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.
Hannah Kundra and Niccolo Zapponi, Senior Solution Engineer SalesforceRecorded: Sep 10 201928 mins
Salespeople today spend more time selling in front of a computer screen than in person. Research also shows that inside sales roles are growing 15 times faster than field sales roles.
That means it’s more important than ever for companies to stay ahead of the curve with their teams and their technology. The most effective Inside Sales teams know how to collaborate seamlessly across teams and operationalise their step-by-step sales guides and best practices.
Join this webinar to find out how you can accelerate virtual selling by arming your Inside Sales teams with:
1 - Insights on how to prospect smarter and faster
2- Integrated tools to eliminate busywork and wasteful admin time
3 - New levels of best-practice automation for scalable & repeatable success
Jordan Con, Product Marketing Manager, Marketo, an Adobe CompanyRecorded: Sep 10 201941 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
Barbara Giamanco, The Strategic Social Selling ExpertRecorded: Sep 9 201948 mins
Are you trying to build a profitable business using 3rd party partners to sell for you and can’t figure out what’s going wrong?
Many companies operate under a channel sales model without ever having heard of the term, much less understand how to create a channel selling team that sells their products profitably and consistently.
This session focuses on the 7 deadly mistakes companies make when putting a channel selling strategy in place.
You will learn:
The skills you need to sell through 3rd parties.
How to choose the right partners and onboard them for success.
About a system of tools to help you plan, manage and steer a straight course to powerful, profitable partner-centric partnerships.
Lisa Leitch, The Sales Evolution ExpertRecorded: Sep 6 201948 mins
Are you frustrated by writing sales emails that don't get a good response? Either you're not getting many replies (cue the crickets) or your emails don't move the sales process forward much (cue the snails!).
Well, there's good news. In this new webinar, award-winning copywriter Steve Slaunwhite and Teneo Results president Lisa Leitch will show you strategies that will boost your sales email success rates by 35% or more.
You'll walk away with several step-by-step techniques you'll be able to use right away to craft emails that get noticed, get opened and — most importantly — get actions. Think of the impact that will have on your prospecting, your follow-ups, your sales.
You will learn:
A few minutes of research will enable you to write customized messages that get better responses
The double whammy approach to increase your response rate
Blocking time every week to pro-actively prospect
Deb Calvert, sales coach / researcher / trainer / author / speakerRecorded: Sep 5 201941 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.
Kevin Eikenberry, The Remarkable Leadership ExpertRecorded: Sep 4 201945 mins
Getting promoted to a supervisory role is exciting . . . and scary. A promotion to leadership, supervision or management brings new responsibilities, new relationship dynamics, and new opportunities for personal and career growth. And often, new leaders don’t get the training, support, and guidance they need to be successful.
Did you know that 40% of new managers fail within the first 18 months of promoting them? Why? They got promoted because they were good at their job—not because they can actually lead people. They’ve never led people, dealt with challenging time management issues, administered company policy or had to deal with upper management directly before. In other words, they’re completely unprepared.
The good news is first-time managers and supervisors can learn the kinds of things it usually takes managers years to learn. Whether you are in learning and training or HR wanting to help others in this important and challenging position or are that new leader yourself, this interactive and informative webinar will help you be more effective and successful.
You will learn:
1. The most common mistakes new leaders make (and some solutions)
2.The four perspectives that must change for a new supervisor to be successful
3.How to manage relationships and expectations during the transition – up, down and across the organization
Michael Dalis, The Drive-Sales ExpertRecorded: Aug 29 201943 mins
You are a CXO, you want to increase enterprise sales. You spend a lot on marketing and business development, so why aren’t your share of large sales opportunities growing at the pace you need? While you have had success in new client pursuits, it is less clear what role you and your Leadership team play in enabling stronger performance on larger deals. Michael Dalis — a recognized leader on the subject of B2B selling, 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 growth in enterprise selling,
-avoid the common failure points in enterprise sales initiatives, and
-pick your spots where strong Leadership and Coaching accelerate growth in this important part of your business.
