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Sales Strategy

  • Create Incredible Customer Experiences Using Conversational Marketing
    Create Incredible Customer Experiences Using Conversational Marketing
    Kate Adams, Sr. Director of Demand Generation at Drift, and Tim Ozmina, Sr. Marketing Specialist at Marketo, an Adobe Company Recorded: Dec 9 2019 46 mins
    You'll learn:

    - How to incorporate chat bots into your overall marketing strategy
    - How, when, and why you should use conversational marketing
    - How to measure your success
  • Creating the Sales Culture that Makes Sense for Your Team
    Creating the Sales Culture that Makes Sense for Your Team
    Deb Calvert, sales researcher, trainer, coach, author, and speaker Recorded: Dec 3 2019 46 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!).
  • Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data
    Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data
    Jordan Con, Product Marketing Manager, Marketo, an Adobe Company Recorded: Dec 3 2019 41 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.

    You'll learn:

    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
  • A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel
    A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel
    Paulo Martins, Head of Digital Marketing, Demand Generation & Scott Minor, Digital Marketing Program Manager, Marketo Recorded: Dec 2 2019 60 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.
  • How Adobe Sign strengthens your customer experience
    How Adobe Sign strengthens your customer experience
    Steve Walker, Solutions Consultant, Adobe Recorded: Nov 28 2019 47 mins
    Join us in our virtual, animated studio for this video webinar to learn how Adobe Sign helps you streamline the whole customer experience from end to end. It helps you achieve the following:

    • Simplified, quicker enrolment processes that are entirely digital
    • Lower abandonment rates from digital forms and e-signing built right into your web experiences
    • Increased speed and efficiency, so you can create, update, and process forms without IT help.
    • Form-filling processes customers can start on one device and finish on any other.

    There will be live Q&A session at the end of the webinar.
  • Accelerate Your Sales Process with Copper, DocuSign and G Suite
    Accelerate Your Sales Process with Copper, DocuSign and G Suite
    Ryan Sandoval, Head of Apps Partnerships, Google / Leo Rodriguez, Partner Marketing Dir., DocuSign Recorded: Nov 27 2019 34 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
  • Accelerating Customer Performance via Strategic Customer Assessments
    Accelerating Customer Performance via Strategic Customer Assessments
    Thomas B. Cross Recorded: Nov 26 2019 23 mins
    In this 30-minute webinar, we will explore the means for accelerating company revenue by increasing performance of their customers using strategic assessments. Here are the Top-10 Topics presented.
    1 - Customer – now and forever will always be about the customer.
    2 - Content - the words, images, ideas, AI abstractions or messages you use to communicate to the customer.
    3 – Channels Media – what mainstream and other media channels are customers using now and will use?
    4 - Channels of Distribution – build “agile” sales channel models adapting to known and emerging markets designed to reduce enterprise sales cycles.
    5 – Connections - the means for networking with other businesses, industry, government and others.
    6 - Communications - the unique organization processes that occur between companies and customers.
    7 - Collaboration - organizational thought leadership for content development and delivery processes.
    8 - Call to Actions – driving behavior without which nothing happens.
    9 - Crisis - chaos, buzz, glitz, hate, squawk, gossip, glam and anything you can imagine being said for or against you.
    10 - Coming Sooner - the race to zero and competition is not just coming soon but sooner.
  • Enterprise Sales Acceleration Introduction and Overview to B2B Professional Dev
    Enterprise Sales Acceleration Introduction and Overview to B2B Professional Dev
    Thomas B. Cross Recorded: Nov 26 2019 25 mins
    This is a 20-minute overview of the Enterprise Sales Development Professional Development Program - a 1-4 day course for direct/strategic and upmarket channel partners to accelerate their revenues. This course has proven sales revenue acceleration across thousands of sales professionals that:
    - Reduces sales cycle
    - Increases competitive edge
    - Reduces staff turmoil and turnover
    - Produces higher margins
    - Provides improved sales leadership

    If you would like the complete course outline, please email cross@gocross.com or call 303-594-1694
  • Helping Remote Team Members Be Successful
    Helping Remote Team Members Be Successful
    Kevin Eikenberry, The Remarkable Leadership Expert Recorded: Nov 25 2019 45 mins
    You have hired people or moved people to work away from the office, but are you setting them up to succeed? Working remotely can be a great opportunity. It can also be stressful. For all the independence, control, and ability to work without interruption remote work allows, virtual workers can also feel isolated, frustrated and disengaged. It doesn’t have to be that way.

