Sales Strategy

Community information
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.
  • Great communication starts with great listening. And great listening starts with an inner listening called Mindfulness, a simple practice done 10-20 min. a day that makes an average communicator into a great one. Transform hollow interactions into engaged, dynamic relationships by being present and in the moment. Learn why successful organizations all over the world are bringing Mindfulness to the workplace. Developing inner awareness leads to productive relationship building, sharpening crucial skills in management, improving sales & operations at successful firms. Win the trust across the spectrum of those you communicate with, from clients to colleagues, employees to senior management, in every interaction.

    You Will Learn:
    1.What Mindfulness is & why it is useful in the business world.
    2.How this simple practice enhances self-awareness, making one a potent & attentive listener.
    3.How to be 100% in the present moment, focused, free of distractions.
    4.A 5-phase process that leads to effective communication & deep trust, yielding sustainable professional & personal relationships.
    5.How Mindfulness training has been embraced across industries, including health, financial services, technology, government, journalism, entertainment, social services, think tanks, law enforcement, the military & education. (Google, Apple, Aetna, Virgin, Madison Wisconsin Police Dept, Congress, & House of Commons.)

    Can’t Miss Takeaway:
    You will:
    •Learn the daily practice of Mindfulness & how it delivers practical benefits.
    •Have access to an audio guide to a daily Mindfulness practice.
    •Receive a free on-line copy of George Kinder’s book, Transforming Suffering into Wisdom: Mindfulness & The Art of Inner Listening.

    Who Should Attend?
    Anyone who wishes to be more effective in their communication skills, with greater control, clearer focus, more patience, flexibility & skill, greater leadership & access to intuition, values, creativity, & managing stress & difficult emotions with poise.
  • Join us for an insightful and engaging ClearSlide webinar to learn how your organization can drive revenue and improve sales forecasting with ClearSlide for Salesforce, a top-reviewed app on the Salesforce AppExchange. Transform the way you engage customers on the phone, in-person, and via email, and learn how to:

    - Stop wasting time manually logging sales activities.
    - Increase forecast accuracy with engagement analytics.
    - Increase effectiveness of your sales messaging.

    If you’re unable to attend the live session, the recording will be sent to registrants following the webinar.
  • We’ve entered an unprecedented age in B2B marketing.

    Today’s buyers are savvier, more connected, and more informed than ever before — and they’re well aware of the power they possess. When companies fail to deliver the smooth and personalized buyer experience that consumers have come to expect, favorable alternatives are little more than a Google search away; it’s no secret and it’s a challenge that all B2B organizations face.

    But here’s the bottom line that’s too-often forgotten: delivering a seamless buyer’s experience starts with seamless alignment internally. Marketing and sales must work together throughout the decision-making journey, sharing insights and updates and allowing each team to play to their greatest strengths.

    Enter, Pardot. Join us on August 20th for this 30-minute webinar, as we explore the capabilities of this powerful tool and discuss how Pardot can streamline workflows to enable joint sales and marketing success. Attendees will learn how to:

    - provide real-time visibility into a prospect’s digital engagements
    - deliver content to prospects how and when they want it
    - translate data into actionable insights for both sales and marketing
  • In this webinar you will learn why its imperative to produce quality content so you can control the buyers journey and close more deals.
  • 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.
  • Join LinkedIn and ClearSlide for the first of three webinars about how to use data and content to engage prospects and increase sales.

    In this first session, you will take away tips and tricks to better leverage your prospects' data before, during, and after your sales pitch. You will learn how you can use data to:
    - Research companies and contacts more efficiently.
    - Identify multiple stakeholders to improve your chances of landing a sale.
    - Reach out to grab your prospect's attention at their point of interest.

    If you’re unable to attend the live session, the recording will be available immediately following the webinar.
  • 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?
  • To win in today’s highly-competitive marketplace, modern enterprises turn to innovative cloud-based solutions and technologies to transform and streamline their sales processes and drive digital business ROI.

    Join DocuSign Regional Vice President of Emerging Markets, Chris Barone, as he explores how to identify the right combination of solutions to not only disrupt the status quo, but also accelerate and improve the sales cycle experience for everyone.
  • Hear Zyme's CEO, Chandran Sankaran, describe how Channel Data Management (CDM) provides visibility into global indirect sales channels.
  • Chandran Sankaran, Zyme's CEO, discusses the importance and relevance of Channel Data Management (CDM) to EMEA enterprises.
  • Powerful reporting and actionable insights are key to optimizing your funnel, but 48% of B2B marketers feel they lack the analytics and reporting skills to measure their return on investment, and 33% aren't measuring ROI at all (Omobono).

    Fortunately, B2B marketers can use the power of Pardot + Salesforce to easily understand which campaigns, content, and channels truly impact ROI. Join Thomas Krawczyk, Solutions Engineer at Salesforce Pardot, for a 40-minute webinar to learn more about:

    - how Salesforce and Pardot work together to illuminate the marketing activities that are closing deals
    - which stage of the sales cycle your prospects are in — and where there are bottlenecks in your funnel
    - how to use data to optimize and forecast for better results
  • In today’s rapid-fire market, the time has come for everyone in the channel to embrace digital marketing or suffer the consequences. It is no longer a question of whether or not to engage, but rather to what degree and how to execute. Tune in as Heather K. Margolis of Channel Maven Consulting and Steven Kellam of CCI lead a strategic discussion and offer real-world recommendations on how to drive partner engagement and success through digital marketing.
  • At a time when information and products are available to you the split-second you want them, what do you think your producers want the most? What is it that can make producers sticky?

