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.
Join Bob Perkins, Founder and Chairman for AA-ISP as we discuss the “State of the Union on Inside Sales”. Bob will share findings from the 2015 AA-ISP Top Challenges Research along with his observations from hundreds of meetings and benchmarking visits with senior inside sales leaders. Several key inside sales trends will be discussed including the following:
· How selling continues to shift towards a virtual/digital process
· The explosive growth of inside sales and the challenges that this presents
· The latest trends around selling models and why companies are shifting sales resources from the field to inside
· The next “Tech Boom” and how these new solutions are accelerating an already efficient virtual selling process
After reviewing the AA-ISP research and discussing several key trends, we will open the webcast up for Q&A to allow you to share your own findings and ask questions on the topic covered or questions related to your own inside selling concerns and challenges.
You've built out your sales and support organization, but now you need to focus on driving adoption and usage of your products so you can secure the renewal. How do you go about doing that? What are some things that you should consider in building out the team?
Join this webinar featuring guest speaker, Samantha Loveland, VP Customers For Life at FinancialForce.com to learn how to build out your Customer Success journey.
Please note: All registrations will be shared with Salesforce, ClickSoftware and NewVoiceMedia.
Come hear industry experts discuss the convergence of customer engagement centers and field service and how this can get you ahead of the competition.
Customer service expectations have changed. Your customers are multi-channel, connected 24/7 and expect you to be too. Customers expect a consistent, seamless experience from intelligent contact center interaction to agile field service delivery. If these standards aren’t met, consumers are quick to flee to a competitor.
Moderated by Forrester Research, join Salesforce, NewVoiceMedia and ClickSoftware to discover how an integrated customer service solution can help you gain greater visibility through all stages of your service cycle.
Learn how world-class service companies are empowering their service teams with the right data, immediately accessed from anywhere in their service chain, to deliver a contextual and personalized service to their customers.
Join the webinar to learn how world-class service companies are empowering their service teams with the right data at the right time to:
- Deliver pain free customer service
- Proactively engage customers for service
- Personalize customer service interactions
- Accelerate service delivery
When three is company, or why Sales and Marketing need to make room for a Customer Success department. Over the past few years, a new software has been developed to power customer success within subscription businesses that goes beyond the traditional CRM model, focusing instead on monitoring and measuring the real-time health of a customer’s experience.
Join Kate Leggett of Forrester Research and Jeff Cann, Sr. Director of Client Experience at Sysomos (MarketWired) as they discuss why you need this new organizational role and how to build an effective Customer Success function with best practices.
Sales coaching is a lot like the “give a man a fish” analogy. If you’re not coaching, your sales team isn’t learning how to manage, challenge or grow their skills on their own. Everyday is a learning opportunity for your sales reps to improve on their methods.
Watch Jill explain why as a manager, you should be coaching thinking skills to allow your reps to become self-motived to improve on a daily basis.
Given the savvy B2B buyer of today, marketers are challenged with providing relevant content to buyers even before their initial contact with a sales team member. To address their buyers' needs effectively, marketers need insight into a buyers' interests at a defining level. So, how is it possible to sift through all of the noise to identify what the buyer is looking for and provide a personalized experience?
Join us in this upcoming product demo as Phil Simpson, Sales Manager at Pardot, explores how Pardot marketing automation can help your marketing team address this challenge and deliver timely, relevant content to buyers, while simultaneously moving them successfully through the sales funnel.
The most effective Customer Success teams need to do more than focus on churn and upsells. In this session, you'll learn how Unbounce grew customer success from a team of 2 to 20, and helped spread a customer centric attitude company wide.
Looking for an edge in how you sell and market to customers? Successful
companies know their customers and prospects better, connect to them faster, and make better data-driven decisions when they have the right data at the right moment. Salesforce Data.com brings the best B2B customer data into the #1 CRM so you get more insights, more sales opportunities, and cleaner data—all right where your team works, helping boost your sales productivity.
Join us to see how Salesforce Data.com customers see increased CRM adoption, shorter sales cycles, and faster growth.
In 2014, more organizations began talking about making customer experience a bigger priority. As they should. Experience affects the bottom line. According to a CEI Survey, 86% of buyers will pay more for a better customer experience. But only 1% of customers feel that vendors consistently meet their expectations. Providing customers and future customers with the best possible interactions with every part of the company, from marketing to sales to service and even finance isn’t just a nice thing to do. Great customer experiences drive the bottom line.