    In this session, best-selling author Kevin Eikenberry outlines key strategies to help organizations and leaders support remote team members. He will also share ideas specifically for individual remote team members to get more value and productivity from working remotely.

    You will learn:

    1.How to apply the 3 P Model of Remote Work
    2.A broader way to define success as a remote worker
    3.How to be more engaged and collaborative as a remote worker
    4.At least five ways to get better results when working remotely
  • Overview of Enterprise Sales Acceleration – Professional Development Program
    Overview of Enterprise Sales Acceleration – Professional Development Program
    Thomas B. Cross Recorded: Nov 22 2019 19 mins
    This is a 15-minute overview of the Enterprise Sales Development Professional Development Program - a 1-3 day course for direct/strategic and upmarket channel partners to accelerate their revenues. This course has proven sales revenue acceleration across thousands of sales professionals that:
    - Reduces sales cycle
    - Increases competitive edge
    - Reduces staff turmoil and turnover
    - Produces higher margins
    - Provides improved sales leadership
    If you would like the complete course outline, please email cross@gocross.com or call 303-594-1694
  • Influence Customer Decision-Making from Within
    Influence Customer Decision-Making from Within
    Jeffrey Lipsius, The Customer Awareness Expert Recorded: Nov 21 2019 43 mins
    As a salesperson, can you remember a time when you said all the right things but your customer still wouldn’t buy? The problem wasn’t you. We all observed that decision-making ability varies between customers. Since your customer’s decision process is internal, it’s hidden from view. You can’t control it, but this doesn’t mean you can’t influence it for the better. In this webinar we’ll examine the customer’s internal decision process. We’ll present ways for you to influence decision-making in a positive way.

    You will learn:

    How to influence customer decision making without power struggles
    The importance of facilitating high quality buying decisions
    How you and your customer can work together as a team
  • Delivering a Hyper-Local Supply Chain Experience at Scale
    Delivering a Hyper-Local Supply Chain Experience at Scale
    Jim Hendrickson, Professor of Supply Chain at Ohio State University Recorded: Nov 21 2019 47 mins
    Featuring research from Jim Hendrickson, Prof. of Logistics at Ohio State University. Jim will share his insights on changing consumer preferences and the pressure this is adding to supply chain organizations to increase flexibility and speed in their operations.
  • Ultra AI - Building a Corporate Intelligence Agency (CIA) with AI - Update
    Ultra AI - Building a Corporate Intelligence Agency (CIA) with AI - Update
    Thomas B. Cross Recorded: Nov 21 2019 30 mins
    This 30-minute webinar explores Business Espionage & Sabotage and Building a Corporate Intelligence Agency (CIA) using artificial intelligence. “Competitors have this time prevented us from knowing enough about them; but we have not prevented them from knowing far too much about us.”
    Critical analysis on building an ultra artificial intelligence and quantum computing for business intelligence gathering, internal and external threat assessment, competitive intelligence, customer assessment and actions and more.
  • How the CMO can Build a Bridge to Sales to Form a True Revenue Team
    How the CMO can Build a Bridge to Sales to Form a True Revenue Team
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Nov 20 2019 45 mins
    CMOs and CSOs have a great opportunity to work with their counterparts to create a growing and sustainable revenue model. Chris Ryan, joined by guest expert CMO Debbie Schwake, will share proven best practices in sales and marketing alignment – that not only help the sales team close more business today, but also create customer relationships that are highly profitable going forward. Actionable steps will be shared to drive better results while maintaining buyer trust.

    Schwake and Ryan will cover methods to identify the modern buyer (in a way that truly counts) and how marketing’s use of customized sales enablement techniques can build and reinforce trust at every step of the process in enterprise mid-market and account-based marketing (ABM) environments. The vendor/client hierarchy will be discussed and how you can help you transition your sales team can transition from being considered a vendor to a trusted advisor. Examples will be shared from the extensive experience of the speakers. Each part of the presentation is designed to help you achieve improved sales results in a way that is effective, efficient and relationship-enhancing.

