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Sales Strategy

  • Bridging the gap: Connecting strategy & execution through better sales planning
    Bridging the gap: Connecting strategy & execution through better sales planning
    Steve Silver, Sales Operations Senior Research Director at SiriusDecisions; Jason Loh, Global Head of Sales Solutions at Anap Recorded: Nov 9 2018 54 mins
    Business leaders and C-suite executives are charged with devising the strategies that chart the future of their organizations. For those strategies to be effective, they need to be executed in the field. What’s the bridge that connects boardroom strategy and field execution? Sales Planning.

    Join Steve Silver, Sales Operations Senior Research Director at SiriusDecisions, and Jason Loh, Global Head of Sales Solutions at Anaplan, as they provide a repeatable process and best practices for improving sales planning and transforms high-level strategy into business success.

    You’ll learn how:

    -Successful sales planning helps you segment your market and align your sales team

    -High-performing companies leverage their sales planning processes for better execution

    -Best-in-class technology can enhance sales planning by incorporating inputs from across the organization
  • Two Steps Forward, 5 Steps Back
    Two Steps Forward, 5 Steps Back
    Robert Rose, Chief Strategy Officer, The Content Advisory and John Graham, Vice President of Revenue, Clearslide Recorded: Nov 7 2018 44 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
  • The New World of AI - Powered Contracts
    The New World of AI - Powered Contracts
    Tim Cummins, IACCM President and Jason Gabbard, Head of AI, Conga Recorded: Nov 6 2018 55 mins
    Contract management is an area that is ripe for innovation and digital transformation. Often contracting processes are bureaucratic, burdensome, and a major source of delays. Yet new technological solutions are emerging quickly, affording the opportunity for AI to manage much of the process, while freeing up people—contract management staff—to focus on more strategic tasks.

    Are you prepared for the pace of change?

    Join us live to hear from IACCM President Tim Cummins and Conga Head of AI Jason Gabbard while they chat about:

    -The essential documents and contracts to automate.
    -Driving compliance across departments and increasing collaboration.
    -Boosting efficiency by reducing errors with key AI technology and Machine Learning.
  • ISM Webinar: Agile Selling in the Age of the Informed Buyer
    ISM Webinar: Agile Selling in the Age of the Informed Buyer
    Richard Barkey, CEO & Founder - Imparta Recorded: Nov 6 2018 50 mins
    The team at Imparta believes that Agile approaches – which have transformed the world of software development – are hugely applicable and significant to selling and to sales team development. In this session, Richard will provide insight into how an Agile salesperson can maximise value creation and win rates, and how Agile approaches can drive superior returns from sales training, especially when enabled by technology.
  • Beyond Revenue Performance: Real KPIs of B2B Marketing
    Beyond Revenue Performance: Real KPIs of B2B Marketing
    Lori Wizdo, VP, Principal Analyst, Forrester Research Recorded: Nov 6 2018 38 mins
    Revenue performance has become standard for B2B marketers with more than 3/4 of global B2B marketing decision makers measuring marketing’s impact on pipeline & revenue. But as recently as a decade ago, the idea was radical. Marketing leaders adopted the practice, requiring cultural change, re-engineering of the marketing & sales process, & deep investment in marketing automation. We’ve seen the results; revenue marketers contribute nearly 30% more than other B2B marketers.

    But, there’s been an unintended consequence. In many firms, marketing is now seen as the supplier of leads to a load-bearing sales force. That belies the reality that marketing is evolving to be the steward of the customer relationship across the lifecycle. The question for marketing execs is: “what measures & metrics demonstrate the full value of marketing to my organization?” Check out this on-demand session with our guest, Lori Wizdo, VP, Principal Analyst, Forrester Research, we’ll dig into practical approaches to that challenge, specifically:

    - How to link marketing performance to corporate performance in ways the CEO, CFO & COO care about

    - Which 10 metrics are more important to measure than revenue performance

    - What metrics should be on the ‘Marketing Performance Dashboard’
  • The MarTech Recipe For a Well Done ABM and Sales Strategy
    The MarTech Recipe For a Well Done ABM and Sales Strategy
    Carlyn Manly, Head of Marketing, Folloze - Gil Allouche,CEO, Metadata.io - Daniel Gaugler, CMO, PFL Recorded: Nov 1 2018 51 mins
    It’s happened to all of us—you think you have everything you need to make that great dish for your dinner party to only realise halfway through you are missing some essential ingredients. Sound familiar?

    Now apply that to your ABM and sales strategy at work—do you have everything you need to ensure a great result?

    Marketo has brought together three Partners that will help you create the perfect recipe for your ABM and sales strategy. Watch Marketo, Folloze, Metadata.io, and PFL for The MarTech Recipe For a Well Done ABM and Sales Strategy.

