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.
"The Top 7 Sales Growth Challenges, And How To Solve Them."
Working with our clients we come across many challenges to sales growth, but there are seven of these that we encounter all the time. They do not need to remain a challenge for your business as we have already solved them in our clients' organizations. Now you can benefit from our experience, too.
Account managers, lawyers, consultants – these are examples of client facing individuals were hired for a specific skill set. They don’t see themselves as salespeople and they definitely don’t want to be called salespeople; but, at the end of the day they must drive revenue. This webinar will give you some actionable strategies for helping non-sellers build relationships, leverage existing relationships and grow their business.
Finally the 3 real simple survival tips to guarantee any sales manager - time deprived or not – to lead a team who crushes their numbers consistently. Once you know the CRT Survival Formula your team will always be #1 on the leaderboard and you will be indispensable to your company.
In Hiring Sales Super Stars, you will learn how to effectively select top-performing salespeople. Steven will teach you a three-step, systematic process to identify better reps who can deliver improved team performance and sales results.
Athenahealth is on a mission to ‘unbreak’ the US health care provider experience, and they are using data to do it. With a new Snowflake data warehouse and Looker data platform on top, data analysts at Athenahealth are delivering data to more people in their organization, and improving patient experience in the US healthcare system.
In this webinar, you'll hear from Greg Joondeph-Breidbart, Senior Manager of Data Engineering at Athenahealth, on why they moved from legacy systems to the cloud. They now have:
- Iterative product analytics which allow them to continually update, analyze and tweak their product without fear of adjusting their schema or redefining business logic
- Row-level details so the people closest to the data can drill into the why behind every report and take action on any inconsistencies immediately
- Feature-rich reporting that leverages Snowflake’s unique concurrency functionality and simplicity with the power and flexibility of Looker’s modeling layer
When your prospecting time is jammed, but the sales pipeline isn’t, it’s time to switch up your approach. Discover 3 marketing strategies (yup, marketing strategies!) that you can use as a sales rep to widen your net and reach more prospects. Mix up your prospecting and fill your pipeline!
Learn how LogRhythm, a first-generation AI security solution, leveraged machine learning to simplify and improve forecasting across their hardware and software business.
Join Arthur Velasquez, VP of Sales Enablement and Global Customer Relations, in a fireside chat with Michael Lock, CEO of Aviso, on May 10 at 9a for actionable takeaways on how LogRhythm expanded to serve over 2,000 customers globally and accelerated sales growth with Artificial Intelligence.
Attendees will learn how LogRhythm accurately forecasts across multiple sales and revenue types, and drives team alignment globally for Friday and Monday forecasting calls, with a single, collaborative platform.
Senior Sales Leaders, Sales Managers and Account Managers will all learn about:
How to spot a TOP opportunity
Why a War Room approach works and delivers top $$$’s
What you need to know about War Room strategy
Three big roadblocks and how to avoid
Key points to ensure ongoing success with account based selling
In a changing market, ensuring sellers are effectively enabled is key to success—often easier said than done. While many companies have instituted a Sales Enablement function, they struggle through its execution. The disconnect between those with high expectations for Sales Enablement and those performing the role has made the whole process extremely painful. Only 1/3 of organizations have met or exceeded their Sales Enablement outcomes in the last two years. So what are you waiting for? Watch and learn as our experts talk about how to:
- Align the expectations and execution of your Sales Enablement function
- Ensure your sales leaders and sales enablement roles are in lock-step
- Apply the Sales Enablement Performance Model in your own organization
- Place the customer at the center of your sales enablement efforts
There’s a lot of data available to B2B marketers, but having the right data is the first step toward building an effective account based marketing strategy. But what is the right data, and how do you apply it?
When account based marketing is done right, sales and marketing teams can align behind the best prospects to target and develop messages that resonate with these prospects. This webinar will help you:
- Recognize the right data for account based marketing campaigns
- Apply that data to create hyper-relevant campaigns
- Measure and continually optimize your ABM campaigns
Moderated by John Donlon, research director at SiriusDecisions, and featuring presentations by Mark Godley, CRO of HG Data, and Vin Turk, COO of Madison Logic, this webinar demonstrates the type of data you need to succeed in your programs. Vin and Mark will also share use cases as to how data is helping them deliver extraordinary results in real-world ABM programs.
Embedded analytics is not new, but the technology for integrating charts, reports, dashboards, and self-service exploration has evolved considerably in the past 5 years. Today, companies in every industry are strengthening relations with customers and suppliers by productizing their data to make it accessible where people need it, when people need it.
In this webinar you'll learn about:
- The evolution of embedded analytics
- Applications and use cases for embedded analytics
- Whether to build or buy analytics to embed in applications
- Technology today that is making it possible to monetize data
The first step in closing a sale is the initial meeting. Do you want more of those? Learn:
-What motivates the right decision makers
-How to find the ideal prospects
-The secret to creating compelling messaging
-Objection responses which work
-Secrets to hiring the right hunter
-Techniques for creating urgency
Ever ponder these topics? If any of these questions are on your mind, you won't want to miss this webinar.