    By attending this online event, you will learn how to:
    1. Find and adopt the best model for marketing and sales effectiveness.
    2. Create a strategy to navigate prospecting, opportunity management, and customer relationships.
    3. Understand and leverage modern buyer behavior.
    4. Upgrade and sustain your value with prospects and customers.
    5. Build a framework that supports consistency and revenue growth.
  • Creating A Vision for the Large Account Buyers’ Journey
    Creating A Vision for the Large Account Buyers’ Journey
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Nov 20 2019 43 mins
    Part #11 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.
    Typical sales training focuses on discovering the customer’s vision or probing for relevant problems. But that presumes that customers know what outcomes are possible, what it will take to achieve them, and how to build consensus to make a big change possible. Today, sales training is very focused on matching your sales process to the buyers’ journey, assuming that buyers as a group have a plan and a path. In my experience this is seldom the case in large account, complex sales. This webinar deals with how your large account sales team can create a vision with the buyers’ and lead their journey to fulfill that vision.
    You will learn:
    1. The sales leader’s role in the buyers’ vision.
    2. How to prepare to develop the buyers’ vision.
    3. How to gain the essential insights.
    4. How to lead the buyers’ journey.
    5. How to break internal barriers.
  • DocuSign ID Verification: Reduce Your Risks for Your Agreements
    DocuSign ID Verification: Reduce Your Risks for Your Agreements
    Liliya Apostolova, Snr Manager - Product Marketing - DocuSign Recorded: Nov 19 2019 20 mins
    For every agreements in life, whether digital or not, identity verification is often required to prevent fraud. DocuSign Identify is our family of identification products offering a range of methods for verifying signer identities based on your unique business requirements.

    Learn how you can reduce risk, support compliance and delight customers with our latest Identify solution, DocuSign ID Verification, the digital way to verify real-world government-issued photo IDs and European eIDs.
  • What Sales Can Learn From A Race Car Driver
    What Sales Can Learn From A Race Car Driver
    Carole Mahoney, Founder Recorded: Nov 18 2019 29 mins
    Join host Carole Mahoney as she talks with Michael Hurczyn, a man that wears many hats, one of which is a racing helmet! Michael is the Brand & Partnership Director for FCP Euro and he currently races in the TNC racing series, which is the top series in the US.

    In this 30 minute interview, Carole and Michael discuss:

    1. What the most important element in building win-win situations is.

    2. Why it is so important to mentally prepare yourself before going into a race, or a sales conversation, and what techniques to use.

    3. The role that practice and experience play in everything from sales to speeding around a track.

    4. The importance of actively practicing gratitude.
  • AI Market/Business Due Diligence Validation Before You Buy-Build an AI Solution
    AI Market/Business Due Diligence Validation Before You Buy-Build an AI Solution
    Thomas B. Cross Recorded: Nov 15 2019 22 mins
    NEWS - According to Fortune Magazine - "The survey, based on responses from nearly 2,500 executives, found that seven out of ten companies report little to no impact from their A.I. projects so far. Overall, 40% of the surveyed companies that have made “significant investments” in A.I. have yet to report any business gains."

    Critical Analysis for Buyers & Builders of AI Solutions and Technology - based on market and product research which can also be found in MindMeld - Merging Mental & Metal found in ibook https://bit.ly/2sn1NE2

    This 30-minute webinar will explore ideas on how to validate your AI Business/Product/Strategy now - in order to make AI pay for itself, provide real ROI or sell by the thousands to customers looking for solutions you a looking for.

    We recommend at a minimum the following in a market/business validation:

    - Build a long term view - figure out what you are really trying to do and also realize what AI is today will not be what it is tomorrow. From VentureBeat Summit, "AI is advancing quickly, “it’s very dynamic and changing, and the industry, and even the academics, underestimate the rate of change.”

    - Focus on compelling business issue aka delivery logistics, complex customer order process, changing customer patterns and other complex issues that you don't have an immediate solution or that your business is changing, and you want a new way to solve the problem.

    - Explore both historical to new data - neither is important alone but both working together can find weaknesses and opportunities. History is certainly any guide for the future, however, at the very least you may find existing problems that will continue to exist unless something is done about them.

    - Build for changing data analytics - more than just a better data "algorithm" model build an ever evolving data modeling process.

    - Build an AI business model - what is the goal and how does this AI system or approach fit into an immediate and long-term business model ......
  • LinkedIn as a Next-Gen Sales Acceleration Tool
    LinkedIn as a Next-Gen Sales Acceleration Tool
    Brynne Tillman, The Leveraging LinkedIn Expert Recorded: Nov 14 2019 49 mins
    While most everyone knows that LinkedIn is a powerful tool for business development, very few are optimizing this as a sales accelerator. In this webinar we will cover how to really use LinkedIn to start more sales conversations.

