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.
David Gibbons, Senior Director, Product Marketing, SalesforceRecorded: Jul 16 201930 mins
AI solutions at Salesforce promise to make companies more productive by augmenting the decisions they make with relevant information. But in practice, how can you deliver algorithmic insights at scale for your business at the moment of action? Join this session to see some real-world examples of data and analytics intelligence in action and hear from our customers to find out how they're optimising their business across industries, including financial services, to drive growth through data and analytics.
As a marketer, you've probably wished you could respond to prospective buyers anywhere and everywhere, at any moment in time, right? With triggered campaigns, you can! Watch Mike Madden, Director of North America Commercial & Customer Demand Generation, as he broke down the powerful use cases for triggered campaigns, from scoring specific actions to prioritizing leads for sales to creating timely emails from website visits!
The definition of a triggered campaign and how they work
How triggered campaigns can be applied to amplify the marketer's relevance in the moment
Ways triggered campaigns can be leveraged across the entire buyer's journey
Thomas J. Williams, The Complex Sale ExpertRecorded: Jul 12 201938 mins
Sales effectiveness is more than doing the right thing—it’s doing the best thing at the appropriate time and with the right people. In most sales there is a powerful adversary that can mobilize support, prove value and assuage the fear of change—the status quo.
Sellers have learned through trial and error to never underestimate the power of internal solutions or incumbent suppliers. The status quo can be a strongly entrenched, competitive force with executive supporters. It can have an impressive performance record with documented costs, risks, and benefits. Buyers who like the status quo are NOT receptive to change.
For most sellers the Status Quo is their most formidable competitor. In this webinar we’ll unlock the secrets to winning against the status quo.
You will learn:
•What are the 4 Forms of the Status Quo?
•When Does the Status Quo Win?
•When is the Status Quo in Jeopardy?
•What are the 3 Secrets to Beating the Status Quo?
•How will these Secrets Help the Seller’s Strategy?
Scott Ingram, The Sales Success Stories ExpertRecorded: Jul 11 201934 mins
How do the best B2B sales professionals and top SDRs get more meetings more often? They don’t just cold call, write compelling prospecting emails or leverage their social selling skills. They’re doing all of the above and more. You’ll walk away with actionable tools and tactics to improve your own sales prospecting efforts immediately afterwards.
You will learn:
1.How to develop your own multi-channel prospecting approach
2.Find the best ways to reach your best prospects
3.Learn how to increase your contact and conversion rates
4.Discover the secrets to getting higher reply rates
Alice Heiman, The Sales Growth ExpertRecorded: Jul 11 201919 mins
Where Are Your Prospects?
You need to meet your prospects where they are. That might be at a trade show or event, their office, the phone, via email or text, or on social media. Meeting them where they improve the customer experience. So many decision makers are on LinkedIn and other social platforms that salespeople today must be experts at social selling.
Build Brand Awareness
You want your company and sales reps to be in the path of your prospects when they need you. That means you need to use all the tools available. But, it’s hard to know where, especially on social media, it’s worth having salespeople spend their time.
Are your salespeople using the right platforms? Sales development is getting harder, so it’s critical to ensure sales productivity to fill the pipeline. It is possible that your prospects may be using platforms that your sales reps are not currently using for business. So, what do we do?
You will take away new ideas for:
Sales and marketing alignment to engage prospects across platforms
How to coach your sales reps to use multiple platforms effectively
What will engage your prospects on each platform
Barbara Giamanco, The Strategic Social Selling ExpertRecorded: Jul 11 201948 mins
Sales opportunities are often lost in that first prospecting phone call, sales email or social media interaction. Why? Because sellers make it all about them. Engaging in social and digital selling strategies are a waste of time if you don’t engage your prospects with relevance, and at the RIGHT time and with the RIGHT message.
You will learn:
1.Multi-channel strategies for engaging buyers on their turf – social, digital, email, phone.
2.Why HOW you sell is MORE important than what you sell.
3.A fact-finding process that turns information into business insights prospects care about.
