The sales management community on BrightTALK is made up of thousands of sales management professionals. Learn about sales training ideas and techniques while improving pipeline development strategies. Join the conversation by participating in live sales development and management webinars and round tables.
Early on expectations from B2B buyers in their journey set the stage for marketing and sales to work together. As leads flow in, an agreed-upon plan and process should be in place for lead identification, distribution and follow-up. This optimized plan and process can make a huge difference between smooth sailing or rough seas in the next steps of the journey for the marketing and sales teams and most importantly, the buyer.
So, what does this process look like, and how can an optimized lead process affect not only the quality of the buyer's journey, but opportunity generation? Join Isaac Payne, Marketing Operations Specialist, and Ali Gooch, Sr. Sales Manager-both of Pardot, as they explore and give us tips on how we can get the most out of an optimized lead process.
In order to truly focus on customer success, smart companies need to create a culture of customer centricity from day one. In this session, Ryan Engley will outline how Unbounce made (and keeps!) customers at the heart of each decision they make, and how every employee contributes to customer success.
While the discipline of Customer Success has been widely adopted by SaaS and subscription businesses, the debate about how best to measure success still rages on. The tried and true metrics of NPS, conversion rates, churn, and revenue per user are being joined by new metrics including Customer Retention Cost (CRC), product engagement, customer health. We'll sit down with several Customer Success Executives to see how they are measuring the impact that they are making today and how they see these metrics evolving in the future.
From intern to EVP, George saw the growth of customer success at Salesforce.com from day one all the way through today. In this session we discuss why and how Customer Success was born and how the function has evolved over the years as the company has become the largest SaaS business in the world.
A standardized sales process is the key to good reporting, visibility into your business, and driving sales results. Unfortunately, many companies struggle to enforce any sales process because outdated technology prevents them from doing so.
Your sales app should map to your business processes, not the other way around. Salesforce gives you the tools to customize your sales cycle, so you can drive the consistency the way you want and boost sales.
Join us to hear from Enterprise Bank & Trust, who will share their own Salesforce success story on why they deployed Salesforce to each of their employees to simplify and streamline their own sales process. See a product demo and ask your questions live.
As the principal analyst, founder and chairman of Constellation Research, Ray is a highly sought after thought-leader who is influencing business models in the digital age. Learn first-hand how customer success is the critical component to surviving the digital disruption.
Join Brian to learn about what to do with your new sales reps in the first week to get them motivated, learning and off and running. As well as, how to keep the momentum going in the first few months on the job, with 30-60-90 day bench marks.
The hottest topic heard from Sales Development leaders is after you build your SDR team, how do you keep them happy and productive?
We will tackle onboarding, training, career path, and incentives. Come hear from Sales leaders Derek Grant from Full Story, Ali Gooch from Salesforce, and Sean Kester from SalesLoft as they give their insight and secrets to growing their SDR teams.
In this 30-minute webinar, learn how to (O)rganize, (M)easure, and (G)enerously Compensate your customer success managers. Omer Gotlieb, Totango’s Chief Customer Officer, will share 4 metrics that align managers and team members with clear priorities, incentives and compensation.
The term "Sales Enablement" is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales performance and to drive revenue growth. Nevertheless, sales enablement is rarely a strategic and holistic discipline that translates business strategy into integrated sales execution plans. More often sales enablement is a tactical approach to fixing a quarter rather than a strategic approach to transform a sales organization to a customer core, customer result-based and value-creating approach.
To get to a more strategic sales force enablement approach, a customer core foundation based on the entire customer's journey is essential. Three additional pillars, that are all based on the customer core idea, have to be integrated with current concepts to evolve sales enablement to sales force enablement.
Why you should attend - your main takeaways:
• Why a customer core approach is key to success, and how to design it.
• Why frontline sales manager are a key target group.
• Why not only sales and marketing are relevant - how to take advantage of a strong foundation in sales operations.
• Why content and training services should be integrated - along the customer's journey.
Want to lose fewer deals to the status quo and to the competition? In this interactive panel discussion, four senior sales leaders show you a holistic framework to:
•Understand the top 6 decisions in the buyers’ process
•Align your content and conversations to more effectively influence these decisions
•Assess deals and build sales skills to reduce the risk of losing these decisions
•Use intelligent systems to increase sales effectiveness and shorten sales cycles
This is how you make BIG sales productivity gains in 2015.
Founder, Compelligence, Inc.
CEO and Founder, Silver Bullet Group, Inc.
How do you move from random acts of sales enablement to a strategic sales enablement system? Listen to Thierry van Herwijnen from the Sales Enablement Lab podcast, Chris Tratar and David Kriss from the SAVO Group to get valuable insights into a more systematic and strategic approach to sales enablement.