    You will learn:

    1. How to Move Your LinkedIn Profile from a Resume to Resource
    2. Finding Buyers and Stakeholders on LinkedIn
    3.Re-engaging Targeted Connections that Have Been Ignored
    4.Leveraging Social Proximity to Gain Access to Prospects
  • How Adobe Sign speeds up your onboarding
    How Adobe Sign speeds up your onboarding
    Steve Walker, Solutions Consultant, Adobe Recorded: Nov 14 2019 19 mins
    Join us in our virtual, animated studio for this video webinar to learn how you can keep HR documents moving with Adobe Sign. With documents and forms that are easy for candidates to complete and return, you’ll also have the power to do the following:

    • Cut costs and reduce delays with HR documents turned around quicker
    • Send offers with pre-approved templates you can track in every step
    • Use automated workflows to reduce mistakes, improve compliance, and deliver the right documents to the right people

    There will be live Q&A session at the end of the webinar.
  • Top 10 Critical Concepts in Crisis Management Communications - November Update
    Top 10 Critical Concepts in Crisis Management Communications - November Update
    Thomas B. Cross Recorded: Nov 14 2019 21 mins
    This monthly update focuses on responding to critical crisis communications conditions. The world by all standards is not more stable but is actually significantly more vulnerable due to sabotage, espionage, and crisis’s of all kinds. A crisis management solution is a series of online tools/apps designed to assist, guide, track and manage all corporate communications activities in a timely manner. While we would like to think there is one term to describe responses in a crisis, there is not one type of crisis nor one word to cover all situations critical to any crisis communications. Increasingly, social networks are filled with toxic nonsense, mis and disinformation, weaponized media, shamers, haters, privacy violations, fake and deep fake which you cannot predict. You cannot react to all of this, you can only direct a strategy to manage personal and company messaging. Here are the top 10 reasons for acquiring and using a crisis management team as well as tools/apps as it is "not if but only when" a crisis, disaster or terrorist attack will happen.

    Here are the Top 10 Critical Concepts presented: Communications, Context, Contact, Collaboration, Connections, Consistency, Channels, Compliance, Cynchronicity and Customers. This 30-minute webinar will review, navigate and provide actionable tools to help you manage the upcoming crisis coming to you and your business.
  • Future-Proof Your Sales Career and Beat the Bots!
    Future-Proof Your Sales Career and Beat the Bots!
    Deb Calvert, The People Engagement Expert Recorded: Nov 14 2019 45 mins
    As a salesperson, you need confidence and passion to win. But as buyers and AI options continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love—to a robot?
    Join Anita Nielsen, author of Beat the Bots, and host Deb Calvert to learn strategies so you can get up off the mat and come out swinging.

    You will learn:

    1.How to use the power of personalized value to differentiate yourself.
    2.Make Human-to-Human connections with your buyers.
    3.Use the new ABC: Always Be Considering your client’s needs.
    4.Psychological principles that make you more effective in delivering value.
  • Intelligent Virtual Assistants: Paving the Way for CX Transformation
    Intelligent Virtual Assistants: Paving the Way for CX Transformation
    Anantha Sekar, Global Head, Conversational Experiences, TCS | Sasirekha, Head - Technology Leadership Guild, TCS Recorded: Nov 14 2019 30 mins
    Plagued with human-intensive customer service issues - lack of skills, absenteeism, attrition, human errors, prejudice, huge labor costs? Attend this webinar to understand how AI/IVA, can change your customer service capability from scarcity to abundance. Amaze and delight your customers by anticipating their needs and aligning with their goals.
  • Dow: Powering an Intelligent and Agile Supply Chain
    Dow: Powering an Intelligent and Agile Supply Chain
    Lori Putt, Global Integrated Senior Supply Chain Director, Dow Consumer Solutions | Manish Savla, Cognitive Business, TCS Recorded: Nov 14 2019 31 mins
    Today’s Business 4.0 era demands enterprises deliver on agility. With customized products, complex buyer demands & legacy operation constraints, supply chain challenges are on the rise. Find out how Dow Consumer Solutions is harnessing abundance & leveraging ecosystem to deliver winning business outcomes.
  • 3 Best Practices For Overcoming AI Obstacles to Build Future-ready Enterprises
    3 Best Practices For Overcoming AI Obstacles to Build Future-ready Enterprises
    Lakshmi Muthulakshmi Nellaiappan, Head, MFDM™ Practice, Automation & AI, TCS Recorded: Nov 14 2019 30 mins
    Digital transformation is about applying a structured approach to harnessing abundance. Many CIOs are striving for this by automating crucial business process activities with a machine-first philosophy but are running into challenges. Learn three best practices for overcoming AI obstacles through relevant examples from industry-leading enterprises.
  • A Winning Events Strategy: Wow Your Guests and Accelerate Pipeline
    A Winning Events Strategy: Wow Your Guests and Accelerate Pipeline
    Caroline Hull, Head of Field Marketing, Esther Kim, Sr. Field Marketing, Shannon Mellen, Field Marketing - Marketo and Adobe Dec 10 2019 2:00 pm UTC 38 mins
    You'll learn:

