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Sales Strategy

  • Winning the battle for customers in the age of new banking Winning the battle for customers in the age of new banking Michael Rooney, SVP and General Manager at bpm’online Recorded: Aug 18 2016 61 mins
    Bpm'online invites you to a free webinar “How to win the battle for customers in the age of new banking with smart tech tools and refined processes”.

    Recent studies reveal that the average cost per customer interaction in a traditional banking branch is almost 8 times higher than in a respective digital channel.
    During the webinar, Michael Rooney will shine a light on the gaps in traditional banking that limit their abilities to attract and retain next-generation customers. He will demonstrate how an agile CRM platform can help banks and financial services companies outperform their competition and set them up for success in the age of new banking.

    Join the webinar to learn:
    • What success factors can be drawn from a neobanking model?
    • Key ingredients of an optimal customer journey with your bank.
    • How to smoothly integrate digital innovations with traditional branch system?
    • How smart tech tools minimize service time in branches and contact-centers?
    • Steps to deliver a superior customer experience and boost sales results in banks.

    Don’t miss out on learning how bpm’online can help banks and financial services organizations exceed client expectations and win leadership in the market.
  • The true power of B2B Content Marketing (showcase from Exact Software) The true power of B2B Content Marketing (showcase from Exact Software) Werner van Ekkendonk, CEO EURObizz BV and Mark Appel, Global Marketing Director Exact Software Recorded: Aug 18 2016 36 mins
    In 1996 Bill Gates (Microsoft) made his famous statement with his article titled 'Content is King'. And how right was he with this statement. Content marketing is more important than ever before. In this webinar we will look at a case of Exact Software.

    We will interactively discuss things like the culture of content and how Exact Software was able to triple their business of Exact Online in the past few years! A spectacular result that, of course, is not just a matter of course. This resulted in a takeover by the private equity company Apex and made Exact into an American company.

    Our Keynote speaker is nobody less than Mark Appel, Global Marketing Director of Exact Software (operational in 6 countries). He talks about his experiences in setting up a content marketing and demand generation strategy for Exact Software.
    His informal way of speaking and his seniority will definitely inspire you.

    In 60 minutes EURObizz and BrightTALK will showcase you on the journey of Exact Software and what the lessons you can distillate from that. This is something you don't want to miss.

    Recommanded websites:
    EURObizz: www.eurobizz.eu
    BrightTALK: www.brighttalk.com
    LinkedIn profile Mark Appel: www.linkedin.com/in/markappel
  • Supercharge Your Content: 4 Ways To Increase Active Selling Time Supercharge Your Content: 4 Ways To Increase Active Selling Time Mikita Mikado, CEO at PandaDoc | Christopher Pollot, RVP Sales at Showpad Recorded: Aug 17 2016 52 mins
    Sales is on the front lines every day trying to demonstrate the value of their product, service or solution. However, they are often plagued with too many tools and inefficient processes, which prevent them from doing what they do best – close deals. According to CSO Insights, sales reps spend only 35.9% of their time actively selling, and to further complicate matters over 82% of B2B decision makers think sales reps are under-prepared.

    Join us for actionable tips on how minor changes to process and technology can increase sales and marketing efficiency, effectiveness and productivity. Register today to learn:
    – The major pitfalls of current sales and marketing go-to-market approach
    – How to enable sales teams with the right content at the right time throughout the buyer's journey
    – How to implement technologies that are less of an obstacle and more of a facilitator & reduce the burden of redundant logging across multiple systems
  • Solve the Prospect Interaction Gap for Sales Solve the Prospect Interaction Gap for Sales Chris Badger, Sr Director of Partnership Alliances, ClearSlide & David Zahora, Sr Sales Engineer, ClearSlide Recorded: Aug 16 2016 42 mins
    Accenture indicates only 35% of sales reps’ time is spent interacting with customers. Forrester research shows 94% of sales leaders lack confidence in their prospect activity data. Today’s digital selling era presents new challenges and opportunities for how sales reps and busy prospects interact. Join us to learn how leading digitally savvy companies are using ClearSlide for Salesforce to beat their competition, shorten their sales cycles, and grow their revenues.
  • Hacking mobile retail: Marketing automation for LTV Hacking mobile retail: Marketing automation for LTV Jason Allen, VP Multi-Channel, GameStop Recorded: Aug 16 2016 61 mins
    Shoppers have an unlimited number of retail apps that promise to deliver the right product at the right price at the right time. The latest and greatest app bells and whistles may attract the new user, but developing them into a long-term follower/ user is easier said than done. It’s easier to get them then to keep them, after all.