    You'll learn:

    - How to use AI technology to accelerate existing opportunities and target net new accounts

    - How to easily create and deliver single or multitouch content-based journeys to your high-value customers and prospects

    - How to accelerate productivity and drive business forward with tactile marketing automation, swag and create extreme personalised marketing campaigns
  • How Hive Uses Data & Device Connectivity to Become more Personal & Productive
    How Hive Uses Data & Device Connectivity to Become more Personal & Productive
    Mark Orsborn - Senior Director, IOT Business Development, Salesforce & Terrence "TJ" Sorrell - Global Business Design Manager Recorded: Nov 1 2018 39 mins
    The fourth industrial revolution is changing how we live, work, travel and trade. Customers are more connected than ever before, and the rise in connected technologies has resulted in endless amounts of valuable data.

    Terence Sorrell, Global Business Design Manager, Hive & our host Mark Orsborn, Senior Director, Salesforce IOT discusses how Hive is unlocking valuable data with the Salesforce Platform, to deliver global customer success.

    In this webinar Mark and Terence discuss:

    1 - How Hive are creating a competitive advantage & unlocking new opportunities by connecting data into its CRM architecture
    2 - Using data intelligently to capture every customer interaction and analyse all the different touchpoints
    3 - The importance of integrating data sets and systems, and how this will allows business’ unlock new intelligence to drive greater efficiency and richer customer engagements
  • Don't Leave Money on the Trade Show Floor: 3 Ways to Turn Leads Into Deals
    Don't Leave Money on the Trade Show Floor: 3 Ways to Turn Leads Into Deals
    Alice Heiman, Founder & Chief Sales Officer w/special guest Dianna Geairn Recorded: Oct 30 2018 45 mins
    Stop leaving money on the trade show floor.

    In this webinar, discover how to:
    1.Create a winning strategy
    2.Dominate the show
    3.Generate revenue by turning leads into deals
  • How to Use HG Data in Facebook for Advanced B2B Campaign Targeting
    How to Use HG Data in Facebook for Advanced B2B Campaign Targeting
    John Connell, Executive Vice President, Digital, HG Data & Grace Armstrong, Account Director, Data Partnerships, LiveRamp Recorded: Oct 30 2018 38 mins
    Facebook is an enormous advertising platform with an audience of more than 2.23 billion users. But if you’re a B2B marketer, your focus must be narrow and precise to reach the Facebook users that matter for your campaign objectives. Through a partnership between HG Data and LiveRamp, you can now use HG Data Audience segments to target your ads to the most relevant audience on Facebook in just a few quick steps.

    In this webcast, you’ll learn:

    - How tech installation data and other company insights help you target the right B2B audience for your Facebook advertising campaign

    - How other companies have used HG Data Audience segments to target more precisely and generate extraordinary results

    - How to activate HG Data Audience segments for Facebook using LiveRamp

    Register for our webinar today to see how the right data and tools can help you precisely target your B2B advertising campaigns on Facebook so you can achieve impactful results.
  • Building Shareholder Value
    Building Shareholder Value
    John Cheney, CEO Recorded: Oct 30 2018 37 mins
    The goal of commercial organisations is to build shareholder value. For most, value is created by generating revenue and profit.

    How can you effectively pull on those two levers? How can you define whether the business is working optimally? How do you identify business opportunities, where you should invest more and where you can reduce costs?

    In this webinar, John Cheney, CEO of Workbooks will show you how a well implemented CRM solution can help you make the right decisions for your business:

    •Stay competitive and create growth
    •Deliver excellent customer experience
    •Improve agility, efficiency and effectiveness
    •Control and reduce costs
  • Get Optimal Results from Time Spent at Conferences: Next-Level Strategies
    Get Optimal Results from Time Spent at Conferences: Next-Level Strategies
    Caryn Kopp, Chief Door Opener Recorded: Oct 25 2018 48 mins
    You only get one shot at a first conversation with new prospects and influencers. Join Caryn Kopp, Chief Door Opener, as she shares:

    •What to do ahead of and after the conference (that most don’t do) which makes a lasting impact
    •Important next-level strategies for gaining relationship momentum with new people you’ll meet at the conference
    •The methodology for creative strategic alliances and centers of influence

    Remember, “The Best Connections Win!” so join us for this webinar.
  • The 7 Most Common Mistakes in Sales & Marketing Alignment
    The 7 Most Common Mistakes in Sales & Marketing Alignment
    Peter Strohkorb Recorded: Oct 24 2018 49 mins
    We have been talking about Sales & Marketing Alignment for for a long time, yet we STILL see THE SAME SEVEN MISTAKES being made.
    This webcast describes all 7 mistakes and offers a solution to each.
    Highly informative and engaging. RECOMMENDED !
  • The Unspoken Truths of Sales Development
    The Unspoken Truths of Sales Development
    Ashleigh Early Recorded: Oct 24 2018 64 mins
    Join Sales Development Experts in a wide ranging discussion on the issues and challenges we face in Sales Development and how to tackle them.