4.The sales messages buyers DO NOT ignore.
5.How asking the right questions and listening to the answers moves deals forward.
Dr Carmen Simon, Cognitive Neuroscientist and Lauren Adam, Head of Marketing, MarketoRecorded: Jul 11 201961 mins
Did you know that 90% of content that you share are forgotten after 2 days? How do you expect your buyers to act on your message if they only remember a tenth of it? How do you even know which tenth they'll remember?
Join this webinar to hear from Dr Carmen Simon, a Cognitive Neuroscientist, author of Impossible to Ignore: Create Memorable Content to Influence Decisions, and a renowned keynote speaker.
You will learn:
- Strategies for transforming yourself and your marketing message into something worth noticing and remembering
- How people pay attention, remember content, and ultimately act on it
- How you can turn Neuroscience into Neuromarketing by using insights from how the brain process information and tend to remember it - or, more often - forget it
Julie Hansen, The Sales Presentation ExpertRecorded: Jul 10 201933 mins
Average sales close rates hover around 20%. That means 80% of a salesperson’s time is wasted. Sometimes the business goes to a competitor, but many times it goes to “No Decision.” To improve your sales close rate, you need to eliminate those no decisions and work for every competitive advantage – both before and during your presentation or pitch. In this session you’ll learn what specific things YOU can do to improve your sales close rate.
You will learn:
1.The Top 3 reasons deals go to “No Decision”
2.Effective Closing tactics BEFORE your pitch
3.Effective Closing tactics DURING your pitch
4.Calls-to-Action that really work
5.When to walk away from an opportunity
Christopher Ryan, The B2B Revenue Growth ExpertRecorded: Jul 10 201944 mins
Learn how to optimize your sales force to generate revenue-producing results even if you are tight on budget or headcount. Based on extensive research and experience, this online event will show you how to best prioritize your marketing and sales activities to improve performance using the fewest (and least expensive) resources. Sharing real-life failure and success stories, presenter Chris Ryan provides step-by-step sales enablement and lead-to-revenue modeling tools to turnaround sales performance.
Gain action items that work for marketing and sales management, as well as for sales reps and marketing professionals. Topics include branding, prospect selection, sales and buying processes, lead-to-revenue, sales enablement, and marketing and sales alignment. As a bonus, all attendees will receive a free copy of Chris Ryan’s bestselling book, The Expert’s B2B Revenue Growth Playbook: Actionable Strategies to Make Your Business Soar.
By attending this event, you will:
1.Uncover methods to grow revenue using your existing resources.
2.Win battles for competitive advantage.
3.Change hearts and minds in your marketing team to enthusiastically support sales enablement.
4.Stop revenue leakage fast.
5.Generate better results with less time and money.
Lakshminarsimhan Srinivasan, Global Head - Blockchain Services, TCSRecorded: Jul 9 201932 mins
Discover how CMOs can leverage blockchain with other digital technologies to create new value.
In the Business 4.0 world, organizations need to shift the mindset from resource paucity to resource abundance. Marketing organizations are in a great position to leverage ecosystems and blend life experiences into customer experiences. Blockchain, along with other key technologies, like AI, AR/VR, 5G, makes that possible. Backed by the power of digital technologies, CMOs can reimagine business model to foster disruptive innovation to the benefit of the enterprise and its customers.
Sunil Karkera, Global Head - TCS InteractiveRecorded: Jul 9 201932 mins
Discover how MarTech can empower CMOs to fulfill their digital vision and change the game for the marketing function.
Technology must do more than enable traditional marketing strategies—it has to create, deliver and measure customer experience, and help CMOs embrace a true digital path for marketing strategy and execution.
Ponnanna Uthappa, Global Head, Comms & Media Solutions, CBO, TCSRecorded: Jul 9 201919 mins
Discover how marketing and supply chain are leveraging data to achieve higher customer focus.
Data has rapidly emerged as the foundational element for innovation, business growth and optimization. By forging strong partnerships across business functions, corporate leaders are reimagining customer experience.
