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.
Forty-four states, DC and four territories have adopted the Common Core State Standards (CCSS). This means that school districts across the country are planning for 100% online assessments during the 2014-2015 school year. One of the most important conditions needed for being able to administer online assessments is network infrastructure readiness.
Attend this 30-minute webinar and join Gavin Lee, Senior K-12 Business Development Manager at Juniper Networks, to discuss the critical network must-haves that all school districts should consider when looking to deploy a robust and supportable network. You will also receive practical guidance on how to get the most out of your network infrastructure and how to best prepare for the CCCSS assessments:
• Consortia network infrastructure
• Wired and wireless network capabilities
• Robust network security
• Network support readiness
• Juniper Networks network infrastructure readiness resources
Join us for another session of our Practical Marketing series to learn about increasing your local brand awareness. Every small business needs to define who they are, to tell their unique story, and to attract attention and awareness from the right target audiences. Our small business experts will share thoughts on immediate action items to help you do just that.
Growth-hacking rose to prominence in 2010 as a model to rapidly grow a company through unconventional techniques. The concept caught on with marketers at large and small companies as well as its fair share of detractors. In this spirited interview, Christine Crandell discusses with Greg Ott, Intuit’s VP of Marketing for QuickBooks Online, growth-hacking’s applicability to larger organizations and if it can help to reverse Marketing’s cred as corporate bad boy.
The 20 minute video interview with 10 minute audience Q&A will also explore how technology drives change companies may not be ready for and how marketers can turn to their advantage.
As Zuora grew quickly and scaled big, they became increasingly disconnected from their customers. CEO Tien Tzuo describes how he and his team set out to redefine their vision and mission to be more customer-centric. In doing so, Zuora created their customer success blueprint.
Watch this 20-minute video from Customer Success Summit 2014 as Tien explains how they tested and established a 9 key framework for Zuora's services. This helped align the entire organization – every department – in how they interacted with their customers. The result? Customer satisfaction increased and churn reduced.
Do you know your customer success blueprint? Watch now.
Do you have a team of inside sales reps responsible for the front end of the sales process? Are these reps contacting leads and qualifying them before passing them to sales? If the answer is yes, then you are doing the right thing. Best in class companies all have this dedicated function. The next step is to optimize the process and drive more qualified opportunities and ultimately, more revenue.
In this webinar, inside sales expert Craig Rosenberg will discuss the best practices and tactics for the best inside sales organizations in the world. Learn the essential attributes of leading inside sales teams.
Networking. Everybody talks about it, particularly in regards to job
search success, but do you really know the who, what, where, why,
and how of networking? Join this webinar to learn:
• Who should be networking?
• What is networking?
• Where does networking take place?
• Why networking is important
• How to network, including how to get started
and what to say
Objective based selling looks at how to align the conversation with the buyer’s objectives, and leveraging those objectives to create a better conversation that drives mutual opportunities and success. With changes in the buying and selling dynamic, B2B buyers who are ready to buy are much better informed and more empowered than ever, and unless sellers are that much better prepared they risk being reduced to glorified order takers. Buyers who are not in the market, the so called Status Quo, are more time deprived than ever and are much less susceptible to traditional sales approaches and conversations. Impervious to pains, needs or solutions, a large segment of your market is better able to cocoon themselves from traditional sellers and sales conversations.
The presentation will cover how to take advantage of current realities and present specific ways sellers can successfully approach and engage prospects, but create selling opportunities where others may not see any, and in the process build credibility, expert status, and loyalty with existing and new buyers. Objective based selling is a process based, value driven four plank platform for success in selling to Status Quo buyers, the most overlooked segment of the market:
• Breaking down "Value" to core components and why people buy
• Leveraging past experiences – Won, Lost and No Decision deals – 360o Deal View
• Building a better question
• Proactive exploration
Find out what happens when a company with thousands of salespeople and channel partners, and tens of thousands of pieces of marketing content, created by hundreds of different product groups and business units, decides to create content that is consistent and supports the right actions in the field. Thierry will discuss Cisco’s global effort to create less, but more relevant content, in order to help deliver better sales impact.
Thierry is a regular professional speaker and educator in the field of sales enablement and has delivered numerous keynote addresses and educational sessions across the world.
Two-thirds of companies surveyed indicate they expect to grow their sales team in 2014. With this anticipated growth in sales organizations, the burden of onboarding and ramping new sales staff as quickly as possible becomes paramount to sales leaders. On average, it takes 40% of organizations between 7-12 months to effectively onboard and get new sales representatives to productivity.
The majority of executive management respondents also had a key focal area for sales: 87% indicated they needed to improve overall quota attainment. To compound this, 36% said they were only somewhat or not confident in their sales organization’s ability to achieve quota attainment.