    Ashleigh Early
    Apprenticeship Program Director, Vendition
    Nellie Aube
    Regional Sales Director, Nitro, Inc.
    Olivia Bodnar
    VP of Sales, RingDNA
  • Being Future Ready in a Transformative Digital Economy
    Being Future Ready in a Transformative Digital Economy
    Doug Rybacki, Chief Product Officer, Conga & Sheryl Kingstone, Research Director, 451 Research Recorded: Oct 23 2018 48 mins
    In today’s digital economy, companies are competing for customers like never before as price and product are no longer the only drivers of business. The value of delivering an engaging customer experience is on the rise, and businesses are increasingly turning to software and digitized processes to accommodate this trend. In fact, 80 percent of businesses are either planning or formally engaged in digital transformation initiatives to improve their overall customer experience.

    Join us to understand:

    -The importance of Digital Transformation
    -Why businesses must respond to the pace of change
    -The tools for Digital Transformation success
  • Global ABM Webinar- Portugeese
    Global ABM Webinar- Portugeese
    Jorge Dalfavo Recorded: Oct 18 2018 30 mins
    Global ABM Webinar in Portugeese
  • Cloud Transformation Demystified
    Cloud Transformation Demystified
    Jacqueline Touma & Chaitra Vedullapalli Recorded: Oct 18 2018 53 mins
    Cloud Transformation has gained greater traction in the recent years. However, to propel your business to achieve the cloud profitability that you deserve, there are three core concepts that need to be understood.

    Opportunity, Knowledge, and Actions

    It works like this:

    1. Your business realizes that there’s an opportunity to solve a problem or add value to the lives of many customers and make a recurring revenue from it.
    2. You and your team acquire the knowledge that you need to take advantage of the cloud opportunity.
    3. You and your team will execute actions based on the knowledge obtained, and your profit will be directly proportionate to how many customers you empower with Cloud technologies.

    In this webinar, we will share the secret formula for you to lead the transformation:
    1. Establishing cloud transformation principles
    2. How to develop a strategic business case & roadmap
    3. Get access to best practices & Case Studies
    4. Learn about our special offer to get you started at (no cost)
    5. Learn how to assess Cloud Hyperscalers such as Microsoft, AWS, Google in the market

    Join us in making you and your business cloud ready company. We look forward to collaborating with you.
  • Global ABM Webinar- Spanish
    Global ABM Webinar- Spanish
    Jorge Dalfavo Recorded: Oct 18 2018 27 mins
    Global ABM Webinar in Spanish
  • Bridging the Gap - The Customer and the Mobile Workforce, with Daikin Applied UK
    Bridging the Gap - The Customer and the Mobile Workforce, with Daikin Applied UK
    Kris Oldland, Editor-in-chief, Field Service News Recorded: Oct 18 2018 26 mins
    The first-time fix can be a very powerful customer experience. But for many field service organisations, nailing that initial visit is harder than ever. Wherever you look - from healthcare to finance to manufacturing - you'll notice that field service teams are in need of a helping hand and are looking for a solution.

    Watch this webinar to hear from Daikin Applied UK's CRM Manager, John McCarthy, as he discusses the company's transformation journey which has enabled them to connect the business, optimise their workforce and engage on mobile.
  • How To Get More Customers
    How To Get More Customers
    Peter Strohkorb Recorded: Oct 17 2018 54 mins
    B2B Sales and Marketing Growth Specialist Peter Strohkorb describes why and how every business now needs to apply push and pull selling techniques in order to win more customers.
    Peter will reveal the Ten Action Items you need to have in place to be successful.
  • ISM Webinar: Why is sales coaching such a misunderstood development tool?
    ISM Webinar: Why is sales coaching such a misunderstood development tool?
    ISM Champion - Mike Lever Recorded: Oct 16 2018 30 mins
    Key Takeaways:

    More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities.

    Increasingly, company and sales leaders are turning to coaching as a solution.

    And, why not? Executive and personal-effectiveness coaching have historically yielded great results.

    What we commonly see are sales managers and leaders who:

    -Don’t have time to coach
    -Aren’t sure what sales coaches are supposed to do
    -Don’t have access to the tools and resources that can help them get the most of coaching
    -Don’t establish a consistent rhythm of coaching conversations
    -Can’t lead a great coaching conversation

    Reasons to Attend:

    This webinar explores the clear link and transferable skills from selling to coaching.

    We will bust some of the myths about coaching and show how you can turn on your coachees (the person you are coaching) internal voice.