Ponnanna Uthappa, Global Head, Comms & Media Solutions, CBO, TCSRecorded: Jul 9 201922 mins
How can marketing leaders harness the latest digital technologies to drive data monetization and value creation for the enterprise and the ecosystem in which they operate?
For marketing leaders, the adoption of digital technologies to develop new business models and revenue streams is a tremendous opportunity to shift corporate perceptions of marketing from cost center to growth enabler. Discover how demand centers delivers innovation and impact through their B2B marketing strategies.
Sunil Karkera, Global Head - TCS InteractiveRecorded: Jul 9 201933 mins
Why and how should a B2B enterprise invest resources to become design-centric?
When you think of companies known for great design – product design, graphic design, or UI/UX design – you tend to think of a handful of consumer-focused giants, like Apple, Google, and Coca-Cola.
Where are the B2B enterprises in this rarified universe? Why are there no great enterprise companies that set the bar for design today? There are visionary B2B companies that are great at marketing and have the budget to be great at design – but they aren’t memorable.
Explore this question and its logical consequences: Why should a B2B enterprise invest resources to become design-centric? And how do you make design an integral part of your corporate culture and raise the bar?
Gerald Murray & Janet DulskyRecorded: Jul 9 201963 mins
Digital transformation has forever changed the rules of engagement with our audiences. Buyers now expect a seamless and engaging experience throughout their journey, putting the burden on organizations to break down departmental silos and create a seamless, unified customer experience (CX). Whether you end up a winner or not will depend on how you respond to these market shifts and change the way you acquire, use, and steward customer data.
Join us for a live webinar featuring IDC Research Analyst, Gerry Murray, and Marketo Director of Customer Marketing, Janet Dulsky, as they explore the power of customer centric data and the impact it can have on CX.
The definition of CX and big trends
CX leadership, roles, and metrics
The new rules for marketers, including harnessing the power of customer centric data
Dhayalan P, Business Analytics Leader - Retail, CPG, TTH, Govt., TCSRecorded: Jul 9 201927 mins
Discover how Machine Learning can power smarter marketing campaigns.
The holy grail for any successful retail organization is reaching the right target market in the right way. By leveraging ML-based predictive modeling, a leading North American retailer realized a 32% increase in direct mail campaign responses. That’s intelligent marketing powered by automation and insights.
Ed Maguire, Principal Partner, Momenta PartnersRecorded: Jul 5 201957 mins
When it comes to innovation, we've arguably seen more technological advancements over the last ten years than at any other point in time. Technology as we know it is changing before our eyes. We see the merging of the digital and physical worlds through technologies such as augmented reality; artificial intelligence enables computers to think faster than humans, and blockchain technology is considered by many to be the greatest technological innovation since the internet.
More importantly, we're not only seeing new technologies but the convergence and intersection of multiple technologies as they extend and create new capabilities through their collaboration. The era of combinatorial innovation is upon us, and the combined impact of augmented reality, artificial intelligence, blockchain and other technologies on Connected Industry will be unprecedented.
This webinar provides an opportunity to explore and consider the applications of new technologies as they related to IoT and Connected Industry.
We'll take a look at:
- The current status of AI, AR, blockchain and distributed ledger technologies and their role in empowering Connected Industry
- Benefits and risks of evolution
- Use cases across multiple industries
- Future timelines and predictions
Deb Calvert, president of People First Productivity SolutionsRecorded: Jul 2 201944 mins
Are you hiring the top sales talent that can do the very best job possible of selling your products/services? Do you know what traits, knowledge, and skills lead to sales success in your industry, market, and product line? Join us for this research-based webinar that will teach you how to:
- Identify the sales competencies that truly drive success for YOUR organization
- Hire for those competencies to ensure rapid ramp-up and better retention
- Write job descriptions, performance standards, and reviews that consistently feature the right competencies
- Develop the right competencies in your sales team
Michael Dalis, The Drive-Sales ExpertRecorded: Jun 27 201945 mins
You are a Senior Leader at your bank, you want to accelerate revenue growth. You spend a lot on marketing and business development, so why aren’t your sales with qualified clients growing at the pace you need? While you have had success in your own new client pursuits, it is less clear what role you and your Leadership team play in enabling a stronger BD effort. Michael Dalis — a recognized leader on the subject of B2B selling, a former banker, sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:
-identify the likely root causes of your organization’s slow revenue growth,
-avoid the common failure points in business development initiatives, and
-pick your spots where strong Leadership and Coaching accelerate sales growth.
