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.
As the measurability of marketing campaigns has gone up, marketers have become obsessed with things like CPL and MQL. They’ve focused more of their budgets on demand generation volume rather than on understanding the drivers of better outcomes. Despite their best efforts, for many companies, SQL/SAL conversions remain just half of where they should be for their efforts. There’s clearly a better way.
In this webinar, we’ll address how better synchronizing content development and delivery, to truly integrate your branding and demand generation, can lead up to a 2x increase in ROI. Here’s what we’ll cover:
• A preview of TechTarget’s research on the effect of integrated branding on real consideration rates and demand gen conversion – based on the analysis of 110,000 IT solution deals
• How Bedrock Data uses a blend of thought leadership and demand generation content to achieve their sales goals
This webinar will help those in charge of conducting contests to inspire results and actions to increase sales. Learn how to create a successful SALES contest that can change behavior and your bottom line….which can be FUN! Learn what to to reward, how to reward and types of rewards.
If you look under the hood of industry leading organizations, you’re likely to discover efficient and metrics-driven inside sales team. To achieve success in inside sales it takes grit and passion. Those who continuously optimize their sales processes and truly understand their customer’s needs will rise above their competitors.
At the intersection of art and science, inside sales serves as an “engine of growth”, a key revenue driver when done effectively.
In this webinar, you will hear from our experts on the **processes**, **people,** **systems** and **implementation methods **they have used to achieve success.
Lauren Bailey, President of Factor8
Jeremy Wigget, Senior Director Sales Development at Salesforce
Chase Larson, Chief Technology Officer at SixPackShortcuts
Most sales people want to land larger accounts. Complex account sales include the need for an executive sponsor. Learn how to access key executives in your target accounts and engage with them over time. Executives appreciate and respond well to a pro-active, planned approach to cultivate them appropriately.
Once upon a time, managing the content used to support b-to-b salespeople was purely a marketing function, and Sales Enablement practitioners were asked to do little more than house materials in an accessible location for reps to find.
Today, high-performing sales organizations have to act far more holistically, leaning into the best practices of Sales Asset Management as defined by SiriusDecisions:
-Understanding the heavy impact of sales-centric content on winning deals
-Delivering activity-based-enablement environments where the content finds the rep
-Anticipating what “good, better, best” look like in a world-class SAM deployment
-Leading the way regarding SAM vendor selection, deployment, and ROI analysis
Join ClearSlide and SiriusDecisions’ Research Director, Peter Ostrow, in this informative webinar.
How much better would your life be if your sales prospects gave you their upfront permission to pitch and sell to them? It would be awesome, right ?
So, how can you get them to give you that precious permission?
This free 30 minute webinar will:
- Introduce you to the concept of Permission-Based Selling
- Teach you how to cold-introduce yourself in the right way
- How to get your prospects to give you their permission to sell to them
- What to do next when they do
Here is a 1-minute preview:
Data, data, data. Companies collect a lot of it, but not all companies know how to use it to improve sales performance.
Join Jason Jordan, best-selling author of Cracking the Sales Management Code, as he shares his latest research on the topic of sales forecasting.
During this interactive discussion, Jason will reveal:
- Drivers of accurate sales forecasts and the fundamental ways to forecast your sales
- Critical differences between forecasting and pipeline management
- Key characteristics of a healthy pipeline
- This webcast features the simple steps you can take to improve your processes and build superb forecasts and pipelines.
Recurring revenue and subscription business models are taking hold across every market sector. Initially the transition to recurring revenue is simple. But as a company scales and diversifies their products, operational issues are exposed that have real business consequences. Organizations are finding that their traditional methods, tools, and approaches are not only a hindrance, but eroding the recurring revenue business.
This webinar covers the 11 organizational symptoms such as mushrooming headcount, customer churn, reporting inaccuracies and more, that should alert you to a severe problem—reduced performance and increased operational cost—in your subscription business.
Jeff Wissink, Managing Director for Navint Partners has 22 years of experience in interim Executive Leadership (CIO), business strategy realization and enterprise business transformation. His expertise includes extensive work with consumer products, SaaS, apparel/retail, and media and entertainment.
Stephen Terry, Director of Subscription Services, Navint Partners has over 20 years of experience delivering product and service innovation. He has developed deep expertise in helping clients transition their product catalog, operating practices, and business systems to build and grow subscription and consumption revenue streams.
Technical decision makers intimidate many sellers. As a result, sales and support teams sell themselves short. Learn how to overcome obstacles and cultivate relevant and lucrative relationships that impact customer acquisition and customer retention.
