what will drive channel sales this year - and what to do about them.
Impartner is the world-leading provider of SaaS-based Partner Relationship Management (PRM) solutions and for nearly 20 years, has helped some of the world's top corporations from National Instruments, to Workfront to SGI bring their channel programs to life.
Marco Casalaina VP of Integrations, RingCentral and Jaime Delgado VP, Global ISV Cloud Ecosystem and Partnerships, Oracle
In this fast-paced, informative webinar, you’ll learn how to drive agility with mobile cloud communications that engage prospects faster.
• Enable your team to use the leading business communications solutions from within Oracle Sales Cloud.
• Deepen relationships by communicating the way your customers and prospects most prefer.
• Save time and increase business agility.
Sales managers spend hours analyzing reports, crunching numbers and meeting with sales reps to discuss deals. Yet we know from studies that most deals will not close on the predicted date, or even at all. So what are they doing wrong and is there a better way to manage sales performance?
Join sales expert Donal Daly, CEO of The TAS Group, along with Mike Weinberg, Consultant, Speaker & Best Selling Author, and Nancy Nardin, President, Smart Selling Tools in this educational sales performance focused webinar.
In this webinar, you'll:
* Learn the secrets of unlocking sales insights to make better decisions
* Spend more time providing leadership & accountability
* Drive increased productivity & performance.
Donal Daly, CEO, The TAS Group
Mike Weinberg, Consultant, The New Business Sales Coach
Nancy Nardin, President, Smart Selling Tools
David Brierley, VP EMEA & APJ, Pyramid Analytics
Wendy Schuchart, moderator, VentureBeat
Are you shooting in the dark by trying to acquire customers with untargeted blast emails?
Learn how to craft highly effective cold email templates that can be sent to large audiences while still seeming personal. The tactics covered have been proven to 3x the response rates from qualified leads, as well as closing deals in 1/3 of the time.
In this webinar you will:
-learn how to use language that makes your emails instantly feel more personal, even if they are mass
-see tested cold email templates that have generated millions of dollars in sales revenue
-develop a scalable inside sales strategy that you can use to accelerate your company's growth
Craig Nelson VP, Sales Enablement and Coaching Callidus and Michelle Jones, VP, Business Development, Stonebranch
-Discuss how enablement has evolved to meet the demands of sales
-Michelle's experience deploying Sales Enablement at 3 different firms over the past decade
-Lessons learned with focus on Partner Enablement
-Future plan to take Sales Enablement to the next level
Kiran Chowan, Appirio, Christopher Lesar, CallidusCloud
How do you translate good sales process into good customer experience?
Sales sets the stage for customer experience during the customer’s buying process. Setting your sales team up for success with the right tools and technology also creates a smoother, more satisfying buying experience and happier customers. Sales reps bogged down by manual processes, product complexity and approval wait times can't respond to customers fast enough and customer experience suffers.
- Are your sales reps still using spreadsheets to prepare quotes for customers?
- Do your sales reps act as the quarterback between legal and the customer for contract negotiations?
- Have you missed contract obligations from not having visibility to contract obligations?
These are areas that cause frustration for your sales reps. Join this webinar to hear how Appirio and CallidusCloud help companies improve their sales environment with the right tools.
Learn to improve customer experience by:
- Automating quotes and proposals
- Automating contract management and approvals
- Removing manual processes to reduce risk
Why You need a Partner Relationship Management Solution NOW to Accelerate Your Return on Channel Investment (ROCI)
The CRM battlefield has been leveled. If you are one of the 80% of companies who sell through the channel, you are leaving money on the table if you are not using modern, Partner Relationship Management (PRM) solutions. Join Impartner CMO Dave R Taylor to learn more about why PRM is new CRM, and why it’s the single most important ingredient to managing your channel, accelerating your ROCI, and winning competitive battles.
Join Apttus’s VP of Sales Operations, Ankur Ahlowalia, as he reveals his secret sauce for creating a successful forecasting process that has helped Apttus consistently exceed sales goals.