Following this webinar, it will be clear what you can do as a banking leader to drive faster Business Development growth by making the right adjustments to your Business Development investment.
You will learn:
1.Why the responsibility for growth cannot be fully delegated.
2.What roles senior leadership plays in growth
3.How to play those roles effectively
Ed Maguire, Momenta PartnersRecorded: Jun 27 201957 mins
Edge, mobile edge, and fog computing have emerged, offering a panacea to the pain points of IoT data. Companies such as Intel, SAP, Ericsson and Dell Technologies are creating their own solutions. Edge computing has the potential to impact the data infrastructure of the IoT, but what are the benefits and risks of moving away from the cloud? Edge computing comes with a suite of considerations that need to be carefully considered prior to adoption that we'll explore in turn.
This webinar will cover:
- The current state of fog and intelligent edge computing
- What are the benefits/risks of moving away from the cloud?
- What does this mean for cloud computing, data infrastructure and data analytics?
- What are the best use cases of edge computing and what are its limitations?
- Forecasts on future applications
Andrew Schwartz, President, MPIRecorded: Jun 26 201942 mins
Learn how to build and leverage a strong prospect and customer database to drive sales. Join our guest speaker Andrew Schwartz and uncover ideas, insights and hear real life case studies on effective database management that drives results.
Lisa Magnuson, The Landing 7-Figure Deals ExpertRecorded: Jun 26 201945 mins
Do you know what relationships are needed to land your largest prospect? Is each relationship mapped to a primary and secondary person in your organization? Have you analyzed each of these relationships to set appropriate relationship goals?
You will learn:
1.Why is relationship mapping a fundamental element for all large prospect development?
2.What are the most important aspects to a winning relationship map?
3.How to determine if you are on the right track and set up for success.
Digital Transformation is dead! As you plan your journey, one of the first steps is to think about what needs to be done, why and how. The webinar presents 3 ways to navigate your way without losing track of your goal(s).
Each path has its own set of focus areas. Irrespective of he approach you take, their are 6 dimensions of transformation that you must plan around to be successful.
Lloyd Yip, The Startup Sales ExpertJul 17 20193:00 pmUTC45 mins
“No’s” are inevitable in sales. But how can you break past these objections and help your prospects understand that your product and service can actually provide value? We will go through a methodical 4 step framework that will help you deconstruct every objection in order to flip it around to ultimately close the deal.
You will learn:
1.The exact 4 steps to use for objection handling
2.Live examples of these 4 steps in action
3.Examples of objection handling gone wrong (and how to fix them)
According to Gartner, 34% Product Marketers at Technology & Service Providers select retaining clients as one of their most important challenge. Growth continues to be a strategic business priority for CEOs. This webcast presents 4 strategies companies can adopt to improve customer retention & grow the business
Jesse DeMesa, Partner, Momenta Partners AdvisoryJul 18 20195:00 pmUTC60 mins
There is no one-size-fits-all-strategy for implementing digital innovation, but there are best practices and experiences you can leverage to enable your firm's road to change in the 21st century. Momenta Partners has created a playbook gleaned from practitioner's perspectives on how to best navigate digital transformation, and we'll share our insights with you in this webinar. This webinar is for CEOs and leadership teams seeking insights and actionable intelligence by example.
We will take a look at:
- The steps of a firm's digital transformation journey
- The best approaches to beginning your transformation journey
- Getting your team to embrace digital transformation
- Building a playbook to help you achieve your transformation goals
- Best practices for adoption
Carole Mahoney, The Sales Coach ExpertJul 22 20194:00 pmUTC33 mins
Join host Carole Mahoney as she talks with Christopher Freeze, an FBI Special Agent in charge of Mississippi, whose has strengthened partnerships with public and private sector agencies, bring attention to the challenges facing law enforcement, and encourage individuals to demonstrate leadership in all aspects of their professional and personal life.