    With an increasing number of apps on a user’s device, app marketers are challenged to draw the user's attention not only through efficient user acquisition initiatives, but also via engagement and retention activities. Leveraging marketing automation technology to increase user lifetime value and minimize cost per install is the crux of the issue. Let VentureBeat’s panel of experts shed light on how to use marketing automation to implement acquisition strategies that work.

    By identifying synergies between acquisition and user engagement, this webinar hits the high points of reactivation tactics (via push, email, retargeting). Join Jason Allen from mega-retailer GameStop and Marissa Tarelton from RetailMeNot as they discuss how to increase LTV and lower CPI.

    In this webinar, you will:

    * Harness the power of marketing automation to build a user acquisition program that works
    * Explore key strategies for efficient, highly-optimized user acquisition
    * Gain new best practices for engaging and retaining users while reducing churn
    * Learn acquisition-engagement synergy tactics such as: pre- and post-install segmentation, organic growth, retargeting and reward-based acquisition

    Speakers
    * Jason Allen, VP, Multi-Channel at GameStop
    * Marissa Tarleton, CMO, RetailMeNot
    * Stewart Rogers, Director of Marketing Technology
    * Rachael Brownell, Moderator, VentureBeat


    Sponsored by IBM Marketing Cloud

    Register today for this free VB Live event!
  • Improve Sales Force Adoption of Plans and Platforms by 40% Improve Sales Force Adoption of Plans and Platforms by 40% Naveen Nair, Optymyze,
 Director Professional Services Recorded: Aug 11 2016 25 mins
    The risk of your sales force not understanding, accepting or adopting a new sales compensation plan or platform are high and can negatively impact sales performance.

    Join this Optymyze webinar with Director of Professional Services Naveen Nair discusses improving your businesses success rates by almost 40% by planning and executing a few simple steps in advance.

    Learn about cross-industry best practices and how best to alleviate risks that come with new sales compensation plans, while also increasing sales performance.
  • Why Sales Coaching is More Important than Sales Managing Why Sales Coaching is More Important than Sales Managing Branden Burdick, Manager, Marketing Development, PeopleAdmin and Amir Motameni, Community Manager, BrightTALK Recorded: Aug 11 2016 30 mins
    Moderated by: Amir Motameni, Community Manager at BrightTALK

    Join Branden Burdick, Manager, Marketing Development, at PeopleAdmin, as he discusses how to effectively coach and motivate your sales team.
  • Vença o Desafio de Engajar seus Colaboradores: como promover a colaboração ativa Vença o Desafio de Engajar seus Colaboradores: como promover a colaboração ativa Rodrigo Sartori (Executive, Salesforce), Darcius Danilevicz (Diretor, PwC), Marina Auler (Gerente, PwC) Recorded: Aug 4 2016 64 mins
    Chegamos à Era do Colaborador Conectado. Nela, as empresas e, principalmente as áreas de RH, precisam encontrar novas formas de conectar com seus colaboradores a fim de construir "Empresas Sociais", conectadas e verdadeiras redes internas de colaboratividade.

    Mas como desenvolver uma estratégia de engajamento com colaboradores para torná-los mais produtivos e colaborativos?

    Junte-se ao nosso Webinar gratuito!

    A Visão e Experiência da Salesforce para Recursos Humanos
    A Plataforma de Sucesso para Colaboradores: Desde HR Help Desk, Intranet Social a Aplicativos para RH

    Os desafios das empresas para conectar seus colaboradores
    Quais são as tendências e novas formas de engajamento com colaboradores?
    Como criar a Empresa Social para auxiliar no engajamento dos colaboradores

    Como engajar os colaboradores e promover a colaboração ativam
    De desafios típicos às soluções efetivas
    A abordagem ideal na construção de uma empresa social
    Soluções típicas para o Colaborador Conectado
    3 Casos de sucesso


    Garanta seu lugar agora!

    O webinar é gratuito e as vagas são limitadas!
  • Turn Sales Managers into Highly Effective Coaches Turn Sales Managers into Highly Effective Coaches Norman Behar, CEO & Managing Director at Sales Readiness Group Recorded: Aug 3 2016 32 mins
    Improve performance with sales coaching

    Research shows that effective sales coaching can dramatically improve performance of sales teams -- in some cases driving up revenues by 20% or more.