    - Which KPIs to consider when planning your events
    - How to plan different type of events for each stage of the funnel
    - How marketing should align with sales to ensure successful closing events
  • How Adobe Document Cloud can help you achieve a paperless office
    How Adobe Document Cloud can help you achieve a paperless office
    Steve Walker, Solutions Consultant, Adobe Dec 11 2019 11:00 am UTC 45 mins
    Join us in our virtual, animated studio for this video webinar to discover how Adobe Document Cloud can help you unlock the power of digital document workflows. You’ll learn how to do the following:

    • Obtain accountability and tracking capabilities for every document
    • Give your teams the power to deliver paperless experiences to customers on any device
    • Create forms in Adobe Acrobat and Microsoft Office
    • Automate the storage of documents in Microsoft SharePoint
    • Build intelligent document workflows using Adobe Sign and Microsoft Flow
    • Ensure better security, collaboration, and organisation within your company.

    There will be live Q&A session at the end of the webinar.
  • How Small Marketing Teams Can Deliver Big Results
    How Small Marketing Teams Can Deliver Big Results
    Daniel Yamoah, Marketing Automation Lead, Pardot UK Dec 12 2019 2:00 pm UTC 38 mins
    Working with limited marketing resources? Size isn’t everything. With the right approach, a small, savvy team can deliver the kind of marketing ROI that many larger Marketing departments can only dream of.

    Register for our webinar and learn strategies and tools for optimising your marketing efforts and driving growth. We'll share best practices and let you in on the secrets to the most successful tactics to boost your pipeline.
  • A Winning Demand Gen Strategy: Optimizing the Funnel Across the Buyer's Journey
    A Winning Demand Gen Strategy: Optimizing the Funnel Across the Buyer's Journey
    Mike Madden, Head of Commercial, Tim Ozmina, Sr. Marketing Specialist, Hayley Ferrante, Sr. Marketing Specialist, Marketo Dec 12 2019 2:00 pm UTC 49 mins
    You'll learn:

    - 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
  • What's Your Digital Game Plan? A Playbook For Success
    What's Your Digital Game Plan? A Playbook For Success
    Jesse DeMesa, Partner, Momenta Partners Advisory Dec 12 2019 5:00 pm UTC 57 mins
    There is no one-size-fits-all-strategy for implementing digital innovation, but there are best practices and experiences you can leverage to enable your firm's road to change in the 21st century. Momenta Partners has created a playbook gleaned from practitioner's perspectives on how to best navigate digital transformation, and we'll share our insights with you in this webinar. This webinar is for CEOs and leadership teams seeking insights and actionable intelligence by example.

    We will take a look at:

    - The steps of a firm's digital transformation journey
    - The best approaches to beginning your transformation journey
    - Getting your team to embrace digital transformation
    - Building a playbook to help you achieve your transformation goals
    - Best practices for adoption
  • Selling with Style – An Effective Way to Overcome Communication Style Bias
    Selling with Style – An Effective Way to Overcome Communication Style Bias
    Paul Watts, The Consultative Selling Expert Dec 12 2019 9:00 pm UTC 45 mins
    One of the most common barriers to sales success is communication style bias, and yet it is one of the least well known. In this webinar we will discuss the four primary social styles and how you can communicate more effectively with each, significantly improving your chances of sales success and shortening the sales cycle.

    You will learn:

    1.The different social styles (communication styles)
    2.How to recognize the ‘social style’ (communication style) of the person in front of you
    3.How to adjust your own style to improve your communication with that person
  • B2B Marketing that Sales Teams Love
    B2B Marketing that Sales Teams Love
    Merinda Peppard, B2B Marketing Director EMEA Dec 17 2019 10:00 am UTC 49 mins
    B2B marketers are continuously facing challenges with today’s marketing landscape. According to Econsultancy, marketers on average are using 21 or more digital marketing products. Without one source of truth, B2B marketers are unable to provide personalised interactions, leverage artificial intelligence, and gain actionable insights needed for sales teams to close more deals. However, with the right solution in place, marketing and sales can align to focus on the same goals and drive more revenue for their business.