    We will share with you our experience of supporting new directors, managers, and supervisors taking a coaching approach by learning to ask not tell.
  • Scientific Secrets of Superhero Sales Managers
    Scientific Secrets of Superhero Sales Managers
    Carole Mahoney, Founder Recorded: Oct 11 2018 40 mins
    This 30 minute webinar reveals best practice insights from decades of scientific research and data on:
    ●where sales managers should spend their time for business growth success
    ●how much time to spend in 3 crucial areas
    ●the power managers have over team performance
    ●what strategies and techniques to use today
  • Rehumanizing the Sales Process
    Rehumanizing the Sales Process
    Shari Levitin, CEO of Shari Levitin Group Recorded: Oct 10 2018 48 mins
    The of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. In this session, you will learn:

    •Anything that can be told can be asked
    •The ASK, LISTEN AND LINK method to sales
    •Leveraging first, second and third level questions will get to the heart of why people buy your product or service
    •How to listen to the emotion behind the words
    •Unpack three methods for linking what’s important to the customer and your offering
  • What Every Sales Pro Needs to Know About AI
    What Every Sales Pro Needs to Know About AI
    Deb Calvert with special guest Adam Honig Recorded: Oct 10 2018 45 mins
    Have a love/hate relationship with your CRM? Prospecting frustrations? Never enough time? Then you’re gonna love using AI in your selling. Join Spiro CEO Adam Honig and Deb Calvert to learn how AI is the ultimate sales hack that can make YOU a sales machine!

    Attend this webinar to learn how selling with AI can make your job more fun, easier, and more rewarding. You'll discover how AI:

    - Provides faster and better business insights
    - Creates reminders and updates for you and your team
    - Identifies contacts for you
    - Gives early alerts about problems in your pipeline
    - Reduces data entry

    Register today to learn about the future of selling, because the future is now!
  • How to Accelerate your ABM Program Results with Enriched Data
    How to Accelerate your ABM Program Results with Enriched Data
    Kineon Walker, VP of Product & Marketing, HG Data | Justin Kitigawa Senior Director of Sales/Marketing Ops, HG Data Recorded: Oct 9 2018 34 mins
    Account selection is one of the most critical components to ensuring ABM success. It determines how specific you can get with your initial outreach, the type of content you produce, and the overall effectiveness of your program. To deliver the best results, you need a data enrichment strategy to help you select the right accounts for your ABM program.

    In this webcast, you’ll learn:

    - Four different data enrichment types and how you can use them to select your accounts

    - The type of enrichment data that sales and marketing teams are using to identify accounts that are 50% more likely to turn into closed/won revenue

    - How to use data enrichment to tailor your messaging and content for best results

    Register for this webinar today to learn how you can use third-party enrichment data to select the accounts that ultimately lead to larger deal sizes, faster sales cycles and more revenue for your business.
  • ISM Webinar: Why don’t your salespeople do what they need to do?
    ISM Webinar: Why don’t your salespeople do what they need to do?
    ISM Champion - Mike Lever Recorded: Oct 9 2018 26 mins
    Key Takeaways:

    Are your salespeople not feeling the love from their prospects?

    Struggling to have long and meaningful conversations on the phone? They are not alone.

    In this webinar, we will explore why you and your sales team might be avoiding the things you really need to do.

    We will look at confidence and comfort zones in a selling environment.

    You will also get an introduction to the ABCD of you, your Awareness, Bias, Comfort zone and Decision-making.

    This is a must if you and your salespeople need to know more about what makes you tick

    Discover how you might go about improving your personal performance.

    Reasons to Attend:

    To be effective, they must understand the game has changed and their approach needs to change too - discover that:

    -Self-service has redefined sales
    -Prospects need a trusted advisor
    -Meaningful conversations are key to closing
    -Close the distinction between sales and marketing

    You need to adopt it sooner than you think, as the self-service world is not going away - and your competitors know this too.
  • Connected planning: A framework for enterprise collaboration
    Connected planning: A framework for enterprise collaboration
    Ron Dimon, Managing Director of Planning and Analytics at Deloitte Consulting LLP Nov 13 2018 10:00 am UTC 46 mins
    An increasing number of organizations today are using more accurate, real-time data and encouraging cross-functional collaboration—ultimately driving better-informed decisions about the workforce, investments, and company growth.