How can I...
• Log all my activity without the manual data-entry?
• Really tell if this forecasted deal will close?
• Focus my efforts on the people who are most likely to buy?
• Find the content I need without all the digging?
• Clearly see where my reps need coaching?
• Get my reps to see Salesforce as a must-have for their success?
ClearSlide for Salesforce is the answer to these questions, transforming Salesforce into the system that guides and drives every next action and decision.
In this webinar, you’ll see ClearSlide for Salesforce in action – a 5-star rated app in the Salesforce AppExchange. Register now to join the live session.
In the age of big data, Sales Operations has emerged as a strategic ally to the sales team. Still, only 15% of companies have adopted data-driven best practices, and most B2B technology companies struggle with how to fully leverage machine learning and AI to provide actionable sales insights and intelligence.
In this joint webinar with Sirius Decisions and Aviso, you will learn:
- Key drivers of change for your department and the new role of the modern Sales Operations department
- How Sales Operations is introducing AI into the sales organization
- Data-driven best practices for providing insight suited to the needs of executives, manager and reps
Nearly 50% of business leaders fear they will become obsolete over the next several years, and nearly 80% feel threatened by digital startups. Why? New technologies and digital strategies are challenging existing business models and forcing companies of all sizes to reimagine patient care, product innovation and distribution models to remain competitive.
View this on-demand webinar hosted by PharmaVOICE to learn from Andrea Bradbury, Co-Founder and Chief Quality Officer, Suvoda Software, a leader operating at the intersection of life sciences and technology as she shares how she built her business on a digital platform to accelerate her organization’s global expansion while meeting the needs of mobile, digital customers and employees.
Topics covered include:
- Streamlining clinical research, sales and HR processes with digital tools
- Elevating the digital agenda at your organization
- Scaling technologies globally
- Applying nimble design models for life science operations
- Implementing top life sciences trends in 2017
Don't exacerbate turnover issues or risk losing skilled talent by giving up too soon on under-performers. Instead, take a look at these root causes for a lackluster performance and turn this situation around.Your colleagues and business partners will become more engaged and elevate their performance when you take this approach.
B2B companies are looking for ways to provide a great B2C-style buying experience for their customers as a competitive advantage. CPQ provides B2B companies the opportunity to deliver great buying experiences across all channels, without over-rotating toward eCommerce.
Join guest speaker, John Bruno, Analyst from Forrester Research and Giles House, EVP of Product & CMO at CallidusCloud, as they explain how sales technologies have transformed and how CPQ positions B2B companies to deliver and support consistently high quality customer experiences.
Join this session to discover what science reveals as some of the worst sales leadership practices today. How might some of these common sales development practices actually hurting the bottom line and preventing the improvement of sales people? Is your company in danger of creating it’s own sales problems?
Are you effectively managing performance in your district?
In Managing Performance Made Easy, Steven shares his sales managers simple approaches to conducting quarterly business reviews, managing non-performing sales reps and managing your boss.
In this webinar, you'll learn how to:
•Implement a simple performance management process
•Conduct impactful quarterly business reviews
•Effectively manage non-performing sales reps
•Successfully manage your boss
Coffee is NOT for closers. . . it’s for openers! Especially in phone sales, it’s harder and harder to get and keep prospects’ attention. So you’re most critical tool isn’t your close, it’s your opening! Reps and Sales Managers, learn top mistakes & how to rewrite your own opening!
Sales teams today are capturing more data than ever. The multitude of sales technologies leave teams swimming in data and attempting to measure everything - then lacking a clear idea of what to do with all of it.
In fact, research shows that 83% of the metrics being used by sales leaders are unmanageable*, leaving managers at a disadvantage, even among this abundance of data.
Sales leaders need to get back to the basics. Are your reps spending time with their buyers, and can you measure it?
In this webinar, you will learn the modern sales metrics that will arm you with impactful coaching opportunities. Join LevelEleven CEO Bob Marsh and ClearSlide Sr. Director of Partner Alliances Chris Badger as they dig into the KPIs that matter, and how to drive the data that supports these findings.
Register now to join the live session. Can’t attend? Fill out the form and we’ll send you the recording.
When you don’t have a solution for data, you fall back on slow, suboptimal tactics for accessing data, denying business users and decision makers access to the most accurate, up to date, and relevant information.
Learn how Talkdesk went from a chaotic world like the one above to being a company where people can easily explore data and quickly get a 360° view of every account. Using FiveTran and Looker, Talkdesk’s product manager was able to tie all their now-centralized data together to create a powerful and stable environment for data discovery.
From this webinar, you will learn:
• What a centralized data store can do for you and how you can achieve that
• Why you should be transforming your data at the time of query, not before you load it into your database
• How one man created a company-wide data platform in one month
Watch to understand how to take control of your data and use it to drive results.