    Join us as we share tips and best practices for finding more leads, closing more deals, and maximising marketing ROI by connecting sales and marketing to grow your business faster.

    Learn how to:

    Find and nurture more leads with smart digital advertising and powerful marketing automation.
    Close more deals by aligning sales and marketing
    Maximise ROI with intelligent campaign insights
  • How to Build an Unstoppable Revenue Machine for 2020
    How to Build an Unstoppable Revenue Machine for 2020
    Christopher Ryan, The B2B Revenue Growth Expert Dec 17 2019 6:00 pm UTC 45 mins
    2020 is fast approaching and there are effective actions you can take to ensure a better upcoming revenue year. In this presentation, revenue growth expert Christopher Ryan shares proven strategies and best practices for building a foundation for marketing and sales success. Specifically, seven revenue dynamics will be covered, including how to assess where you are at on the revenue growth path. Addressing any one of these dynamics can improve your revenue results, optimizing all seven can catapult your results, and give you great competitive advantage.

    Ryan will discuss the lead-to-revenue (L2R) model which consists of all the processes, tools, and people involved in each stage of the buyer’s journey, from initial awareness to close of the business. This L2R model may need a tune-up or an overhaul and the theme of this event is that what got you here may not get you there. To have a better year, we need to take a close look at our existing marketing and sales processes, and then work to improve where necessary to build a foundation for future success. Examples will be shared of companies that have taken these revenue growth steps and achieved great success.

    You will learn how to:
    1. Quickly determine your place on the revenue growth curve.
    2. Evaluate the level of alignment between your marketing and sales organizations.
    3. Test and improve your branding and positioning relative to the competition.
    4. Discover and plug any sources of revenue leakage.
    5. Build a framework that supports consistent revenue growth.
  • Maximize Success by Building a Peak Performance Sales Team
    Maximize Success by Building a Peak Performance Sales Team
    Jamie Crosbie, The Top Sales Talent Expert Dec 18 2019 6:00 pm UTC 45 mins
    Do you know what the missing piece is to grow and sustain peak sales performance among your sales team? Most Sales Leaders spend the majority of their team development time focusing on teaching or improving sales skills BUT 80% of sales success is based on mindset and ONLY 20% of sales success is based sales skills set. If only 20% of the success quotient is based on skill set - why are we solely focused in that area? We must learn what we can do as Sales Leaders to build a peak performance mindset sales organization so we can achieve maximum sales results!

    You will learn:

    1. Learn to change the trajectory of the success of your sales team by at least 38%
    2. Determine how to maximize each sales team member to their full potential
    3. Teach your team to engage in a growth mindset which will propel sales results
    4. Learn the key qualities to evaluate to hire team members with a peak performance mindset
  • Next-Gen Financial Services: exploring the potential of AI and voice
    Next-Gen Financial Services: exploring the potential of AI and voice
    Technova Dec 19 2019 10:00 am UTC 59 mins
    Adopting new technology to better deliver for customers

    Increasing customer expectations, the constant threat of disruption and on-going regulatory requirements has ensured digital transformation remains high on the agenda for financial services firms. AI is already playing a role in refining customer interactions, with RPA and robo-advice at the fore, but with voice next on the horizon, it is vital that firms stay ahead of the innovation curve.

    Achieving outstanding customer experiences, increasing revenue per customer and overcoming common hurdles to adoption.

    Hear how financial services organisations are harnessing the power of AI and voice across the sector.
  • Sales Management - Fireside Chat: How Sales Leaders Can Jump Start The Year
    Sales Management - Fireside Chat: How Sales Leaders Can Jump Start The Year
    Steven Rosen Dec 19 2019 6:00 pm UTC 40 mins
    Sales Management Experts Steven Rosen and Mike Weinberg discuss “How Sales Leaders Can Jump Start The Year”.

    What are the 3 things a sales leader should be doing to ensure they can Jumpstart their year?