    In this one-hour webinar Norman Behar and Ray Makela, managing directors of the Sales Readiness Group, share best practices and strategies for implementing an effective sales coaching program for your sales organization.

    Learn how to:

    · Develop a coaching culture and mindset

    · Analyze and discuss performance

    · Apply the five-step coaching model

    · Overcome sales coaching challenges


    About Sales Readiness Group:

    Sales Readiness Group (SRG) is an industry leading sales training company that helps businesses develop highly effective sales organizations. SRG solutions include comprehensive sales training, sales coaching, and sales management programs that deliver sustainable skills improvement.
  • Not Everyone's Cut Out to be a Sales Coach. Are You? Not Everyone's Cut Out to be a Sales Coach. Are You? Deb Calvert President, People First Productivity Solutions Recorded: Aug 3 2016 48 mins
    Coaching isn't the same as managing, mentoring or teaching. Effective sales coaching requires specific skills and processes. Most Sales Managers have no idea what Sales Coaching really is. Join us to find out!
  • Leading Through Growth : Key Decisions in Scaling a Lead Gen Org Leading Through Growth : Key Decisions in Scaling a Lead Gen Org Liz Cain, VP of Go-to-Market Strategy, OpenView Venture Partners Recorded: Jul 28 2016 56 mins
    In this talk, Liz Cain, VP of Go-to-Market Strategy at OpenView Venture Partners, discusses the five key decisions that go into building a lead generation team, using case studies to discuss strategies and tactics for hiring, location, training, compensation, and structuring the division of labor.
  • Align your sales and incentive compensation plans with the business strategy Align your sales and incentive compensation plans with the business strategy Arturo Bentin, Optymyze, VP Professional Services Recorded: Jul 27 2016 27 mins
    Incentive compensation plans need to embody strategy in order to align sales force behaviors with the corporate strategy. What are the best practices for aligning your sales and incentive compensation plans with the business strategy?

    Join this presentation to hear Arturo Bentin Optymyze VP Professional Services discuss:
    • The sales force and their requirement to understand their role in accomplishing business strategy
    • How the dedication of a team to continually review comp plans and establish indicators of misalignment can help your business
    • The reinforcement of the compensation plan in addition to using contests and SPIFFs sparingly.

    SPEAKER: Arturo Bentin, Vice President Professional Services, Optymyze

    Arturo has 16 years experience leading the development and delivery of technology related services.
  • 5 Priorities of the Data-Driven CMO 5 Priorities of the Data-Driven CMO Eric Ramos, Director of Analytics at Business Online; Amar Doshi, VP of Product at 6sense Recorded: Jul 27 2016 53 mins
    Today’s Chief Marketing Officer will soon be unrecognizable form the marketing leaders who came before. The modern range of marketing responsibilities now encompasses: a deeper understanding of customer needs and behavior; the ability to collect, analyze and operationalize customer data; and, alignment with sales and direct impact on pipeline and revenue.

    Join 6sense and BusinessOnline as we discuss the practical steps marketing leaders must take to effectively pick up the mantel of data-driven marketing, including:

    1.The collection, management and analysis of customer data.

    2.Continuous review and piloting of new technologies.

    3.Cross-functional alignment with sales, customer success and product to drive a superior customer experience.

    4.Metrics and measurement that deliver visibility into attribution and marketing impact on business priorities.

    5.Building the capabilities and processes to allow data-driven customer-focused decision making drive marketing and sales execution.
  • A Wake-Up Call for Sales & Marketing: Invest in a Sales Engagement Platform A Wake-Up Call for Sales & Marketing: Invest in a Sales Engagement Platform Jim Lundy, CEO & Lead Analyst, Aragon Research | Michael Schultz, VP Marketing & Business Development, ClearSlide Recorded: Jul 27 2016 56 mins
    Aragon Research forecasts that the Sales Engagement Platform (SEP) space is on track to become a $5 billion industry by 2021, up from $780 million in 2016. Given strong market demand, hundreds of sales tools have been developed in recent years, with most supporting only a small part of the selling process. This leaves sellers with the difficult task of trying to knit disconnected tools together.