Following this webinar, it will be clear what you can do as a leader to drive faster Business Development growth through enterprise selling, by making the right adjustments to your Business Development investment.
You will learn:
1.Why the responsibility for your company's growing enterprise sales cannot be fully delegated.
2.What roles senior leadership plays in closing larger sales
3.How to play those roles effectively
Seleste Lunsford, Chief Research Office at CSO Insights.Recorded: Aug 29 201953 mins
Hear Seleste Lunsford, Chief Research Officer at CSO Insights, discuss the findings from this recent survey of 900 global sales leaders, "Selling in the Age of Ceaseless Change: The 2019 Sales Performance Report."
You will discover:
> How to overcome time-consuming new account capture
> 4 data-derived approaches to improve lead generation
> 3 ways to increase customer account penetration
> How to increase the metric that causes the most heartburn, win rates
Sign-up now to also learn about the compelling characteristics of outperforming sales organizations, and the chance to participate in a Q&A session with one of CSO Insights' leading analysts.
NOTE: THIS WEBINAR IS HOSTED ON THE BRIGHTTALK PLATFORM. IF YOU DO NOT HAVE A BRIGHTTALK ACCOUNT, YOU WILL NEED TO CLICK THE JOIN NOW BUTTON IN THE TOP RIGHT CORNER BEFORE YOU ARE ABLE TO REGISTER.
About CSO Insights:
CSO Insights is a research company dedicated to improving the performance and productivity of complex B2B sales. The team of respected analysts provides sales leaders with the research, data, expertise, and best practices required to build strategies for sales performance improvements.
About Seleste Lunsford:
Seleste Lunsford has consulted with sales and service organizations for more than 20 years, helping them acquire, grow and retain client relationships. As Chief Research Officer of CSO Insights, Seleste helps guide their research focus areas and define their market deliverables. An experienced business leader, Seleste has led a range of product development, professional services and operations functions.
Ken Forster, Managing Director, Momenta Partners & Momenta VenturesRecorded: Aug 29 201962 mins
The digital transformation of industry is creating significant opportunity with millions of devices connected to the internet for the purpose of collecting data, tracking usage, monitoring functionality, automating and optimizing systems and processes. While traditional venture capital has shied away from industrial applications and hardware, there’s been a rise of a new class of ventures investors: the venture industrialist. In this webinar, Momenta Ventures will share their insights and practitioner's perspective on investing in Connected Industry, understanding the market, trends and risks. This webinar is for ANYONE seeking insights on investing in Connected Industry.
- What is Connected Industry?
- How do Connected Industry investments differ from traditional venture investments?
- Momenta’s Connected Industry investment themes
- Momenta’s investment criteria
- Q&A; ask our practitioners your burning questions
Lisa Magnuson, The Landing 7-Figure Deals ExpertRecorded: Aug 28 201944 mins
Do you know how to leverage the account team to win your biggest (5X) opportunity?
You will learn:
1.Why the full account team must be activated to win your biggest contracts.
2.What you need to know about the pitfalls associated with team selling.
3.How to determine if you are on the right track and set up for success.
Shari Levitin, The Sales Evolution ExpertRecorded: Aug 27 201946 mins
Here’s a statistic that will boggle your mind: Humans consume 74 gigabytes, the equivalent of 175 newspapers of content, per day. Customers are assaulted with facts, pseudo facts, white papers, media and statistics all posing as relevant information. Much of the well sourced information is contradictory. Sorting the “need to knows” from the “nice to knows” can be exhausting. Add to this a new average of
ten stake holders and more and more customers are defaulting to the status quo or a no deal. What’s the solution? New research, just released by Gartner, reveals that sellers who help make sense of information, who can simplify and tune into the feelings of their customers rather than piling on more data, significantly outperform
their peers. How must sellers adapt to this new reality? What are the three most important behaviors to this new reality of sense making?