    - What are you finding are the biggest obstacles that sales leaders face to consistently exceed quota?
    - What can they do to overcome each of these obstacles?
    - What are the top 1% of sales leaders doing to drive sales performance?
  • Create A Culture of Business Acumen for Large Account Sellers
    Create A Culture of Business Acumen for Large Account Sellers
    Barbara Weaver Smith, The Large Account Sales Expert Dec 20 2019 4:00 pm UTC 45 mins
    Part #12 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.
    The most successful large account sellers have a kind of secret sauce that’s very hard to come by. In fact, it undergirds almost everything I’ve discussed throughout this series. I’m calling it “business acumen” or “business sense.” It’s a general awareness of how companies make money, what’s going on in the commercial world, how their products and services work in many different environments and industries, what’s new and what’s on the horizon in many different fields. This webinar is about how you can foster that kind of attitude and curiosity in the sales culture of your company.
    You will learn:
    1. How to grow a sales team of specialists and generalists
    2. Lead your team in “looking around.”
    3. How to involve your company leaders in a business acumen culture.
    4. Sales training activities to develop insightful large account sales execs.
    5. Series summary
  • The Best Assessment Tools for Boosting Team Effectiveness
    The Best Assessment Tools for Boosting Team Effectiveness
    Deb Calvert Jan 7 2020 4:00 pm UTC 45 mins
    So many to choose from! But which one is best? Which assessment tool will meet the needs of YOUR team?

    In this webinar, you'll learn about:
    - the various types of assessments most often used for building team effectiveness and strengthening collaboration.
    -- How do identify the type of assessment your team needs
    -- Best practices for using a team assessment instrument
    -- What to do after the assessment for maximum impact

    I'll also share my favorites and explain why I like them and what I've seen them do. After all, you want results (not just a fun workshop), right?

    Bonus giveaways will include discounts on an assessment you may not have heard about yet. It's a powerful one that everyone who's part of a team should consider!
  • 10 Laws of Cloud Solution Building
    10 Laws of Cloud Solution Building
    Chaitra Vedullapalli and Karen Fassio Jan 9 2020 9:00 pm UTC 30 mins
    Building cloud solutions is a daunting task. Learn how to navigate the solution building with cloud technology with Cloud Hyperscalers.
  • Getting Started with Conversational Artificial Intelligence
    Getting Started with Conversational Artificial Intelligence
    Mobinology: Kenneth Chung, Co-Founder - Artificial Solutions: Chris Tew, VP APAC & Alexander Hoffmann, Presales Engineer Jan 14 2020 8:30 am UTC 45 mins
    What's Conversational AI and how can it transform my business? How do I get started?

    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. But creating this type of experience requires more than just simple slot-filling chatbot technology, where users are expected to speak or text in formulaic, rigidly structured commands. Customers want to converse using their own words, phrases and terminology, and expect an intelligent response.

    From answering a simple billing query or booking a reservation, to delivering advice on complex topics, an intelligent conversational interface lets your customer ask for exactly what they want to know.

    Join Kenneth Chung, Head of Sales & Co-Founder of Mobinology and Chris Tew, VP Sales Asia Pacific at Artificial Solutions as they discuss how companies can get started on their digital transformation and conversational AI journey today. Then, Alexander Hoffmann, Presales Engineer at Artificial Solutions will live demo a Teneo built solution. With an established presence in delivering chatbot applications to enterprises, Mobinology brings a high level of expertise in building and deploying conversational applications. Together, with Artificial Solutions’ advanced conversational AI development platform, Teneo, the two companies are ideally positioned to take advantage of the growing demand for natural language interfaces. Both companies have recently signed a partnership to tackle the growing demand for natural language interfaces in Asia.
  • Supercharge the Productivity of your Inside Sales Teams
    Supercharge the Productivity of your Inside Sales Teams
    Hannah Kundra and Niccolo Zapponi, Senior Solution Engineer Salesforce Jan 14 2020 10:00 am UTC 28 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
  • NETWORKING: Building Your Connected Business Community
    NETWORKING: Building Your Connected Business Community
    Chad Meyer, Co-Founder & EVP Sales Xceleration Jan 14 2020 8:00 pm UTC 60 mins
    Learn best practices for networking to build and grow your business contacts. You will learn how great salespeople build out their connections to support their sales process.
  • Watch Your Sales Language: What To Say & Avoid In Emails & Online
    Watch Your Sales Language: What To Say & Avoid In Emails & Online
    Liz Wendling, The Complex Sale Expert Jan 16 2020 5:00 pm UTC 45 mins
    Are you frustrated with sending emails that don't get a response? Do you feel like your messages are not hitting the mark or landing with impact?
    In this new webinar, Liz Wendling will help you to identify the sales language that generates interest versus creating resistance. You will understand the importance of language and learn why what you say and how you say it matters more today than ever before. You will have what you need to craft messages that get a response.
    Takeaways:
    • Understand how specific language either pulls people into you or pushes people away.
    • Discover the phrases that suck the power out of your communication and weaken your message.
    • Identify that predictable language that causes people to trust you, buy from you, follow you, listen to you, or dismiss you.
  • The Ultimate Sales Experience: The Customer Journey
    The Ultimate Sales Experience: The Customer Journey
    Melissa Madian, The Sales Experience Expert Jan 16 2020 6:00 pm UTC 45 mins
    The terms Sales Enablement and Customer Experience are super trendy right now... but how do you practically apply them to your business to achieve revenue growth? In this session, Melissa Madian will be joined by the Founder of DesiredPath, Kia Puhm, to provide some real talk on common mistakes made in your customer’s journey, how to combat them, and how to enable your sales functions to create a fabulous customer experience.