    Join this webinar to learn how you can gain a competitive advantage by moving away from disconnected tools and toward a full Sales Engagement Platform that offers powerful new digital selling capabilities. In this engaging webinar, you will take away insights on the components of a Sales Engagement Platform, how to evaluate digital selling technologies, and actionable next steps for implementation.
  • Aligning the 3 Processes of Sales Aligning the 3 Processes of Sales Jeb Blount author of People Buy You Recorded: Jul 27 2016 32 mins
    (This webinar has been moved to July 27th due to speaker availability - we apologize for the inconvenience and will see you then.)

    The Sales Process is the hero and main character of countless sales books and most sales training programs. It is also a shape shifting chameleon that takes on different forms, labels, acronyms, layers and complexity. Depending on the complexity and length of sales cycle the steps expand or contract with sub-steps.

    Yet while sales trainers and leaders drill the sales process into their salespeople they ignore they other two processes that when aligned with the sales process create serendipity.

    The failure to align the 3 Processes of Sales explains why so many salespeople struggle to produce predictable performance. Why, for the vast majority of salespeople, the sales process and outcomes (closing or losing the deal) seems to be completely random. Why prospects are so turned off by and seek to avoid salespeople altogether.

    In this webinar delivered by Jeb Blount, bestselling author of People Buy You and Fanatical Prospecting you’ll gain insight into:

    - How to align the 3 Processes of Sales to close more deals
    - Developing more robust buyer and stakeholder maps
    - The foundation of an effective sales process
    - How buying decisions are really made
  • Reimagine Engagement with Pardot, B2B Marketing Automation by Salesforce Reimagine Engagement with Pardot, B2B Marketing Automation by Salesforce PHIL SIMPSON - Regional Sales Manager, Salesforce Pardot Recorded: Jul 26 2016 45 mins
    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 solution. With Pardot, B2B Marketing Automation by Salesforce, 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 is:

    - Powerful enough to deliver the personalized experience that buyers expect
    - Simple enough to make this a manageable and scalable effort for your sales and marketing teams
    - Connected enough to make working together a seamless process, allowing sales and marketing to deliver a truly frictionless customer experience

    We’ll also be joined by a Pardot client, who will share how marketing automation has transformed the way that they market and sell!
  • Sales Engagement Technology: Guiding Reps and Delivering Buyer Insights Sales Engagement Technology: Guiding Reps and Delivering Buyer Insights Peter Ostrow, Research Director at SiriusDecisions | Michael Schultz, VP Marketing & Business Development, ClearSlide Recorded: Jul 20 2016 62 mins
    Research from SiriusDecisions confirms that 65% of Marketing-produced content doesn’t get used by Sales teams, impacting both sales rep and Marketing effectiveness. Join Peter Ostrow, Research Director at SiriusDecisions, to learn how Sales Engagement technologies are transforming the business of selling. In this webinar, you’ll hear the latest Sales Engagement research and best practices from Sirius Decisions, including:
    - Buyer Engagement: Because both the journey AND the destination matter
    - Learn, Sell, Share, Succeed: How sales winners activate content
    - Analytics: Moving beyond activities to engagement
  • Dear B2B Marketer: A Love Letter From Your Sales Team Dear B2B Marketer: A Love Letter From Your Sales Team TIFFANI BOVA, Global Customer Growth and Innovation Evangelist at Salesforce Recorded: Jul 20 2016 45 mins
    We all know that when sales and marketing are in sync, deals close faster and revenues soar. The research tells us it’s true. Our gut tells us it’s true. But putting ideas into action isn’t always so easy. Marketing often lacks perspective on what’s really going on in the field, and how to best influence organizational change. So, we’re calling in an expert to give you insight into what it’s like to “bleed sales.”

    Join Tiffani Bova, Global Customer Growth and Innovation Evangelist at Salesforce — and self-proclaimed “recovering sales rep” — as she discusses current trends in B2B marketing, and shares her perspective on how to build better marketing-sales relationships. In this webinar, you’ll learn:

    - How to translate current buying trends into actionable playbooks
    - Why your sales training isn’t sticking
    - Why sales and marketing alignment is more important now than ever before
  • How to Build a 6-Figure "Set It and Forget It" Money-Making Machine How to Build a 6-Figure "Set It and Forget It" Money-Making Machine Noah St. John, Author & Inventor, Afformations® Recorded: Jul 19 2016 40 mins
    Would you like to get unstuck and automate your business?
    Are you tired of the long hours, hard work, and not reaching the people you want to reach?