    In this webinar, Ron Dimon, Managing Director of Planning and Analytics at Deloitte Consulting LLP, will share the benefits of Deloitte’s Connected Planning framework. Currently used by Global 1000 companies, the framework:

    -Helps analysts, managers, and executives gain deeper insight into various business functions, including finance, sales, marketing, HR, supply chain, and IT

    -Empowers users to connect planning across the organization to drive performance improvements and gain competitive advantage

    -Enables true collaboration across the business, globally, with a central data hub
  • Land High-Level Meetings Using Key Email, Voicemail and Cold Calling Strategies
    Land High-Level Meetings Using Key Email, Voicemail and Cold Calling Strategies
    Caryn Kopp, Chief Door Opener Nov 13 2018 4:00 pm UTC 45 mins
    Wish you knew how business development pros land prospect meetings others can’t get? Here’s your chance to learn:
    •Kopp Door Opener® cold call secrets to landing juicy meetings!
    •What to avoid so you don’t waste time.
    •Tips for effective voicemails, emails and live dialogue.
    •The proven strategy for prospect silence.
  • Buying Group Blindness: 3 Reasons Why You’re Not Closing Deals & (How To Fix It)
    Buying Group Blindness: 3 Reasons Why You’re Not Closing Deals & (How To Fix It)
    Jim Regan & Kerry Cunnigham Nov 13 2018 4:00 pm UTC 60 mins
    AI makes it possible to know the B2B buyer like never before and to begin to answer critical questions about what works in attracting and engaging those buyers. B2B buying is conducted by buying teams, so why do most sales teams focus on just individual buyers?

    Join MRP and SiriusDecisions for a conversation on how switching the focus from individuals to buying groups will improve your bottom line.

    During this webinar, we will highlight these common reasons why you’re not closing deals, and how to fix it.
    •You’re not noticing group buying signals
    •You’re not acting upon these group buying signals
    •Your systems and processes are causing missed opportunities

    Register for this webinar and join Kerry Cunningham, Senior Research Director of Demand Creation Strategies at SiriusDecisions and Jim Regan, CMO and Co-Founder of MRP and learn how to avoid buying group blindness.

    Register now for this LIVE webinar!
  • Courageous Prospecting: Handling Rejection when Cold Calling
    Courageous Prospecting: Handling Rejection when Cold Calling
    Andrea Waltz Nov 13 2018 6:00 pm UTC 45 mins
    There is probably no bigger “mindset” barrier to effective prospecting than the fear of rejection. This webinar will cover the mindset needed to prospect with courage and confidence for sellers at any level, as well as how to apply the same mindset to both leaving voicemails and email prospecting for maximum effectiveness.
  • Five Keys to Successful Prospecting (some refer to it as Cold Calling)
    Five Keys to Successful Prospecting (some refer to it as Cold Calling)
    Connie Kadansky, Sales Call Reluctance Coach Nov 13 2018 10:00 pm UTC 45 mins
    70% of the sale is engagement and uncovering the need. Prospecting and engaging prospects is the weakest link and biggest challenge for salespeople. 80% of prospecting is emotional and 20% is strategic and technical. Explore and discover what it take to become effective at prospecting people who you don’t know yet.
  • 7 Sales Hacks to Boost Your Sales Productivity
    7 Sales Hacks to Boost Your Sales Productivity
    Deb Calvert Nov 14 2018 4:00 pm UTC 45 mins
    Join Deb Calvert from People First Productivity Solutions to learn 7 sure-fire sales hacks that will amp up your sales productivity. Each of Deb's sales hacks are field-tested and come directly from top-performing sales pros who found smart workarounds and processes that led to sales success, quota attainment, and making more money!
  • Productivity, efficiency, effectiveness – what’s what and where to focus?
    Productivity, efficiency, effectiveness – what’s what and where to focus?
    George Brontén Nov 14 2018 6:00 pm UTC 45 mins
    What is the difference between sales productivity, efficiency, and effectiveness? What can we do to maximize the output of our sales teams? Where should we place our focus? How do we ensure that everyone is working with the right things? Is sales and marketing technology helping or making matters worse?
  • Why You Need to Kill the Marketing/Sales Handoff
    Why You Need to Kill the Marketing/Sales Handoff
    Jonathan Gladbach, Director of Marketing; Molly Babbington, Director of Sales Nov 14 2018 7:00 pm UTC 60 mins
    Having trouble with making sure all of Marketing leads are followed up on? Do you find it hard to meet your Lead SLA? Sales leaders such as yourself often put a lot of pressure on ensuring a smooth handoff between Marketing and Sales teams. Unfortunately, this firm handoff isn't the best experience for your customer.

    Customer expectations in both B2B and B2C are evolving. They expect consistent communication and conversation at all stages in the buying cycle. Even before entering the Sales cycle, they want their questions answered and concerns addressed. At the same time, response rates for old communication channels are decreasing. Simply engaging customers with Drip emails isn't enough anymore. Both Marketing and Sales need to change the way they operate.

    Join Hustle leaders Molly Babbington, Director of Sales, and Jonathan Gladbach, Director of Marketing to learn how they ran joint Marketing and Sales campaigns through text message with 85% response rates and 20% conversion rates to meetings.