In this webinar you will learn to:
1. Leverage video to reach additional stakeholders and improve customer experience.
2. Create buyer focused presentations that drive your unique value.
3. Ask questions that line up with how the brain processes information.
4. Guide buyers to a buying decision through stories, metaphors and anecdotes.
Siem Uittenhout, Ann Knox, Yelena KasianovaRecorded: Aug 27 201929 mins
Conversational AI is changing the way people interact with technology.
From speech-enabled interfaces, through to intelligent virtual assistants and chatbots, it’s becoming increasingly apparent that customers are looking for a more humanlike, natural experience.
Teneo is one of the most human-like experiences available in commercial conversational AI today, providing the complex capabilities required to create the simple, intuitive experience that your customer demands, while increasing customer engagement. With Teneo, a chatbot can be trained to go beyond the typical 85% understanding mark of competitor products to deliver near-perfect results every time.
Join Siem Uittenhout, Presales Consultant at Artificial Solutions as he demos a Teneo built automotive solution called the Smart SatNav assistant. As well as, Ann Knox, who will discuss our current live solutions with a client in the automotive industry.
Introducing Teneo Developers, a new comprehensive resource to allow enterprise developers and partners fast access to experience the power of Teneo. Visit www.teneo.ai to get started for free.
Liz Heiman, Chief Strategy OfficerRecorded: Aug 22 201945 mins
Understanding how to position your company for sales success is critical. In this program, you will understand how to improve sales and marketing alignment with a clearly defined market position and value prop. You will know how positioning yourself with the right buying influences is key to sales acceleration.
Scott Ingram, The Sales Success Stories ExpertRecorded: Aug 22 201946 mins
Whether you're looking to get started in sales, or are already established and want to plan the next steps of your sales career path this, is for you! In this webinar Scott Ingram, founder of Sales Success Media, will talk with David Weiss, Sales Executive at ADP and author of “Your Definitive Sales Career Guide,” about how to start, grow and manage your sales career journey.
You will learn:
1. The best way to get a strong start in the sales profession
2. Intentionally advancing into better opportunities and bigger earnings
3. How to develop relationships with mentors
4. What it will take to get to the next level
Ed Maguire, Principal Partner, Momenta Partners & Dr. Richard Soley, Chairman and CEO of the Object Management GroupRecorded: Aug 22 201946 mins
Richard Soley is Chairman and CEO of the Object Management Group, Executive Director of the Industrial Internet Consortium (IIC) and founding partner of the IoT Solutions World Congress. In this special edition of the Edge Podcast recorded on site in Barcelona, he shares some of the notable developments coming out of the conference.
The IoT Solutions World Congress is differentiated from other events through the focus on end users and case studies, showcasing test bed work shepherded by the IIC. In our conversation, Richard Soley shares stories and examples of notable work underway, the potential for productivity gains across industries, and the view that manufacturing represents the industry with the most to gain from connecting assets and advanced analytics. Additionally he discusses the launch of the IIC’s new Resource Hub. Finally he shares a fascinating story about standards that connected the design of Space Shuttle booster with the Ancient Romans.
Barbara Weaver Smith, The Large Account Sales ExpertRecorded: Aug 21 201942 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?
Meridith Elliott Powell, The Connection ExpertRecorded: Aug 21 201937 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
Marina Zennaro and Tom Smith, Product Marketing Salesforce. Clara Toombs, Head of CRM Strategy, MoneySuperMarketRecorded: Aug 21 201931 mins
Watch this session from Salesforce World Tour, London where the product leaders and trailblazer MoneySuperMarket show how the #1 marketing platform is enabling intelligent marketing and driving growth for one of the UK’s leading price comparison websites, an established member of the FTSE 250.
Carole Mahoney, The Sales Coach ExpertRecorded: Aug 19 201934 mins
Join host Carole Mahoney as she talks with Matt Miller, a teacher, blogger and presenter who has infused technology and innovative teaching methods in his classes for more than 10 years. He is the author of the book Ditch That Textbook: Free Your Teaching and Revolutionize Your Classroom and writes at the Ditch That Textbook blog about using technology and creative ideas in teaching.