As a Sales Manager, you can make an even bigger impact when you learn how to cross-apply your selling skills. Needs assessment, proposing solutions and overcoming objections are all a part of sales coaching, too, so you've got a fine foundation to build on. It's simply a matter of shifting your delivery to meet the needs of your new customer (the salesperson!). Join me to find out how to make the shift that will make an even bigger impact on sales.
Today’s prospects and customers expect a custom experience - whether they’re investing in a pizza, a car, or a sales solution. Generic presentations don’t stand a chance. But tailoring a sales presentation or crafting a targeted message for each opportunity is difficult. Sales leaders must be sure they’re equipping their teams with the solutions that tell you exactly how a prospect is interacting with your content, so communication can be personalized for the next best action. Tracking engagement enhances customized, guided selling in personalized sales presentations. These solutions provide the features that sellers want with the analytics that sales leaders demand to effective run their sales organizations.
Join sales presentation expert, Julie Hansen, for this webinar where you’ll rediscover why the right sales enablement solution with enhanced engagement features and analytics provide maximum and measurable results. You’ll learn:
-How sales engagement data provides insight into personalized content
-How to leverage engagement data in an ideal sales presentation sequence
-How to maximize follow up potential to move deals forward
With company and industry specific information, we have knowledge that will help you position your product or service in a way that will have clients nodding.
These insights are presented in an easy-to-digest format, highlighting the greatest opportunity for improvement based on historical and industry trends. Soon, you'll be making a case for the value of your solution that can stand up to the toughest buyer's scrutiny.
Bpm'online invites you to a free webinar “Adding intelligence to your Digital Transformation process: driving innovation and flexibility” with Brent Leary, one of the most influential CRM industry experts, as a guest speaker.
Today 87% of businesses treat Digital Transformation as their competitive opportunity, however, only 10% of companies describe themselves as fully digital.
Bpm’online has invited Brent Leary, one of the most regarded industry experts, to share his expertise on how to tackle the challenges of Digital Transformation and how intelligent technology impacts the future business landscape.
REGISTER FOR THE WEBINAR AND LEARN:
• Best practices in strategy execution: how to upgrade your Digital Transformation strategy with Artificial Intelligence.
• How companies will have to adjust and adopt new ways of thinking to stay connected with customers and serve them moving forward.
• Why AI is destined to change how businesses engage with customers forever and how to respond to this change.
• How intelligent technology can enrich your customer engagement strategy by providing profound insights and better workflow visibility.
• How today’s intelligent CRM solutions are driving growth for organizations from various industries.
Featured Guest Speaker: BRENT LEARY, Co-founder and partner of CRM Essentials LLC
Co-presenter: MATT THARP, Chief Evangelist at bpm’online
Don’t miss out the opportunity to acquire extensive knowledge on how to accelerate your time-to-strategy execution with intelligent technology powered by AI from one of the most regarded industry experts!
A strong opening is critical to the success of your presentation today. Learn how to create an “Out of the Box” presentation opening that stands out from the competition and gives your prospect a compelling reason to pay attention.
In Miller Heiman Group’s CSO Insights latest Sales Performance Optimization Study, on average, only 57% of reps make quota. If you could ask a few insightful questions proven to fill your pipeline with quality deals, would that be a good use of your time? Join Janice Mars, Principal and Founder of SalesLatitude and Shawn Sandy, Chief Revenue Officer of The Selling Agency for a fun and action-packed 45 minutes on how to crush your quota and fuel your pipeline.
Forrester reports that less than 10% of sales leader have confidence in their sales activity data...that is a BIG problem for sales organizations. Sales leaders must be sure they are equipping their organizations with the proper tools to effectively measure the impact of their interactions with prospects in order to increase pipeline and close more deals.
But how can sales teams be sure that the content and communications they're using with prospects is landing in a way that will garner next-step commitment and progress deals? In this webinar, sales leader Anthony Iannarino will demonstrate how to leverage sales engagement data to gain more commitments from prospect interactions to move deals forward.
You'll gain actionable insight from this webinar, including:
-How to uncover new decision makers and bring them into the conversation
-How to effectively craft compelling follow-ups to gain prospect commitments
-How to measure the efficacy of your content during outreach
About Anthony Iannarino:
Anthony Iannarino is a renowned speaker, author, and sales leader. He travels the world educating people on sales best practices. He was named one of Forbes' Top 30 Social Salespeople in the World and is continuously shaping the conversation of what works and what doesn't in sales.