    You'll Learn:

    - How to properly use SMS messaging to prospects at the very top of the funnel to quickly qualify leads and create interest.
    - Ways to avoid disjointed customer experience between marketing campaigns and sales.
    - Methods to successfully reactivate dead leads with a simple conversation.
  • Ideal Schedule for Sales Manager Productivity
    Ideal Schedule for Sales Manager Productivity
    Carole Mahoney, Founder Nov 14 2018 10:00 pm UTC 45 mins
    What should a sales manager’s schedule look like to have the maximum impact on their sales teams’ performance?

    Join this webinar and discover sales productivity best practices that overcome challenges with:
    ●Building relationships with salespeople
    ●Improving sales performance
    ●Managing quota to exceed expectations
  • 7 Sales Differentiation Secrets Every Salesperson Needs to Know
    7 Sales Differentiation Secrets Every Salesperson Needs to Know
    Lee Salz – Sales Management Strategist and author of “Sales Differentiation” Nov 15 2018 4:00 pm UTC 45 mins
    Sell the value! Those are the marching orders commonly given to salespeople as they are sent on a quest to hit their quotas. But what is the value? That’s what salespeople want (and need) to know. Without a sales differentiation strategy in place, every buying decision is laser-focused on price.

    Lee B. Salz, author of the new, groundbreaking book “Sales Differentiation,” teaches you how to harness the power of sales differentiation to win more deals at the prices you want. In this entertaining and educational virtual presentation, Lee will share 7 sales differentiation secrets every salesperson needs to know.
  • Closing Important Sales Negotiations
    Closing Important Sales Negotiations
    Patrick Tinney, Founder, Centroid Training & Marketing Nov 15 2018 6:00 pm UTC 45 mins
    Learn important tips that will help you close important sales negotiations
    -Learn to qualify your buyer negotiation partner
    -Learn to dig into what really motivates your partner
    -Learn how to pace an important negotiation
    -Learn what real value means in a negotiation….and it is not all about price!!
    -Learn how to close a profitable negotiation like a pro!!
  • How to Drive More Revenue Faster Using the Magic Triangle of IT Intelligence
    How to Drive More Revenue Faster Using the Magic Triangle of IT Intelligence
    Scott Smyth, Vice President, Sales, HG Data | Justin Kitagawa, Director of Product Marketing & Operations, HG Data Nov 15 2018 7:00 pm UTC 45 mins
    When you can see what your accounts spend on IT, what technologies they have installed, and when their contracts are up for renewal, you’re in a much better position to add value to your prospects and deliver more revenue for your company. Every day, successful sales teams are using the Magic Triangle of IT intelligence to target their accounts when they’re most ready to buy.

    In this webcast, you’ll learn why IT Spend, Installed Technologies, and Contract IT data (the three components of the Magic Triangle) are crucial to growing your wallet share. We’ll explain how:

    • Deep spend insights drive sales via the targeting of top spending accounts
    • Knowledge of your customers installed technology base can help you better plan, target and compete
    • Sales cycles are shortened and win rates increased with actionable intelligence on customer contracts

    Register for this webinar today and learn how to leverage the Magic Triangle of IT intelligence to gain an unfair advantage and increase your win rate!
  • How to Triple Your Close Ratio With Just Two Questions
    How to Triple Your Close Ratio With Just Two Questions
    James Muir CEO of Best Practice International and Bestselling Author of The Perfect Close Nov 15 2018 10:00 pm UTC 45 mins
    Discover how to triple your close ratio using the two key questions that are zero pressure and advance the sale with 95% certainty. In this session you will learn the exact questions for advancing the sale while making client feel more educated, in control, and causes them to see you as a trusted advisor and consultant.
  • Conducting the symphony: How to coordinate your sales planning initiatives
    Conducting the symphony: How to coordinate your sales planning initiatives
    Hunter James, Sr Director, Voiant Group; Jason Loh, Sales Solutions, Anaplan; Linda Connor, Director of Finance, Tibco Nov 16 2018 2:00 pm UTC 60 mins
    Learn to keep the elements of your go-to-market strategy working in harmony.

    Your product and services define what you bring to the market, but your go-to-market is your secret sauce. It’s the strategy that you’re constantly developing to approach, target, and dominate, and it includes how you orchestrate your territory plans, quotas, account segments, incentives, staffing, and KPIs. But how do you tune your go-to-market strategy to strike the perfect note? In this webinar, learn to keep the elements of your go-to-market strategy working in harmony, including:

    -How to unify the components of your sales planning process
    -Understanding how Anaplan customers gain competitive advantages through improved sales planning
    -Ways to align sales territories and quotas to increase the bottom line
  • How Sales Leaders can Manage and Motivate Their Millennial Salesperson
    How Sales Leaders can Manage and Motivate Their Millennial Salesperson
    Danita Bye, Founder of Sales Growth Specialists; Author of Millennials Matter Nov 16 2018 4:00 pm UTC 45 mins
    In this webinar, you’ll learn:
    -3 critical Millennial mindsets to leverage to get engagement
    -3 must-have beliefs needed for success
    -3 differences to providing feedback to Next Gen salespeople
  • Creating motivating and personalized incentive plans
    Creating motivating and personalized incentive plans
    Steve Marley, principal at ZS Associates Nov 20 2018 9:00 am UTC 49 mins
    Discover the changing world of incentive compensation. Would a psychologist agree with how we design incentive plans?