During this interactive webinar, learn why customer experience is the next big thing and why your company must spend more time aligning around a customer experience strategy that considers the impact interactions with potential buyers and customers through multiple channels.
"Sales training shouldn't be a one and done thing. Lots of companies train their sales reps only at the beginning of their tenure instead of having regular checkups scheduled, which can be detrimental to the sales reps' development.
Watch Adam Becker of TinderBOX explain why we’ll never be perfect as sales people, and why that's just how it should be."
It’s clear that in order for an organization to truly deliver Customer Success, a customer centric mindset must be ingrained throughout a company’s culture. Join these industry leaders as they discuss tips from their experiences and actionable insights you can apply today.
In today's ever-changing digital marketing landscape, it can be hard to keep up with all of the new channels and strategies to test. Fast-growth companies are juggling dozens of campaigns, focused on both driving brand awareness and acquiring net new leads. Plus, they are tasked with proving the value of all of these efforts — often with limited resources and small (but mighty!) marketing teams.
Join Russ Glass, Head of Products for LinkedIn Marketing Solutions, alongside Kyle Porter, CEO and Founder of SalesLoft, and your host, Mathew Sweezey, author of Marketing Automation for Dummies, as we explore how to jumpstart your 2015 efforts with four hot new marketing strategies.
- Creating an account-based marketing campaign
- Using new technology to help increase your sales close rates
- Taking a look at new reporting models to show marketing value
- Using agile content creation
When it comes to marketing leads, are you getting the full value from your efforts? Rich, reliable, and relevant data is required to make the right decisions about which content to deliver, the best actions to ensure engagement, or when to route to a rep.
In most cases, however, this data is not going to be available directly from your marketing interactions.
Join this session to discover:
-How using Data.com for lead enrichment allows for more personalized marketing at scale
-What considerations you should use when adding company firmographic details to a lead record
-Why you should consider keeping leads fully synchronized between your marketing automation and CRM systems
Sales, Marketing, and...Customer Success? There’s a new business function that’s growing faster than you think. Over the past few years, a new world of software has been developed to power this pivotal new department within subscription businesses -- going beyond the traditional CRM model of managing interactions with customers to focus instead on monitoring and measuring the real-time health of a customer’s experience.
Join this webinar featuring guest analyst, Kate Leggett from Forrester Research, Inc., to learn not just why you need this new organizational role, but also how to make it successful at your company. After Kate presents her research and findings, Jeff Cann, Sr. Director of Client Experience at Sysomos (MarketWired) will present how they built an effective Customer Success function along with lessons learned, best practices, and results.
This exciting new webinar will address the issues surrounding the relationship between sales and marketing, while also providing strategies for optimising alignment. The presenters will share real-world examples of businesses which have obtained operational efficiency by integrating their marketing automation and CRM functions. We will also provide insight on how companies can harness the power of modern marketing technologies to brand, expand, and personalize the customer experience.
The buying experience is key to selling in a complex sales environment. So too is your sales team's ability to challenge and educate your buyer. But how do you equip sales reps to be the expert they need to be? This panel will explore best practices, tools, and systems that enable high-performing teams to successfully deliver a winning buying experience.
You can’t expect to meet the challenges of today with yesterday’s tools, and expect to be in business tomorrow. This discussion centers on the best Sales Development tools to use in 2015, so you can drive quality pipeline and have a winning year. Join Ralph Barsi, Senior Director of Sales Development (Achievers), as he hosts a panel of Sales Development leaders sharing the most effective tools for your Sales efforts.
Sales territories influence everything from how you staff and retain your sales teams, to how well they perform, to how much visibility you have into your sales performance. Yet many organizations find territory management a challenge. Join Salesforce Data.com as we share territory management best practices designed to help you:
-Reduce your selling costs
-Better cover your organization's sales territories
-More accurately measure how your sales teams are performing
Many companies struggle with how to sell effectively with different brands, platforms, and divisions. One company, Cenveo, has tackled this challenge head-on with Sales Cloud and Data.com, working through culturally diverse business units, data silos owned by territorial sales reps, and challenges cross selling.
There are many approaches to achieve more effective selling which we will explore with Jason Jordan of Vantage Point Performance, author of the best-selling book, Cracking the Sales Management Code.