Listen as Qvidian CMO Christopher Faust discusses the key objectives for sales organizations in 2014, the challenges and obstacles they expect to face, as well as the investment areas needed to improve sales execution.
We all know the criticalness of effective sales enablement to every organization: better quality leads, quicker sales cycles, increased revenue growth, and customer loyalty.
However, sales enablement reaches much farther than just your sales team.
In this webinar you will be learning about the larger scope of sales enablement and how it encompasses three different pillars of engagement:
- Marketing facilitates the buying process by enabling prospects to self-serve information about the product or service that will move them along in the buying cycle.
- Enabling your sales team with information and content that prospects actually want, and doing so as quickly as possible will lead to more and quicker sales.
- Providing customers with a self-serve community once the buying process is over can increase customer retention, lower churn, and help build strong brand loyalty.
Join in this webinar with Bloomfire and learn how to effectively implement each pillar of sales enablement in your organization.
Customer Success Summit session: Every ecosystem has its "wolves" to keep the order of things, and your business is no different. Kerry Bodine, co-author of Outside In, explains the importance of mapping out your customer's journey in the SaaS ecosystem and harnessing the power of your "wolves" to drive great customer experiences.
Watch this 30-minute video from Customer Success Summit 2014 to learn why:
- SaaS organizations need to approach Customer Success with a human-centric design
- Mapping out your customers’ journey identifies key moments of truth where you’re not meeting their needs
- Empathy is a mandatory part of Customer Success
Don’t mistakenly remove the “wolves” from your SaaS ecosystem. Watch the session now.
Great sales conversations have never been more important. Today's complex problems require new ways to engage buyers across all stages of their journey. Join a panel of sales enablement experts to learn how to develop a systematic program that enables your salespeople to have insightful conversations that set them apart from competitors.
Jim Moliski, Senior Vice President, Strategic Services, Launch International
- Craig Nelson, Founder and Principal, Sales Enablement Group
- Pat McAnally, Research Director, Portfolio Marketing Strategies, Sirius Decisions
- Tamara Schenk, Research Director, Miller Heiman Research Institute
Sales enablement is seen by many as the essential bridge between the marketing message and the sales conversation. But it's more than that: it's also the most effective way of facilitating the buying journey in complex, high value B2B sales environment. It's no wonder that the subject is attracting so much attention.
Bob Apollo shares some of the latest best practices in this increasingly important area.
This is a must-attend webinar for any CEO or Sales Director who sells B2B and is impatient to grow rapidly. Rod Sloane shares a practical, powerful management tool that will create "Predictable Revenue" for your business.
Learn how to build an outbound sales machine that can triple your pipeline, focus on the leads that give you exponential growth, find out why salespeople shouldn't prospect, discover how to hire and grow the best kinds of salespeople and hear how fast growing companies use Predictable Revenue
Walk away with specific ideas and actions that you can begin implementing today to begin increasing revenue.
http://www.qvidian.com/sales-playbooks - Qvidian Sales Playbooks provide salespeople with automated guidance, information, tools, and sales best practices tailored to each unique selling situation - all right where sales people work their deals, within the Salesforce.com CRM.
Qvidian Sales Playbooks reinforce best practices and make sales processes more repeatable, improving the skills of your sales organization and reducing sales ramp up time.
Qvidian Sales Analytics provide greater visibility to improve sales activities and forecasting with real-time insight into what's working and what's not.
Jeanne Bliss, Author of The Chief Customer Officer, will break down how to deliver meaningful customer experiences that drive profitability and growth. It’s not about a point in time; it’s about a process that leads to customer rave. Learn 5 key competencies every company must have and why a new kind of executive – the Chief Customer Officer – is paramount to this process.
Omer Gotlieb, Chief Customer Officer at Totango, will follow Jeanne to briefly share his experiences in setting up Totango's customer success team and how they strive to continuously deliver value to their customers.
In this webinar, Laura Nuhaan, partner at The Andeta Group, a consultancy firm focusing on sales and marketing innovation will discuss the new skills that sales and marketing employees need to tap the power of social selling. She will also review the main activities sales teams should engage in to be successful and show some examples and how progress can be measured by using the social sales score card.
What's the number one factor that makes a star performer sell in any business environment? What are the two most important neglected areas to look for productivity drains? What can you do today with your team to start increasing your sales productivity?
We will identify the X factor and the two main productivity drains, we will look into how you can implement easy steps to leverage this X factor in your team, transform those two capital areas and increase your sales productivity starting today.
Did you know that ALL sales training has an impact on sales productivity? Yep, all training, no matter how much (or how little) time it takes will affect sales productivity. All training, regardless of quality, will also have some impact on sales productivity.