In this 30 minute interview, Carole asks Matt:
1. What is the one thing that salespeople can do to better educate their buyers and adopt new ideas?
2. What is one thing that sales managers can do to help salespeople learn and apply new skills?
3. We are overloaded with tech- in every profession and market, it was supposed to make us more productive- but has it?
4. What are some things that sales managers can use (like in GOogle apps) and how should they use them?
Ed Maguire, Principal Partner, Momenta Partners & Bill Ruh, CEO of Digital Business at LendLease GroupRecorded: Aug 15 201958 mins
Bill Ruh is CEO of Digital Business at Lendlease Group, a global developer and construction company for high rise and other real estate developments. Previously, he was the Chief Digital Officer for all of GE and CEO of GE Digital. Our conversation explored the nature of digital transformation, the considerations for creating goals and aligning the organization for success. One of the key insights is that transformation for industrial firms draws from best practices of technology companies, and the core principle is that technology companies’ missions are tied to asset optimization and better outcomes. He also shared how large companies need to think of transformation in two speeds – shorter term and longer term, where Speed 1 is the quarter to quarter focus and Speed 2 is the long term “moon shots”. He compares and contrasts the innovation mindset and approaches between startups and established companies, and shares best practices for larger companies to bridge the cultural gaps between their legacy and digital businesses. He also shares his views of the future of the construction and real estate industries enabled by the transformative impact of new technologies, which he is spearheading in his new role at Lendlease.
Robert Rose, Chief Strategy Officer, The Content Advisory and John Graham, Vice President of Revenue, ClearslideRecorded: Aug 8 201943 mins
This webinar is a must for both sales and marketing professionals. You will discover how content-marketing and sales-enablement teams are:
• Relying on engagement engines propelled by content to boost performance
• Creating strategies together and designing ways to measure content's effectiveness for their sales teams and business
• Using content collaboration, customer centricity, and common measurement to drive better alignment between sales and marketing
Carole Mahoney, The Sales Coach ExpertSep 16 20193:00 pmUTC22 mins
Join host Carole Mahoney as she talks with Peter Cutrer, a 15-year Firefighter/EMT, Fire Marshal, Fire Instructor and Deputy Chief who now trains public safety agencies like NASA, Disney, Boston Fire, FDNY, and ESPN.
In this 30 minute interview, Carole and Peter discuss:
1. How training and preparation allow you to respond to situations appropriately when they arise.
2. How to determine if you are cut out for a certain type of training and career.
3. How to maintain a level of emotional control in stressful situations.
Advice that sales executives and leaders should know in regard to how they think about training their teams.
Paulo Martins, Head of Digital Marketing, Demand Generation & Scott Minor, Digital Marketing Program Manager, MarketoSep 17 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.
Rebecca Gaspar, Global Head Content Services, TCS InteractiveSep 17 20192:00 pmUTC29 mins
You’d be hard-pressed to find an industry that needs content marketing more than financial services. Why? Because truly useful content increases engagement with intangible, mystifying products. Join me for a discussion on:
• Understanding what helps banking customer overcome barriers to entry.
• Using new technology to match content to customers in digital, personalized micro-moments.
• Creating a content strategy and plan that will engage your audience and turn them into customers for life.
• Tracking and measuring the impact of your content marketing efforts to understand the ROI of content.
Sajan Jacob, Head - Business Development & Strategy UK & Europe, TCS InteractiveSep 17 20193:00 pmUTC29 mins
How can banks and financial institutions deliver great experiences in the fragmented digital world?
Successful financial services firms have reputations and brands that convey trust. Many have embraced digital channels for reaching and engaging clients and prospects and, ultimately, for building relationships with them. But in today’s world, true success focuses on the experience—the sum total of offerings, interactions, and transactions. An integrated, programmatic, and highly automated approach offers the best way to accomplish this goal. So: How do you do it? The short answer is by adopting a unified technology platform. A robust technology platform can unite and simplify your digital marketing activities (integration), allow you to be even more data-driven (programmatic), and to make it faster and easier than ever before (automated).