Jason will share best practices that drive business results and Kathy Coates, VP of Platform Sales Technology at Cenveo, will share how Cenveo:
-Saw immediate results from bringing together sales for 3 separate brands
-Reinvented how they sell--and changed their company culture
-Achieved more visibility into their entire pipeline than ever before
-Discovered new opportunities through account hierarchies
-Gained "eye-opening" insights on their customers
Marketing and sales each have their unique role in the B2B buyer's journey. Both teams share in the responsibility of closing deals. When it comes down to driving revenue, these two groups need to be in lockstep — armed with killer campaigns, insight into prospect activities, and the ability to read the buyer’s mind so they can deliver relevant resources throughout the sales cycle. Enter the Pardot and Salesforce powerhouse.
Join us as we take a look at how Pardot unites sales and marketing. Walk through a short demo with Phil Simpson, Sales Manager at Pardot, and learn how both teams can benefit from the power of Pardot and Salesforce to create more opportunities, close more deals, and, ultimately, boost their company's bottom line.
How do you move from random acts of sales enablement to a sales enablement system? Listen to Thierry van Herwijnen and other sales enablement experts and get valuable insights to a more systematic approach. Discover 5 tips to building a sales enablement system.
Want to lose fewer deals to the status quo and to the competition? In this interactive panel discussion, four senior sales leaders show you a holistic framework to:
•Understand the top 6 decisions in the buyers’ process
•Align your content and conversations to more effectively influence these decisions
•Assess deals and build sales skills to reduce the risk of losing these decisions
•Use intelligent systems to increase sales effectiveness and shorten sales cycles
This is how you make BIG sales productivity gains in 2015.
Founder, Compelligence, Inc.
CEO and Founder, Silver Bullet Group, Inc.
The term "Sales Enablement" is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales performance and to drive revenue growth. Nevertheless, sales enablement is rarely a strategic and holistic discipline that translates business strategy into integrated sales execution plans. More often sales enablement is a tactical approach to fixing a quarter rather than a strategic approach to transform a sales organization to a customer core, customer result-based and value-creating approach.
To get to a more strategic sales force enablement approach, a customer core foundation based on the entire customer's journey is essential. Three additional pillars, that are all based on the customer core idea, have to be integrated with current concepts to evolve sales enablement to sales force enablement.
Why you should attend - your main takeaways:
• Why a customer core approach is key to success, and how to design it.
• Why frontline sales manager are a key target group.
• Why not only sales and marketing are relevant - how to take advantage of a strong foundation in sales operations.
• Why content and training services should be integrated - along the customer's journey.
In this 30-minute webinar, learn how to (O)rganize, (M)easure, and (G)enerously Compensate your customer success managers. Omer Gotlieb, Totango’s Chief Customer Officer, will share 4 metrics that align managers and team members with clear priorities, incentives and compensation.
The hottest topic heard from Sales Development leaders is after you build your SDR team, how do you keep them happy and productive?
We will tackle onboarding, training, career path, and incentives. Come hear from Sales leaders Derek Grant from Full Story, Ali Gooch from Salesforce, and Sean Kester from SalesLoft as they give their insight and secrets to growing their SDR teams.
Join Brian to learn about what to do with your new sales reps in the first week to get them motivated, learning and off and running. As well as, how to keep the momentum going in the first few months on the job, with 30-60-90 day bench marks.
A standardized sales process is the key to good reporting, visibility into your business, and driving sales results. Unfortunately, many companies struggle to enforce any sales process because outdated technology prevents them from doing so.
Your sales app should map to your business processes, not the other way around. Salesforce gives you the tools to customize your sales cycle, so you can drive the consistency the way you want and boost sales.
Join us to hear from Enterprise Bank & Trust, who will share their own Salesforce success story on why they deployed Salesforce to each of their employees to simplify and streamline their own sales process. See a product demo and ask your questions live.
Early on expectations from B2B buyers in their journey set the stage for marketing and sales to work together. As leads flow in, an agreed-upon plan and process should be in place for lead identification, distribution and follow-up. This optimized plan and process can make a huge difference between smooth sailing or rough seas in the next steps of the journey for the marketing and sales teams and most importantly, the buyer.
So, what does this process look like, and how can an optimized lead process affect not only the quality of the buyer's journey, but opportunity generation? Join Isaac Payne, Marketing Operations Specialist, and Ali Gooch, Sr. Sales Manager-both of Pardot, as they explore and give us tips on how we can get the most out of an optimized lead process.