In this 30 minute interview, Carole talks with Chris about:
How to build rapport when people aren’t inclined to be open with you and when you don’t have a lot of information to go on, or what to do with the information you do have.
Why building relationships internally is just as important as building relationships with your buyers.
What salespeople can learn about resilency from an FBI agent who has had many doors slammed in their face.
What sales leaders and executives need to understand about how personal trauma can impact their teams.
Barbara Weaver Smith, The Large Account Sales ExpertJul 24 20194:00 pmUTC45 mins
Part #7 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
In this presentation, we are moving from the 3-part phase on “Structure” into the first of 3 webinars in the “Process” phase, starting with your company’s sales process. Although the so-called “Buyer’s Journey” is of course chronological, I reject the notion that it can be reduced to a linear series of steps in a process. It’s much more cumbersome and convoluted than your CRM typically allows you to believe! This session is about how to manage that process and teach your sales reps how to manage it.
You will learn:
1. What kind of large account sales process do you need?
2. What’s the most important point in your process?
3. How to move from process steps to account planning.
4. What technology tools are most helpful?
5. How to handle a very long sales cycle.
Lisa Magnuson, The Landing 7-Figure Deals ExpertJul 24 20195:00 pmUTC45 mins
Do you know how to build a winning strategy to land your largest prospect? Has the account team mapped out all the strategy points? Do you have short, medium and long term account goals?
You will learn:
1.Why account strategy development is a fundamental element required to win 5X deals (i.e. contracts valued at 5X your average deal size).
2.What are the most important aspects to a winning strategy?
3.How to determine if you are on the right track and set up for success.
Guest speaker Kjell Carlsson, along with Samith Ramachandran and Robert BarlowJul 31 20191:30 pmUTC60 mins
By Uniphore and featuring Forrester
Enterprises are on the brink of a customer experience revolution. AI technologies make it possible to drive customer engagement and superior customer service at hitherto-unseen scale and efficiency. However, many companies are struggling to take advantage of these developments. U.S. companies alone lose more than $75 billion a year due to poor customer experiences and most forego the opportunity to grow customer loyalty and share of wallet. Others risk alienating customers with incomplete solutions that downplay customer conversations.
In this webinar we will discuss how enterprises are overcoming these challenges using Conversational Service Automation (CSA). With CSA, companies look to harness the best of human and artificial intelligence, to drive both automated conversations with your customers as well as superior calls with human agents, where agents are empowered with better information, next best actions, and automated workflows. We will dive into the elements of CSA and give examples of how enterprises are transforming customer service delivery in their contact centers.
• The opportunity, and challenges, in using AI to drive superior customer experience
• Understanding Conversational Service Automation in the context of customer service
• Simultaneously achieving cost efficiencies while improving customer service with AI
Join guest speaker Kjell Carlsson, Ph.D., Senior Analyst at Forrester, along with Samith Ramachandran, VP and Head of Products & Engineering, Uniphore and Robert Barlow, Director - Corporate Marketing & Communications, Uniphore who will address these topics and discuss how companies are transforming customer service through CSA.
Deb Calvert, The People Engagement ExpertJul 31 20196:00 pmUTC45 mins
As a salesperson, you need confidence and passion to win. But as buyers and AI options continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love—to a robot?
Join Anita Nielsen, author of Beat the Bots, and host Deb Calvert to learn strategies so you can get up off the mat and come out swinging.
You will learn:
1.How to use the power of personalized value to differentiate yourself.
2.Make Human-to-Human connections with your buyers.
3.Use the new ABC: Always Be Considering your client’s needs.
4.Psychological principles that make you more effective in delivering value.
In this 30-minute webinar, we will explore the means for accelerating company performance by increasing performance of their customers using strategic assessments. Here are the Top-10 Topics presented.