    To keep producers loyal, offer them:
    •Quality education
    •Training on demand
    •Mentoring and coaching
    •Mobility
    •And more…

    If you don’t already, start thinking about an overhaul of your distribution channels today. PwC and CallidusCloud can guide you in the right direction.

    Register for the July 9, 11 am PST webinar How to Future Proof Your Distribution Channels by Paul Livak, Director, Advisory Services at PwC and Tom Davis, VP, Insurance at CallidusCloud.
  • B2B marketing and sales teams are on a constant quest to improve upon their revenue-generating efforts, and the tasks involved — seeking out new business, creating a seamless buyer experience, building and tracking campaign efforts — all require significant time and effort.

    What if there was a way marketers and sales teams could save time and effort and increase revenue generation at the same time?

    Enter, your technology toolbox. With Pardot marketing automation, marketing and sales teams can maximize campaign efforts, boost productivity, and shorten sales cycles — yielding consequential benefits both marketing and sales teams. Join us for a quick 40-minute look at how Pardot can:

    - help generate new business
    - identify quality leads for quick conversion
    - create a faster, smoother buyer’s experience
    - prove real results

    Also, hear from one of Pardot's incredible clients as they share how using Pardot has their benefited their teams and business!
  • With multiple options for communication solutions and providers, it’s hard to determine the right one for your business. Many times, businesses end up conforming their processes based on the limitations of their software, making management and user adoption a challenge. So, how can you find the right phone solution for your business and ensure that it will last?

    Learn how Platform as a Service (PaaS) offerings can pair with cloud communications solutions to help put you back in control of how your processes work with your software.

    In this session we’ll discuss:

    ● What is PaaS
    ● How PaaS and SaaS can work together to create your ideal communications solutions
    ● Key benefits for your internal teams and your bottom line
  • Ever wonder how we use our own products?

    At Pardot, we’ve used our own marketing automation solution to build our business as we’ve grown from a small start-up to a part of a Fortune 500 company. Now, Pardot is changing the way that other areas of Salesforce do business as well.

    Hear straight from the experts in this 40-minute webinar on how Salesforce uses Pardot. We’ll have representatives from Pardot, Desk.com, and Salesforce Foundation to share insights on:

    - how Pardot powers their day-to-day marketing and sales processes
    - specific challenges that Pardot has helped them overcome
    - the killer results they’ve seen with marketing automation

    Speakers:
    - Ryan Johnston, Demand Generation Manager - Pardot
    - Ginny McSwine, Campaigns Manager - Salesforce Foundation
    - Tracy Foster, Sr. Manager, Marketing Automation & Email - Desk.com
  • 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.
  • You’re invited to join Matt Heinz, a nationally accredited Sales and Marketing leader and award-winning blogger, on July 16th at 8:30am PDT/11:30am EDT for an engaging presentation on “7 Reasons Why Inside Sales Reps Aren’t Making Quota”

    Matt will specifically define how to solve your quota challenges through effective process, technology, systems and discipline. You will leave this webcast with practical and proven tips to improve your inside sales team’s performance.

    Following his presentation there will be an interactive QA discussion around common sales challenges and solutions, enabling an enlightened peer-to-peer knowledge share.
  • 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.
  • 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
  • Predictive intelligence gives companies the ability to identify in-market buyers early in the buyer’s journey, increasing conversion rates and growing revenue. Both sales and marketing are eager to implement predictive for their teams, but many are unsure of where to start.

    We’re here to help. This webinar will focus on the methodology of successful predictive intelligence implementation for marketing and sales development teams. Cisco’s Sean Beierly will join Kerry Cunningham, of Sirius Decisions and Zak Garner, of 6sense to talk about the right way to roll out predictive intelligence. You’ll learn:

    - What predictive intelligence is and how it works
    - How Cisco and 6sense created a staged rollout plan for predictive intelligence
    - Why predictive may have the power to eliminate the “cold” lead
    - What tools and training your marketing and sales development teams will need to succeed with predictive prospects
    - How Cisco has implemented predictive intelligence and the results they’re seeing

    Join us on September 10th at 9am PT for this live webinar and learn how to empower your marketing and sales teams with predictive intelligence.
  • Join LinkedIn and ClearSlide for the second of three webinars about how to use data and content to engage prospects and increase sales.

    In this webinar, you will learn:

    - How to develop a professional brand and become a trusted source of information for your buyers.
    - Strategies for measuring and optimizing content based on customer engagement.
    - Tips for scaling content creation.
    - How to use video and other rich content to break through the noise.
    - How to glean insights that help tailor content to your audience.

    If you’re unable to attend the live session, the recording will be sent to registrants immediately following the webinar.

    Presented by:
    Natalie Severino, Senior Director, Marketing Communications, ClearSlide
    Christine Royston, Director of Global Marketing Communications, LinkedIn