The problem is... All sales training has a negative impact on sales productivity, at least initially. After all, you're taking sellers out of the field and that alone reduces their sales productivity. Then you've got to factor in the learning curve and the natural struggle that goes along with learning.
What that means is that sales training is inherently risky! You've got to do a little planning in order to make sure this downturn will rebound as quickly as possible and generate the increase in sales productivity, the ROI, you were hoping to get. Learn the steps you need to take in this webinar conducted by a former sales manager and corporate sales trainer in a Fortune 500 company so you'll never make the mistakes that reduce sales productivity after training.
Research from Salesforce.com shows that the average sales professional spends only 32% of their time selling and the rest of the time on administrative tasks. Learn how to increase sales productivity and say goodbye to paper receipts and spreadsheets for expense reporting
For companies striving for rapid growth (i.e. VC funded start-ups), hiring and retaining top tier salespeople can be the difference between success or failure. Since less than 10% of all salespeople are in this top tier, even small productivity gains can have a significant impact to the bottom line. These productivity gains are magnified in an economic environment where both capital and human resources are limited and in high demand.
Ways to improve sales productivity:
•People: Hiring and training the best SaaS sales producers
•Processes: Optimizing the sales process
•Technology: Identifying, utilizing, and integrating technology
If a sales executive can impact hiring, training, the sales process, and technology. How can sales productivity tools allow your top performers to do more with less resources.
Many sales professionals have never mastered the art of the follow-up. To be successful, you have to know how (and when) to stay in touch with suspects, prospects and customers.
Join this interactive webinar to hear sales expert Tim Wackel discuss how to:
- Be more bold, creative and valuable in your communications
- Re-engage prospects that have started to ignore you
- Avoid crossing the line from persistent to pest
- Say goodbye the right way when you need to
Many of today’s B2B marketers and sales teams are going full-speed ahead to implement the newest social technologies and run complex nurture campaigns. Unfortunately, results often don’t live up to expectations. Is it because they need more content or better marketing and sales integration? Some might say “yes,” but those are missing the most important step of the customer acquisition process: Knowing Your Buyer.
Not convinced? In this 20 minute video interview with 10 minute audience Q&A Christine Crandell and Amit Varshneya, Vice President, Consulting Services, Demandbase will have a live debate on why knowing your buyer is the game-changing missing that can transform sales and marketing.
Join ManpowerGroup for a complimentary webinar designed to tell you everything you ever wanted to know about negotiating.
In this fun and fast-paced hour, Mark will share the best-ever negotiation tips in the history of the universe based on all the latest research… and his 20+ years of legal experience. You’ll walk away with a series of simple yet powerful negotiating tools you can put to use immediately.
By participating in this webinar, you’ll learn everything you could possibly ever want to know to become a top-notch negotiator, including:
•Negotiation essentials that everyone in business should know.
•An understanding of negotiation pitfalls and how to avoid them.
•Practical, real-life examples of negotiation successes and failures.
•A handy checklist you can use to assess and improve your negotiation skills.
•Everything you need to become the best negotiator
Your host is Mark Toth, chief legal officer of ManpowerGroup™ North America, a former partner in a major employment law firm, and widely known for his ability to present legal, HR and business issues in a uniquely entertaining style.
For a sneak preview, check out Mark’s popular employment law blog, or "blawg" at manpowergroupblogs.us/employment_blawg/.
Sales quotas per person usually increase every year. To respond to this challenge, salespeople therefore must increase their productivity. Most people conclude that their funnel must become fatter so the higher goal can be reached.
Research, however, shows that A players usually work with sleeker funnels than average performers. This is possible because they work with the 3 lever towards higher productivity that most other people in sales ignore. Working with these levers allows salespeople to increase their effectiveness and lets them work smarter rather than harder to attain their quotas.
Engagement with prospects is always a challenge - in both marketing or sales. It would be great to be able to send a quick email to each of our leads on an individual basis - but is this always a realistic option? Lead nurturing helps address this engagement challenge and helps deliver the right information to the right leads at the right time.
Join Mathew Sweezey, author of "Marketing Automation for Dummies," as he addresses the challenges of lead engagement for both marketing and sales teams and gives us valuable information on how lead nurturing can help solve this problem.
Over the past decade the Chief Marketing Officer (“CMO”) role has come under intense scrutiny and been hotly debated as to what the metrics, competencies and role should be. It’s a given CMOs must sign up for a revenue number, what’s not clear is if they should own the customers’ experience and how to measure the role. For organizations embracing customer-centricity, defining marketing’s role is critical.
The 20 minute video interview with 10 minute audience Q&A will explore how the CMO role has changed, what CEOs expect from marketing and what marketers need to do meet internal and external expectations.