1 - Customer – now and forever will always be about the customer.
2 - Content - the words, images, ideas, AI abstractions or messages you use to communicate to the customer.
3 – Channels Media – what mainstream and other media channels are customers using now and will use?
4 - Channels of Distribution – build “agile” sales channel models adapting to known and emerging markets designed to reduce enterprise sales cycles.
5 – Connections - the means for networking with other businesses, industry, government and others.
6 - Communications - the unique organization processes that occur between companies and customers.
7 - Collaboration - organizational thought leadership for content development and delivery processes.
8 - Call to Actions – driving behavior without which nothing happens.
9 - Crisis - chaos, buzz, glitz, hate, squawk, gossip, glam and anything you can imagine being said for or against you.
10 - Coming Sooner - the race to zero and competition is not just coming soon but sooner.
Deb Calvert, sales researcher / author / speaker / coach / trainerAug 1 20196:00 pmUTC45 mins
Selecting sales talent should be more than gut instinct, predictable interview questions, and "sell me this pen" role plays. If you want to know (for certain!) which candidates are most likely to succeed in your sales environment, your selection process needs:
+ To be based on clear sales competencies
+ To be coordinated with HR for efficiency
+ To use behavioral interviewing question sets
+ To include an interview panel and 2-step process
+ To evaluate candidates with a matrix
Join this webinar for an overview of selection practices that will give you a competitive edge and ensure that you get the RIGHT talent on your first try. No more revolving doors or newbie ramp up that takes too long!
Jordan Con, Product Marketing Manager, Marketo, an Adobe CompanyAug 6 20199:00 amUTC41 mins
Marketing analytics is at the top of every marketing team’s priority list. But for many, it can feel overwhelming. Watch Jordan Con, Product Marketing Manager at Marketo, for our webinar, Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data, where he sets the foundation for a solid marketing data and analytics strategy, no matter where you are in your journey.
How, when, and why to use journey and impact analytics
How to prove and improve impact with attribution data
What goes into good dashboards and reports
Paulo Martins, Head of Digital Marketing, Demand Generation & Scott Minor, Digital Marketing Program Manager, MarketoAug 8 20199:00 amUTC60 mins
Digital ads are an essential component to any good marketing campaign. Watch Paulo Martins, Head of Digital Marketing at Marketo, and Scott Minor, Marketing Program Manager at Marketo, for their webinar, A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel. They dive into the digital campaigns they run at each stage of the funnel, as well as the KPIs they look at to ensure their focus is in the right place.
Mike Madden, Head of Commercial, Tim Ozmina, Sr. Marketing Specialist, Hayley Ferrante, Sr. Marketing Specialist, MarketoAug 13 20199:00 amUTC49 mins
- How to select lead generation programs and evaluate successes
- How to plan email and nurture programs to move prospects through each stage of the marketing funnel
- Strategic tactics to create sales-ready leads
Meridith Elliott Powell, The Connection ExpertAug 21 20193:00 pmUTC45 mins
It is fourth quarter what is your plan? Believe it or not, the fourth quarter is the most important business sales quarter of the year. What you do in fourth quarter not only determines your numbers for the year, it has a major impact on your future success as well.
But fourth quarter is famous for being the quarter you slow down, stop selling, and over-indulge in activities that do anything that keep sales growing.
Keeping the energy high and the drive going through fourth quarter can be tough! First you’re tired; you have worked hard all year long to meet your sales quotas, excel at your goals and ensure that your bottom lines is healthy and strong. Not to mention the fact that fourth quarter comes with schedule overload: budgeting, holidays, parties and a much needed break from the everyday routine.
But if you want a strong first quarter – the key is to start now. You need a strategy to keep the momentum going. Join us for this high-energy, power-packed webinar designed to put you ahead of your competition, and drive strong to the finish line.