Mindfulness is the latest buzzword for improving workplace productivity. But it is rarely taught to the sales department. Can mindfulness be applied for improving salesperson performance? Sales trainer and author Jeffrey Lipsius discovered a way that it can. Join him for a webinar introducing his method for applying mindfulness for selling success.
The Connections, Contracts and Outcomes you want are waiting for you to become an “eligible receiver.” When you develop the qualities and apply the tactics that engage them then what you’ve been seeking will also be seeking you.
Jim Cathcart, author of Relationship Selling, The Acorn Principle and The Self Motivation Handbook is one of the top speakers in the world: Sales & Marketing Hall of Fame, Speaker Hall of Fame, TEDx top 1% (over a million views), Golden Gavel Award and more. He has worked with over 3,100 clients in applying this strategy and it will work for you too!
You’ve heard all benefits of account based sales development: better alignment between sales and marketing, increased engagement with target accounts, and larger deal sizes leading to higher revenues. That’s great, who wouldn’t want that? But how do you get there?
Although implementing an ABS strategy varies somewhat from company to company, we’ve learned quite a bit about what it takes to do it successfully from our customers as well as our own sales and marketing teams. In this webinar, you’ll learn:
• How ABS has made our customers more effective in their sales and marketing outreach
• The process we went through to achieve ABS success
• The key ingredient to aligning sales and marketing to achieve the best results with ABS
The presenters for this webinar are Barbara Winters, Vice President of Marketing at HG Data, and Justin Kitagawa, Director of Sales and Marketing Technology at HG Data.
Everyone loves a good comeback story. Learn how SDR Managers Alex and Jordan helped turn a fail into a sale by harnessing the power of account-based sales.
In this 45-minute webinar, you’ll learn:
-How we were able to see growth in 220% growth in 3 months using intelligent prospecting techniques
-How our SDR team learned to automate the mundane tasks and spend time personalizing where it matters
-Best practices for implementing persona targeting at scale
Are you creating value in every sales call? Value that differentiates you and makes you relevant for every prospect? Value creation drives sales, and only salespeople can drive value creation.
Join this panel discussion to learn specific ways to achieve sales success, crush your quota, and be the sales pro your customers look forward to meeting with. Deb Calvert from People First Productivity Solutions will moderate with guests Lisa Dennis, founder of Knowledgence, Jeffrey Lipsius, author of Selling to the Point, Brian Burns, host of The Brutal Truth about Sales & Selling, and Michael Pici, Director of Sales at HubSpot.
Join us live to post your questions for the panel discussion and to hear from 4 points of view on everything related to value creation in sales.
By supplying your contact information, you authorize the panelists and HubSpot to contact you with more content and/or information about each of its services. You further authorize the moderator to pass your information to HubSpot for these purposes.
Discover the biggest challenge to both inbound and outbound sales efforts and how to address it so both thrive. In this session, you will learn the key component for success in both your inbound and outbound sales strategy.
To reach today’s modern buyer, sellers need a mashup of inbound and outbound sales activities. Barb Giamanco will share 7 strategies for using social channels and creative outbound approaches to peak buyer’s interest, attracting them to your salespeople like a magnet. That’s the path to generating more leads and sales conversations!
Sometimes the messaging delivered by Marketing doesn’t have enough punch when used in the field by sales people trying to get the attention of a prospect. Content creation and sales conversations are different! Learn 5 ways to strengthen sales messaging and stay consistent with your offering’s core message and engage the buyer.
More than forecasting, automation, or performance, the big opportunity for AI in sales is in addressing productivity. In this session, learn how sales leaders can move beyond reliance on CRM data and KPI’s to measure sales progress. You’ll find out how other intangible factors that affect sales results such as team mood, product knowledge, work ethic or closing ability can be measured too.
La signature électronique n'est que le début de la digitalisation. En simplifiant, sécurisant et en rendant 100% numérique n'importe quel processus de validation ou d'approbation, vous irez de l'avant !
Faire signer des documents de manière électronique, à distance via une invitation par email, en quelques clics sur un site web ou en face à face sur une tablette, simplifie l’ensemble des processus de gestion.
Fini l'impression, la signature manuelle, le scan ou l'envoi par la poste : vous réduisez vos coûts de 40% et devenez le véritable héros digital de votre entreprise.