Amy Skeeters-Behrens, Exec. Director DocuSign ImpactSep 18 20198:45 amUTC34 mins
Saving paper means saving trees. Discover your organization’s environmental impact stats as a result of using DocuSign eSignature and find out how you compare to various benchmarks. Hear how sustainability leaders are using DocuSign to scale their impact and why paper reduction is a critical component of their environmental programs.
Andy Peart, Peter Joles, Yelena KasianovaSep 18 20194:00 pmUTC45 mins
One of the main reasons’ bots are failing is their conversational ability – or to be more precise, lack of it.
Brilliant bots must give users a humanlike experience, therefore if you’re building a bot, you need to make sure it is able to truly handle natural language conversations. Many of the bots out there may work fine if you follow a linear, prescribed way of engaging with them, by asking the questions and providing information in exactly the way that the bot developer intended. But unfortunately, we as humans tend not to do this—we communicate using natural language. We branch off at tangents, we circle back, we miss out crucial facts and figures, we ask for clarifications. We want to be able to speak to bots in a humanlike manner, and we want those bots to understand us.
Join Andy Peart, CMSO at Artificial Solutions as he discusses what steps to take to create a brilliant bot. As well as, Peter Joles, who will demo a Teneo built solution.
Introducing Teneo Developers, a new comprehensive resource to allow enterprise developers and partners fast access to experience the power of Teneo. Visit www.teneo.ai to get started for free.
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.
Christopher Ryan, The B2B Revenue Growth ExpertSep 19 20195:00 pmUTC45 mins
Companies of all sizes thrive or simply survive, based on their ability to develop a strong, consistent and repeatable pipeline. According to CSO Insights, 67% of CEOs polled stated that their #1 goal is acquiring new customers. Experts Jim Hale and Chris Ryan will share their top strategies used to accelerate pipeline growth at some of the most dynamic U.S. and international companies. In this dynamic and fast-paced presentation, you will learn the threats on both the marketing and sales sides, that can prevent pipeline growth and also discover the best opportunities you have to stop revenue leakage and get on a solid growth path.
Ryan and guest expert Hale will discuss important topics like: how to ensure that your pipeline numbers are accurate; why too much technology and processes can hurt you; why your messaging can be even more important than sales skills; how marketing and sales can work together synergistically to boost revenue faster; and why an account-based marketing (ABM) program may be your best bet for selling larger deals. Specific examples will be provided of companies that used these strategies to go from low-growth to high-growth.
You will learn:
1.What you need to fix now to get your pipeline in order.
2.The danger signals that your pipeline is in trouble.
3.How to use opportunity assessments to improve pipeline accuracy.
Why marketing plays a big role in sales pipeline growth.
Eve Alexander, Snr Dir. Product Marketing, DocuSignSep 25 20199:00 amUTC37 mins
Your sales process relies on agreements. When the way you prepare, sign, act on and manage those agreements is manual, paper-based, or not fully integrated with Salesforce, the costs to your business are high. If you’ve already digitized signatures with DocuSign for Salesforce, and are looking for the next phase of acceleration, this session is for you. Learn how our growing set of solutions purpose-built for Salesforce can empower B2B sales teams to accelerate revenue, deliver better customer experiences and free up time for selling, with a particular focus on the power of SpringCM contract management + Salesforce CPQ.
Heather Black- Supermums, Founder. Christopher Zanardi-Landi -CEO, PINK. Ian Rand-CEO, Business Banking, BarclaysSep 26 20191:00 pmUTC75 mins
From the Salesforce World Tour London 2019, please join Paul Smith, EVP and General Manager UK at Salesforce, and special guests to celebrate Trailblazers, like Salesforce Supermums, who are transforming themselves, delivering exceptional customer experiences, and making the world a better place in the Fourth Industrial Revolution.
Salesforce will showcase how world renowned UK brands Barclays and Pink Shirtmaker, are taking advantage of new products and technologies like Salesforce Customer 360, Einstein Voice, Trailhead, and Lightning to dramatically change the way their employees across sales, service, marketing, and IT innovate, skill up, and deliver integrated customer experiences
Kevin Eikenberry, The Remarkable Leadership ExpertSep 30 20197:00 pmUTC45 mins
Do you need more and more effective leaders in your organization? Are you unhappy with the efforts you have made in developing leaders in the past or just wish you could do more? Do you wish you got a higher ROI on your leadership development investments?