You will learn:
1. Why fourth quarter is the key to success in sales
2.Proven strategies that keep clients engaged, an business moving through fourth quarter
3.Epic ideas to position yourself for more closed sales first quarter
4.Secrets to getting clients to put you at the top of their holiday list
5.Your personal plan of action
Barbara Weaver Smith, The Large Account Sales ExpertAug 21 20194:00 pmUTC45 mins
Description: Part #8 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
Volumes have been written about how to match your sales process to “the buyers’ journey.” Frankly I think most people involved in selecting and influencing big, complex buying decisions in large corporations don’t have any real clue how to do it. Procurement people have a set of procedures and rules, but they still have to satisfy the end users, who may have very different ideas about what criteria are most important. And the relative power of procurement and executive users varies greatly. Smart sellers know how to lead the buyers to the right decision, and how to do that is the subject of this webinar.
You will learn:
1. How to locate and connect with the appropriate buyers and influencers.
2. How to plan with an internal team.
3. How to plan for the initial meeting..
4. How to prepare great questions.
5. What to do when the process stalls.
As AI becomes all-pervasive, more and more companies need to start thinking about how AI can help in their business transformation and optimization journey. According to a Gartner survey, 54% respondents plan to start deployment within the next few years. However, their are multiple barriers, including finding a starting point and fear of the unknown.
This webinar breaks down AI for the business & IT - what use cases should CIOs and business organizations focus on and how do we get started? What are the possible use cases? How do we even go about thinking about AI in our organization in a structured way?
Deb Calvert, sales coach / researcher / trainer / author / speakerSep 3 20196:00 pmUTC45 mins
Are you tired of interviewing, hiring, onboarding, and LOSING sales talent so you have to start all over again? Do your new hires flounder and fail because they never seem to get a good grasp of what will make them succeed? Join me for this webinar to:
+ Find out what new hires need, starting on day one
+ Learn how to make onboarding more effective
+ Ramp up new sellers faster so they hit goals sooner
+ Partner with others to make the onboarding/training go faster
+ Stop the revolving door on your sales team
Remember -- your sales can only be as good as your sales team! Take these proactive steps to improve performance today.
Barbara Weaver Smith, The Large Account Sales ExpertSep 18 20195:00 pmUTC45 mins
Description: Part #9 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
When you have sold a deal into a big corporation, you will often have a delivery team inside that account, led by a project manager, at the same time that another sales rep or account manager from your company is working to land new business. The new business opportunity may be in another facility—in another region, a different subsidiary, even another country. Far too often, there is no contact between the team inside and the team selling new business. That’s a huge lack of foresight and opportunity, both to serve your client better and to improve your chances of success. This webinar is about how to manage your inside team(s) to produce steady new revenue from your large account.
You will learn:
1. What assumptions you should make about your global clients.
2. How management training and sales training needs to address these issues.
3. What opportunities you should be looking for.
4. How to use this circumstance to become a trusted advisor.
5. How to align your sales strategy with your customer’s strategic objectives.
Deb Calvert, sales trainer, coach, researcher, author & speakerOct 1 20196:00 pmUTC45 mins
It's baaaack! Deb's annual review of the latest and greatest sales hacks you won't want to miss out on. Most are no cost or low cost, and all of them have been personally tested in the field. Best of all, YOU can access these tools on your own to save time, automate processes, connect with buyers, and make the most of every single sales day.
Deb Calvert, sales manager trainer and coachNov 12 20197:00 pmUTC45 mins
Sales coaching isn't the same as managing or mentoring. There are specific coaching tools and techniques you can use during every phase of the sales process. Learn what the most curbside coaching looks like and get takeaway tools you can use right away to become more effective as a sales manager who truly coaches.
Deb Calvert, sales researcher, trainer, coach, author, and speakerDec 3 20197:00 pmUTC45 mins
Something they didn't tell you in Sales Manager Training 101... YOU are in charge of sales culture. But what does that even mean? What are you supposed to do? And how can one person create a culture for their team inside a larger organization?
We'll tackle all these questions and more so you can drive sales productivity AND create the environment you want for your sales team. We'll also talk about the downside of not intentionally setting your own sales culture (spoiler alert: you don't want to invite these issues!).