Nous vous présenterons les nombreux bénéfices de la signature électronique, pour vos processus internes comme externes :
- Raccourcir les cycles de vente,
- Conclure davantage d'affaires,
- Mieux gérer ses fournisseurs,
- Embaucher plus vite…
De nombreuses entreprises françaises ont déjà transformé leurs processus métier en dématérialisant leur parcours de signature de, par exemple, leurs contrats de ventes, leurs contrats fournisseurs, RH, leurs processus de validations internes. Sautez le pas !
Traditional linear demos are a thing of the past. New research shows that starting with the end in mind is the key to a successful demo with today’s busy buyers. Learn how to Flip Your Demo and increase your win rate!
La signature électronique, véritable brique de la transformation digitale des entreprises, aide les fonctions commerciales à conclure des affaires plus rapidement partout dans le monde.
En offrant une meilleure visibilité sur le statut des différents contrats et en vous permettant d'une part de collecter des informations, afin de supprimer la nécessité de ressaisir les données, et d'autre part d'envoyer des rappels, la signature électronique vous permet de vous concentrer sur la vente plutôt que sur le suivi des signatures de vos contrats.
La solution DocuSign s'intègre en toute simplicité à vos outils d'aide à la vente, comme Salesforce.com, Microsoft Dynamics CRM et NetSuite pour n'en citer que quelques-uns.
Découvrez comment faire signer des documents de manière électronique, à distance ou en face à face, en quelques clics sur un pc ou une tablette et simplifiez vos processus.
Fini l'impression, la signature manuelle, le scan ou l'envoi par la poste : vous économisez 33€ par document à signer.
According to the latest CSO Insights research, effective sales onboarding services can improve quota attainment by 21.3% with noticeable impact on sales performance in the fiscal year.
There are a number of ways that organisations can reach full productivity for new sales hires, but it all starts with a well programmed, measurable and dynamic onboarding curriculum that meets the individual development needs. But it doesn’t stop there.
On this webinar, you will discover how to:
· Establish a baseline understanding of sales rep capabilities and detect early warning signals
· Implement a data-driven coaching model to remove guesswork in coaching and support reps in reaching and staying at peak productivity
· Compress time to value through a continuous sales enablement program that aligns onboarding to the customer journey
Are you frustrated with your sales results, even though you have put a lot of time, money and effort, your heart and soul into growing your revenue? Looking to grow your sales, quickly and effectively, but also prevent buyer’s remorse and keep your clients loyal?
This webinar will help you identify new ways (that you can start using right away!) to find, engage, win and keep new clients.
Here's what you will discover:
1.FIND: How to find new clients who are in the market today
2.ENGAGE: How to connect with them instantly and engage into a dialogue
3.WIN: How to remove any resistance and win new clients
4.KEEP: How to prevent buyer’s remorse and keep your clients loyal
Using CallidusCloud CPQ to quote is just as important as being able to deliver industrial safety services and products. As the lead transformation agent for the implementation of CallidusCloud CPQ and Commission tools at Total Safety, Melissa Bennett transformed Total Safety’s sales process focusing on the alignment of sales technology, process, and sales leadership. Hear how she was able to accomplish this process change.
About the Speakers:
Bill Butler, Director of Solutions Marketing, CallidusCloud is a veteran technology sales and marketing leader. He has focused on creating value with highly technical products including embedded computing hardware, BIOS software, IoT, inertial navigation sensors, algorithm IP and enterprise SaaS software. Born in Canada, he’s lived and worked in South Korea as well as the NY, Chicago and now San Francisco Bay areas. He’s done business in 16-countries, travelled over a million miles and is also the author of a book on business travel.
Melissa Bennett is the Director of Business Continuity and Salesforce.com at Total Safety, the premier global provider of integrated safety services and solutions for hazardous environments. She is responsible for streamlining and re-aligning the processes that touch the Lead to Order sales cycle. Melissa has worked to transform Total Safety's sales processes--focusing on the alignment of sales technology, process, and leadership. Melissa has expertise in process change, forecasting, pricing, proposal management, CPQ, and CRM. She earned an MBA from Rice University as well as degrees in marketing and communications from Boston College. She was the lead transformation agent for the implementation of the CallidusCloud CPQ and Commissions tools at Total Safety.
A one-size-fits all value proposition fits no one. Learn how to take your value proposition and tailor it from the buyer’s point-of-view. With multiple people involved in a typically B-to-B purchase decision, personalizing by executive can help get you on the short list and ultimately win the deal.
Sales Managers manage sales... So who leads salespeople? Sadly, in many sales organizations, the answer is no one. But when a Sales Manager focuses on leading and developing and ennobling sellers, there is a profound impact on employee engagement, retention, sales productivity, customer satisfaction and both top line and bottom line results.