If you are interested in helping more leaders create better results for the benefit of their teams, themselves and your organization, this will be a great investment of your time.
Our organizations have never needed more effective leaders more than now; and yet most organizations feel something from a mild frustration to a serious pain regarding the effectiveness of their leadership development processes.
In this practical and relevant webinar we get back to basics and explore proven principles of leadership and learning. Then we will introduce a framework that will work; and give you a plan for applying your organizational needs, goals, and culture to the framework to create more effective leaders in your organization.
You will learn:
1.Identify the specific challenges with your current Leadership Development process
2.Describe a comprehensive framework that provides a starting point to create your organizational model
3.Identify a roadmap to implementation
Mike Madden, Head of Commercial, Tim Ozmina, Sr. Marketing Specialist, Hayley Ferrante, Sr. Marketing Specialist, MarketoOct 1 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
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.
Hugh Minson & Daniela Kirchhuble, Salesforce. Ian Cohen, Group CIO, CTO, Addison Lee Group. Raj Mistry, EMEA Head, MulesoftOct 8 20191:00 pmUTC29 mins
People expect more from technology. They want seamless, personalised experiences from companies whether they work for them or not. Meeting these expectations can often fracture a company resulting in siloed data, shadow IT, technical debt, and a disconnected experience. Come hear from IT Trailblazers and learn from Salesforce product experts how to bring your lines of business and IT together to integrate data and build engaging apps - straight from the Salesforce World Tour, London
Paul Watts, The Consultative Selling ExpertOct 10 20198:00 pmUTC45 mins
Top performing salespeople understand that the ability to negotiate is key to maximizing profit for their organizations. In this webinar we will cover how to effectively plan for and execute on strategic negotiations in high stakes deals.
You will learn:
1.The different types of negotiation
2.How to identify which type of negotiation is suitable for different situations
3.An in-depth planning process for important negotiations
4.How to effectively handle negotiations to achieve Win-Win outcomes
Andrew Bartels, Vice President and Principal Analyst at ForresterNov 6 20199:30 amUTC55 mins
Join guest speaker, Andrew Bartels, Vice President and Principal Analyst at Forrester as he takes a deep dive into the world of contract lifecycle management (CLM). Andrew will cover:
- The current state of contract processes
- A high-level overview of The Forrester Wave™: Contract Lifecycle Management For All Contracts, Q1 2019
- Selection criteria to help organizations make the right CLM choice
Following Andrew's presentation, Erik Severinghaus, AVP, Business Development and Partners at DocuSign, will walk webinar attendees through how DocuSign is helping its customers solve today's contract process challenges.
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.
Ryan Sandoval, Head of Apps Partnerships, Google / Leo Rodriguez, Partner Marketing Dir., DocuSignNov 13 20199:30 amUTC34 mins
Sales teams that have to perform manual tasks, such as entering data into CRM systems, end up wasting precious time that could be spent on closing deals. Instead they are finding that deals take longer to close, human error is introduced to the process and customers are left frustrated whilst having to wait for their final, error - free agreements.
With the combination of DocuSign, G Suite and Copper, sales teams can close more deals faster by sending and tracking signed documents, agreements or contracts directly from Copper.
The Copper + DocuSign integration makes it simpler to upload contact details, apply document templates and send agreements for e-signatures through DocuSign in just a few clicks.
By being fully embedded into Gmail we make your sales processes simpler streamline your sales process.
Join this live webinar and enable your sales reps to:
- Auto-pull in contact details and file information
- Choose recipients and assign signing roles from inside Copper
- Auto populate document templates based on the information you can pull through Copper +DocuSign’s artificial intelligence
- Keep Track of your Document status in Copper
- Store all related documents sent via DocuSign to relevant accounts and contacts
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!).