    You will learn:

    1.What mistakes you are making in your customer’s journey.
    2.How to easily avoid those mistakes by getting into the head of the customer.
    3.How to create situational awareness for your revenue-generating functions.
  • Aligning Sales & Marketing: How Salesforce Uses Pardot
    Aligning Sales & Marketing: How Salesforce Uses Pardot
    Daniel Yamoah, Pardot Specialist. Denis Hoogweg, Pardot Solution Engineer Jan 23 2020 10:00 am UTC 44 mins
    Alignment between Sales and Marketing is potentially the largest opportunity for improving business performance today. When sales and marketing teams unite around a single revenue cycle, they dramatically improve sales productivity, marketing ROI and, most importantly, top-line growth.

    Join this Webinar to hear how the Pardot marketing team used Pardot's B2B Marketing Automation platform + Salesforce Engage to put the power of marketing automation in the hands of our sales reps.

    During this live webinar you will learn:

    How to create marketing-approved sales campaigns that will generate more leads
    Close more deals and maximise ROI
    Achieve sales and marketing alignment
  • AI and Analytics for Every Business Process
    AI and Analytics for Every Business Process
    David Gibbons, Senior Director, Product Marketing, Salesforce Jan 29 2020 10:00 am UTC 30 mins
    AI solutions at Salesforce promise to make companies more productive by augmenting the decisions they make with relevant information. But in practice, how can you deliver algorithmic insights at scale for your business at the moment of action? Join this session to see some real-world examples of data and analytics intelligence in action and hear from our customers to find out how they're optimising their business across industries, including financial services, to drive growth through data and analytics.
  • CX Transformation for a Leading Telco Using Design Thinking and Machine First™
    CX Transformation for a Leading Telco Using Design Thinking and Machine First™
    Dhananjay Hegde Industry Transformation Group Lead, Cognitive Business, Communications, Media and Information, TCS Jan 29 2020 12:30 pm UTC 29 mins
    Telecom consumers demand proactive services. Digital orchestration is helping telcos reimagine customer journeys. Learn how a leading ANZ telco retained 51% market share, improved CX by 15 points and reduced cost-to-serve by over 50% leveraging TCS’ automated, analytics-driven, on the cloud, non-intrusive intelligent customer experience center.
  • Embracing Predictive Banking: Loan Growth with Next Best Action
    Embracing Predictive Banking: Loan Growth with Next Best Action
    Dibyendu Mukherjee Jan 29 2020 3:00 pm UTC 29 mins
    Traditional banks have access to rich customer data. But unless banks proactively leverage digital technologies and advanced analytics, the data fails to deliver ROI. Gain insights into how one bank is harnessing data with a Next Best Action approach to predict customer needs for personal loans and create a wealth of cross-selling opportunities.
  • Blockchain-led purposeful and profitable ecosystems
    Blockchain-led purposeful and profitable ecosystems
    TCS Feb 18 2020 1:00 pm UTC 29 mins
    Enterprises need to focus on 4 Ps - People, Planet, Purpose and Prosperity - to sustain in today’s era. The most impactful of all – Purpose - acts as a glue to build an incentivized intelligent & experiential ecosystem, powered by next-gen technologies such as blockchain. Learn how enterprises can develop a purpose-driven blockchain-led strategy.
  • The Inclusive Enterprise: Embracing Employee Diversity through Technology
    The Inclusive Enterprise: Embracing Employee Diversity through Technology
    Anantha P Sekar, Global Head, Conversational Experiences, TCS | R Sasirekha Head, Technology Leadership Guild, Conversationa Feb 18 2020 1:30 pm UTC 29 mins
    Advancements in conversational AI have enabled enterprises to be inclusive and ensure superior employee experience with efficiency and effectiveness. Gain insights into how this creates positive impact spanning diverse linguistic-ethnicity, special needs, multi-generational workforce, recruitment, mobile workforce, field force and corporate events.