In this webcast Thierry, Chris and Dave will discuss key sales enablement trends, the importance of sales enablement and the five key tips to think about when building a strategic sales enablement approach in your organization, including:
• Organizational Alignment
• Understanding the Sales Enablement Value Chain
• Selecting the Right Technology
• Creating a Sales Enablement Roadmap
• Measuring Results
Marketing and sales each have their unique role in the B2B buyer's journey. Both teams share in the responsibility of closing deals. When it comes down to driving revenue, these two groups need to be in lockstep — armed with killer campaigns, insight into prospect activities, and the ability to read the buyer’s mind so they can deliver relevant resources throughout the sales cycle. Enter the Pardot and Salesforce powerhouse.
Join us as we take a look at how Pardot unites sales and marketing. Walk through a short demo with Phil Simpson, Sales Manager at Pardot, and learn how both teams can benefit from the power of Pardot and Salesforce to create more opportunities, close more deals, and, ultimately, boost their company's bottom line.
Many companies struggle with how to sell effectively with different brands, platforms, and divisions. One company, Cenveo, has tackled this challenge head-on with Sales Cloud and Data.com, working through culturally diverse business units, data silos owned by territorial sales reps, and challenges cross selling.
There are many approaches to achieve more effective selling which we will explore with Jason Jordan of Vantage Point Performance, author of the best-selling book, Cracking the Sales Management Code.
Jason will share best practices that drive business results and Kathy Coates, VP of Platform Sales Technology at Cenveo, will share how Cenveo:
-Saw immediate results from bringing together sales for 3 separate brands
-Reinvented how they sell--and changed their company culture
-Achieved more visibility into their entire pipeline than ever before
-Discovered new opportunities through account hierarchies
-Gained "eye-opening" insights on their customers
Looking for an edge in how you sell and market to customers? Successful
companies know their customers and prospects better, connect to them faster, and make better data-driven decisions when they have the right data at the right moment. Salesforce Data.com brings the best B2B customer data into the #1 CRM so you get more insights, more sales opportunities, and cleaner data—all right where your team works, helping boost your sales productivity.
Join us to see how Salesforce Data.com customers see increased CRM adoption, shorter sales cycles, and faster growth.
Companies that have a solid marketing and sales team alliance to leverage in go-to-market efforts have a great advantage. Shared insight into how campaigns are performing, identification of content that is relevant to your audience, and marketing and sales messaging alignment are paramount in supporting this advantage.
Join Phil Simpson, Sales Manager with Pardot, in this upcoming webinar as he walks us through a short demo and takes a look at how Pardot marketing automation can support your marketing and sales team alliance efforts with valuable shared insight into campaign management, lead gen efforts, ROI and more!
When it comes to B2B marketing, personalization is critical to successfully engage with both prospects and customers. But many companies struggle with personalized marketing interactions when dealing with a large and growing numbers of leads.
How can you ensure that your leads are being accurately placed into appropriate campaigns, and that each one is getting optimally routed in order to turn prospects into customers? Join Salesforce and Salesforce customer Internap to learn how bringing together the right customer data with the right marketing and sales technology will allow you to get better results from your marketing efforts.
Reaching new prospects is harder than ever. People rarely answer their phones and email inboxes are so crowded that only the most critical messages get a response. The result is that it is difficult for salespeople to get started with new prospects.
That is why sales organizations are embracing social selling and use applications like LinkedIn. However, most salespeople have never received any formal training on LinkedIn. Consequently, they don’t know how to use it properly to produce a steady stream of appointments.
This webinar describes how to increase a sales team’s social selling skills. Join to learn:
•How to Determine Social Selling Goals
•5 Options for Delivering Social Selling Training
•The Role of Sales Management in Social Selling Success
Qvidian recently surveyed sales and marketing executives from companies around the globe to better understand their outlook for 2015.
Join Qvidian’s CMO Christopher Faust for a live webinar as he reviews the results of the annual Sales Execution Survey including key objectives for sales organizations in 2015, the challenges and obstacles they expect to face, as well as the investment areas needed to improve sales execution.
Customer experience (CX) includes all of the interactions that occur from before a prospect even considers buying to well after the purchase is finalized. Companies that focus on CX throughout the sales funnel see higher growth, but execution can be a challenge. A solution? Sales enablement, which leverages the power of content to engage, educate, persuade, and challenge potential buyers.
Listen in as sales enablement leaders discuss the importance of proactively guiding the customer experience and using content in the selling process.
To win in today’s complex, noisy selling environment, you need marketing and sales to rally around the same goal: engaging customers. While it seems simple, more often than not these teams aren’t playing by the same rules. Join us as we dive into how you can referee the following common marketing and sales scuffles:
- Countless dead-end calls: your sales reps complain that all the leads sent over by marketing are a waste of their time
- Operating in the dark: marketing doesn’t know what happens to their leads, and sales doesn’t know where to start their conversations — how can either expect to deliver a personalized customer experience?
- Reps gone rogue: your marketing team is concerned about the content of messages that sales is sending to prospects
Tune in on April 21st, as Bob Kelly, Founder & Chairman - Sales Management Association, and Katie Doyle, Product Marketing Director - Pardot, walk through how to address these scenarios and eliminate common roadblocks on the path to becoming a sales and marketing super team.