This exclusive with Apttus will cover:
- How to build a forecasting process that's efficient and accurate
- Analytics and metrics that matter most
- The tool set you need to get the job done faster and better
At Tableau, our mission is to help people see and understand their data. This holds true within our own sales organization as well. Take a look behind the scenes to see how Tableau uses analytics and sales dashboards internally at every step of the training and sales process to drive performance.
Learn specific actions you can take to drive world-class sales performance, including how to:
Empower sales reps to answer questions that help them sell more effectively
Build and share sales dashboards to provide better leadership and accountability
Reduce the gap between current performance, forecast, and quota
Identify performance trends and opportunities for improvement
Blend new hire ramp time with CRM data to inform training curriculum
Attend the webinar to see how becoming a data-driven sales organization can dramatically decrease new hire ramp time and drive sales performance.
Today, in-person meetings with prospects and clients are not the norm as they were 10+ years ago. Many large deals now happen via remote communication such as phone, video conferencing, and other mediums. While the methods of communication have evolved, many organizations still use outdated methods of communicating with prospects and clients and are out of alignment with today’s remote environments. The result are relationships are weak, visibility in deals is limited, and long periods of silence between parties result in losing opportunities. This session will help sales leaders, managers, and reps to better understand how to maintain strong relationships remotely and understand the most effective ways to connect and keep a dialog going without having a face-to-face meeting.
Sandy Jones-Kaminski, Chief Connecting Officer, Bella Domain Media
Join LinkedIn-approved speaker and SMB consultant Sandy Jones-Kaminski of Bella Domain Media to get her top 10 tips for boosting your brand, generating leads and driving traffic to your site by maximizing LinkedIn in less than an hour a week.
Balancing territories properly is critical for maximizing your sales force's success, and doing so correctly means using data to establish sales territories that will reach their full profit potential.
Gartner estimated that, on average, enterprises will miss the equivalent of 10 percent of total sales in lost revenue that could have been captured with improved processes for defining, assigning and managing territories, quotas and compensation plans. Without data, territory mapping and quota calculations become subjective, favor certain sales reps, and often do not maximize the company's overall revenue potential.
Join us for this webinar and learn how to:
- Simplify and accelerate the territory and quota planning process
- Reduce the risk of errors in the planning process
- Use data to avoid the most common territory planning pitfalls
- Give reps clarity on how quotas are calculated and improve sales rep retention
As mobile devices become ubiquitous communication tools in business, text messaging is emerging as a powerful communication channel. But, can it be used effectively for sales prospecting. Jeb Blount, author of Fanatical Prospecting says yes!
In this webinar you will learn:
- 7 Keys to Text Message Prospecting
- How Text Message Prospecting Fits into a Balanced Prospecting Methodology
- The Law of Familiarity and Why it Matters
- When to Leverage Text Messaging to Open New Doors
- Text Messages that Get Responses
In this practical, no-holds barred webinar you'll get real tips and techniques, that work in the real world, with real prospects.
Poornima Mohandas, Product Marketing Manager and Roy Bongers, Sr. Solutions Manager
Introducing the Sales Performance Manager QuickStart Package
In the era of the complex B2B sale, every major sale involves multiple decision makers, elongated selling cycles, and ever-more informed customers. This presents sales reps with a golden opportunity to be a trusted, respected, and valuable advisor to the buyer through a labyrinthine buying cycle. But for this companies have to know how their sales reps are performing and coach them to put their best foot forward.
CallidusCloud offers you the quickest way to adopt coaching. We are excited to show you our most recently launched, Sales Performance Manager (SPM) QuickStart Package that can help you hit the ground running so you can transform your B players into A players.
The SPM QuickStart Package packs in the most-demanded starter features and can be implemented in a matter of two weeks. The SPM QuickStart Package by CallidusCloud streamlines coaching to make it easy and effective, delivering performance visibility and transparency across the sales organization with up-to-date dashboards, reporting, and analytics.
Come to this webinar to learn:
- The value of coaching and why you should care about it
- What is the quickest way to deploy coaching in your organization?
- Key benefits to sales leaders, managers, and sales reps
- The value of rich performance data
- Get a live walkthrough of the SPM QuickStart Package