As a sales rep or sales manager, are you effectively managing territory? Are you focused, systematic, productive, and thorough in your approach while still being nuanced and flexible? Are you working the right deals, at the right level, at the right time, in the right way? Let's nail this down.
Whether you are a startup, small business, or enterprise, no one can afford to get inside sales wrong. What should the strategy include? How will you track progress and measure success? How do you develop the team? Hear what’s working direct from the front lines on this interactive panel discussion.
Early attrition and long ramp times are signs that inside sales training might not be working. Learn the top reasons that training for inside sales fails and not just what you can do to fix it – but how you can quickly supercharge it to cut time to quota in half.
Getting your prospect to pick up the phone is more challenging today. Learn what you can say to get a prospect to pick up the phone or return your call. Ask the questions that guide your customer to understand why he should buy from you now.
Effective sales managers don’t really manage. They lead and coach their team members. While they must have an understanding of sales processes, they also should have a keen sense of what makes a good salesperson tick. Ken Thoreson, Mike Kunkle, and Suzanne Paling join moderator Diane Helbig for an engaging conversation around this important topic. From affecting change to using tools and systems to the value of analytics, our experts will give you ideas you can take back into your business today!
Leadership isn't the same as management. If you are a Sales Manager, Director or VP, tune in to learn the differences and how you can make a much bigger impact when you demonstrate strong leadership of people AND solid management of the sales function.
While traditionally sales enablement organizations have focused on developing the Seller, few have an answer for how to best enable the Manager.
Consider this from CSO Insights: Organizations that invest in manager effectiveness programs achieve 107% revenue attainment versus 88% for those that don’t. That’s a top-line difference of $1.4M for the average 6-person team carrying $1M in quota per rep. It’s also the difference between making and missing the number.
So what is a manager effectiveness program? Join me as I share what we learned in a workshop event held with 10 senior sales leaders. We’ll dive into the two key pillars identified as crucial to manager effectiveness:
1. Move management processes from ad-hoc to formal
2. Develop front line managers as coaches
And explore the specific processes identified as making the biggest top-line difference.
Rob Pinna, Chief Product Officer, CommercialTribe
With 30 years of experience in enterprise software, Rob’s passion is solving challenging business problems through customer validation and a lean startup model. He is responsible for leading CommercialTribe’s product and marketing strategies.
Senior Sales Leaders, Sales Managers and Account Managers will all learn about:
The power of a pro-active account management approach
How to gain access to executive sponsors
Tips to differentiate your company
Three must have account management structures
How to set up client meetings for success
Champions and their role in your achievement
Tablets are a perfect tool for facilitating customer conversations, however many reps are making costly mistakes when presenting content on mobile apps. The result is customer tune-out, confusion, and lost opportunities. Learn best practices for showcasing your products in a way that moves the sale forward!
Sales teams focus on landing the initial deal. Customer retention becomes the responsibility of everyone else in the organization who was not part of that first sale. Discover how to leverage the value of post-sale support teams. Create customer experiences which contribute to customer success and customer retention.
No prospecting list? You can lose valuable prospecting time just building a list – then finding the elusive decision maker can take even more time. Discover 7 strategies you can use to uncover and build a list of the right decision makers to target your prospecting efforts and get higher response rates.
Your customers and prospects are busy people. Every week they are inundated with e-mails, phone calls and social media intrusions from companies pitching their solutions. How do you make sure your outreach stands out and leads to further engagement?
The sales and marketing teams who run the most successful cross-sell/up-sell and competitive takeaway campaigns do so my learning all they can about the technology their prospects use to run their business. This allows them to craft highly tailored messages that directly address the pain points prospects are having with their current tech stack, in a language that resonates and encourages follow up.
In this webinar we'll cover:
• Using targeted technographics to identify the right accounts to target for your cross-sell/up-sell and competitive takeaway campaigns
• Developing messages that are focused on what you know about your prospect’s tech stack
• Examples of what successful targeted messaging looks like
The presenter for this webinar is Mark Godley, the chief revenue officer for HG Data. Mark has held leadership positions at technology companies of all sizes, from pre-revenue to publicly traded. Mark is best known for driving revenue that significantly outpaces industry growth while rejecting the herd mentality.
Sara Tatnall, Director of Marketing at PFL, will present three exciting account based marketing plays that grab attention and hold it. Get in-the-trenches tactics, not high-level strategy, that you can apply right now for your sales and marketing teams. She’ll also share real-world customer examples that drove incredible ROI and massive pipeline boosts.
Join this session to learn:
- ABM plays that work well for various target account segmentations
- Ideas for account and contact personalization across channels
- Tips for multi-channel execution and measurement
Forrester Research has said that we are living in the age of the customer, which means the balance of power has shifted to buyers. Buyers can gather a lot of data before talking to a salesperson but salespeople can still capitalize on opportunities to demonstrate credibility and value early in the decision-making process.