    Sales compensation plans are traditionally designed around sales roles, and they assume every individual has the same motivations—which psychologists would disagree with. One of the great visions for sales compensation is to provide a level of personalization to sales comp plans to maximize the motivation of individual sales representatives. As a result, more and more companies are tailoring their incentive plans to increase motivation in their sales reps and encourage desired sales behaviors.

    Join Steve Marley, co-author of The Future of Sales Compensation, in this webinar as he discusses how companies are enabling personalized incentives to benefit both the individual and the company.

    This webinar is brought to you by Anaplan and its partner ZS Associates.
  • Learn How Element 26 Uses Quip to Improve Deal Velocity and Deliver Seamless Cus
    Learn How Element 26 Uses Quip to Improve Deal Velocity and Deliver Seamless Cus
    Nathan Haines Managing Director Element 26. Kate Aldridge Senior Producer Element 26.Louis Tsamados Editing Colorist Element Nov 20 2018 10:00 am UTC 39 mins
    Join us to learn how Nathan Haines, Managing Director at Element 26 empowers a team of 20 to deliver a fast, seamless experience across marketing, sales and service. See first-hand how Quip is used to enable cross-functional collaboration for the sales process, and then on to service delivery.

    On this webinar we will share successes and best practices using Quip to:

    1- Create collaborative sales processes that keep everyone on the same page
    2 - Track filming, scheduling and service deliverables
    3 - Review opportunity management and deal creation use cases
  • Women In Cloud: The Shared Experience of Female Tech Entrepreneurship
    Women In Cloud: The Shared Experience of Female Tech Entrepreneurship
    Jacquie Touma, Chaitra Vedullapalli, Terri Stephan Nov 20 2018 8:00 pm UTC 60 mins
    We live in a truly amazing time. Technology is changing almost every aspect of our lives at breathtaking speed. Advances in medicine, education, communication, and productivity have increased life expectancy around the globe and lifted hundreds of millions of people out of poverty.

    The ability to connect to people and information instantly is so commonplace that many take it for granted and now, we’ve arrived at the beginning of an era of even more profound transformation, all centered on the cloud. We’re excited to bring more opportunities through cloud computing to address issues in healthcare, the environment, cybersecurity, and underserved communities. And we’ve seen the incredible good that can come from the cloud, but with it also come challenges. For women in technology, there are increased challenges in a cloud-based world.

    Women in Cloud initiative is designed to empower female tech entrepreneurs by providing Access, Acceleration, and Actions so women entrepreneurs can take Actions every day to achieve their business goals!

    In this webinar, we will share experiences and tips for female tech entrepreneurs in building their cloud B2B with enterprise companies in a simple and predictable way. This is going to be a panel discussion with great conversation with female tech entrepreneurs in driving customer traction.

    Also, learn how you can participate in the next cohort of women in cloud accelerator to build your business with enterprise brands!
  • Next generation sales and business alignment: Driving past legacy integration
    Next generation sales and business alignment: Driving past legacy integration
    Aaron Goldberg - Market Expert at Content 4 IT, Jason Loh - Global Head, Sales Solutions at Anaplan Nov 23 2018 2:00 pm UTC 37 mins
    In many organizations, sales metrics are typically driven by a sales-only view that can diverge from the company’s overall business plan at the detail level. This is the result of legacy approaches that have limited integration between sales and business operations metrics.In today’s hyper-competitive landscape, successful digital businesses can no longer afford to operate this way.

    Building truly connected sales plans and strategies that are tightly linked to enterprise performance management, CRM, and other critical business data ensures that every part of the organization is working together.

    Watch this webcast to gain key insights into incentives and best practices for true sales and business alignment.
  • Smart Cities: Real IoT Use Cases
    Smart Cities: Real IoT Use Cases
    Steve Brumer- Partner at 151 Advisors and Steve Wimsatt - Senior Director, Alliances and Business Development Ruckus Network Nov 26 2018 5:00 pm UTC 60 mins
    Problems faced by IoT and smart city opportunities are knowing how all the moving pieces work together to obtain a real ROI! Join Steve Brumer, Partner at 151 Advisors and Steve Wimsatt, Senior Director, Alliances and Business Development Ruckus Networks, a unit of ARRIS for a 45-minute open discussion on IoT in Smart Cities, the real-world applications and uses cases across the globe and how to make money!