    In this webinar, Noah St. John wants to show you:
    • The secret to tripling sales after people get on your list
    • The 5-step formula for an irresistible lead magnet
    • The 5-steps to build a 6-figure business machine
  • NewVoiceMedia’s Summer Release - Have More Successful Customer Conversations NewVoiceMedia’s Summer Release - Have More Successful Customer Conversations Clare Wenham, RVP Product Marketing & Scott Effler -VP Product NewVoiceMedia Recorded: Jul 19 2016 36 mins
    As part of our Summer Release, we’re unveiling several major product enhancements that will help sales and service teams have more personal phone conversations using the information they have stored in Salesforce. We are also introducing new features that will help you improve your team’s performance while enhancing the experience your customers and prospects have when they engage with your sales and service teams.
    Sign up for our Summer Release webinar to see an overview of the new features and to learn the benefits of our enhancements to ContactWorld. During the webinar your will:


    o Discover enhancements to the way administrators can create call flows, manage skills and easily access data in Salesforce to inform and resolve customer contacts.

    o Learn how integration with Salesforce Omni-Channel Presence enables the two platforms to work together to prioritize the delivery of multichannel interactions.

    o Find out how we’ve automated the process of presenting the correct local number, speed up outbound calling and significantly increasing the call answer rate. It will also be easier than ever to set up and maintain dial lists in ContactWorld.

    o See how ContactPad now aligns with the Salesforce Lightning aesthetic, giving it a modern, refreshed design.

    o Find out how we’ve improved the user experience in the dialer, putting frequently used features at the agent’s fingertips.

    o Learn how we are enhancing WebRTC, enabling calls to be delivered in EMEA as well as in North America.

    And more...
  • Stay Ahead of Retail Advertising Changes and Increase ROI on Facebook & Google Stay Ahead of Retail Advertising Changes and Increase ROI on Facebook & Google Kelly Nash, Customer Success Manager, Salesforce Recorded: Jul 19 2016 44 mins
    The US retail industry will invest $15 billion in digital advertising in 2016, making it the largest ad spender among U.S. industry sectors. Activating customer data is just one of the ways to make digital retail advertising more effective.

    Learn how your peers at other companies such as Scotch & Soda are finding success.
  • NewVoiceMedia’s Summer Release - Have More Successful Customer Conversations NewVoiceMedia’s Summer Release - Have More Successful Customer Conversations Clare Wenham, RVP Product Marketing & Scott Effler -VP Product NewVoiceMedia Recorded: Jul 19 2016 36 mins
    As part of our Summer Release, we’re unveiling several major product enhancements that will help sales and service teams have more personal phone conversations using the information they have stored in Salesforce. We are also introducing new features that will help you improve your team’s performance while enhancing the experience your customers and prospects have when they engage with your sales and service teams.
    Sign up for our Summer Release webinar to see an overview of the new features and to learn the benefits of our enhancements to ContactWorld. During the webinar your will:


    o Discover enhancements to the way administrators can create call flows, manage skills and easily access data in Salesforce to inform and resolve customer contacts.

    o Learn how integration with Salesforce Omni-Channel Presence enables the two platforms to work together to prioritize the delivery of multichannel interactions.

    o Find out how we’ve automated the process of presenting the correct local number, speed up outbound calling and significantly increasing the call answer rate. It will also be easier than ever to set up and maintain dial lists in ContactWorld.

    o See how ContactPad now aligns with the Salesforce Lightning aesthetic, giving it a modern, refreshed design.

    o Find out how we’ve improved the user experience in the dialer, putting frequently used features at the agent’s fingertips.

    o Learn how we are enhancing WebRTC, enabling calls to be delivered in EMEA as well as in North America.

    And more...
  • Learn to Leverage Change in Incentive Compensation Plans Learn to Leverage Change in Incentive Compensation Plans John Ristuccia, Optymyze, VP Professional Services Recorded: Jul 18 2016 27 mins
    Join this webinar with John Ristuccia, VP Professional Services of Optymyze to learn about proven best practices that will help your sales organization capitalize on the market or organizational shifts.

    Can you adjust compensation plans quickly in the face of organizational change? Find out how to leverage the inevitably changing conditions to drive improved sales performance.

    SPEAKER:

    John Ristuccia
    Optymyze, VP Professional Services

    John has 15 years of experience transforming sales processes and improving
    operational efficiency and sales effectiveness.