    Topics will include:
    - Real World Applications & Uses Cases
    -Where is the money in supplying products and services and the commercialization aspects of them!
    - What is the true meaning of ROI in the Smart Cities and Smart Buildings space?

    Key takeaways will focus on where should you focus your time, energy and efforts within this space and how to drive revenue.
  • The future of sales: How big shifts will impact your sales organization
    The future of sales: How big shifts will impact your sales organization
    Brandon Kulik, Principal, Sales Force Effectiveness Practice, Deloitte; Simmi Mehta, Senior Manager, Sales Force Effectivenes Nov 27 2018 10:00 am UTC 43 mins
    The sales planning process is constantly changing, with new technologies emerging every day to enhance how we meet business goals.However, sales leaders are struggling to understand the implications of artificial intelligence (AI), data and analytics, digital platforms, and robotics, as well as their impact on the business.

    Anaplan and Deloitte invite you to join this on-demand webinar to learn how these key technology disruptors are impacting the sales organization.

    After the webinar, you will know:
    -How to use macro trends to differentiate yourself from competitors
    -What sales and channel operations teams can do to understand and harness new capabilities
    -The leadership skills and cultural attitudes needed to adopt changes in a sales organization
  • Secrets to Digital Advertising from Marketo
    Secrets to Digital Advertising from Marketo
    Scott Minor, Online Marketing Program Manager, Marketo and Favian Castillo, Digital Marketing Specialist, Marketo Nov 27 2018 10:00 am UTC 30 mins
    How does Marketo get the most out of their own search and social advertising campaigns? Join Scott Minor, Online Marketing Program Manager, and Favian Castillo, Digital Marketing Specialist, as they spill the beans on their paid strategy at Marketo.

    You'll learn Marketo's secrets to:

    - Targeting, user experience, and tracking
    - Measuring success/ROI by program, campaign, and individual ads
    - Retargeting, ABM campaigns & more!
  • Selling to Multiple Buyers: Discovering Who Buys, Who Cares, and What Matters
    Selling to Multiple Buyers: Discovering Who Buys, Who Cares, and What Matters
    Deb Calvert w/special guests Thomas Williams & Thomas Saine Dec 3 2018 9:00 pm UTC 45 mins
    Three seemingly simple questions lie at the heart of why sellers win or lose. “Who buys?” “Who cares?” “What matters?” If you don’t know or aren’t sure of the answers, you may be in for a bumpy ride.

    In this 45-minute webinar we will discuss the importance of stakeholder mapping and how it can prioritize and customize sales activity. The information provided will be from Chapter I of the book entitled “The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales” which the presenters co-authored.
    You will learn:
    Why It’s Difficult to Identify Key Stakeholders
    What is Stakeholder Mapping
    The Six Questions That Stakeholder Mapping Can Answer
    The Difference Between Internal and External Stakeholders
    The Importance of Identifying Mindset
    The Three Types of Change Drivers
  • Change the Way Your Team Sells with the Client Evolution Model
    Change the Way Your Team Sells with the Client Evolution Model
    Deb Calvert w/special guests Rebecca Twomey & Charles Bernard Dec 4 2018 6:00 pm UTC 45 mins
    Are you looking for ways to help your sales team succeed? (Well I mean, of course you are!)

    So, let's get to it. Let's help your sales team succeed at selling and building relationships. This special edition webinar features two members of the Criteria for Success team, a sales growth company:

    Charles Bernard, CEO
    Rebecca Twomey, Director of Marketing
    During the webinar, Charles and Rebecca will share the Client Evolution Model with you. It's an impactful tool that will help your sales and marketing teams understand where to focus energy, and what to do during each step of the prospect/client relationship process.

    If you want more business and stronger relationships with your prospects and customers--this webinar is for you!

    Ready to empower your sales and marketing teams and grow your business? Get signed up today!
  • A Walk in The Clouds: The Modern Customer Experience
    A Walk in The Clouds: The Modern Customer Experience
    Jacqueline Touma, Danyel Lagow, Amy Protexter, Razia Richter Dec 4 2018 8:00 pm UTC 60 mins
    The customer expects fast, personal and engaging experiences, integrated and aligned across touch points in real time.
    The Cloud brings along a paradigm shift in the way customers interact with the businesses and what businesses must be prepared for. Understand what the Modern Customer Experience is and how content and customer analytics are keys to success.
    Organizations need to have the right tools to capture feedback and provide needed content at each point in the life cycle.
    Learn more from our Panel of experts as they share their experiences, best practices, and lessons from leading Companies.