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Sales Strategy

  • 4 Smart Ways to Find and Win New Clients
    4 Smart Ways to Find and Win New Clients Alen Mayer Recorded: Dec 13 2017 38 mins
    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
  • Unlocking VPs of Sales Secrets to Pipeline Management and Forecast Accuracy
    Unlocking VPs of Sales Secrets to Pipeline Management and Forecast Accuracy Jeff Schmidt, VP of WW Sales at ClearSlide & Marc Silberstrom, VP of WW Sales at Clari Recorded: Dec 12 2017 33 mins
    Very few teams have an easy time calling the number, let alone actually hitting it…or beating it. In fact, CSO Insights and Accenture report that nearly 60% of forecasted deals never close.

    Many teams struggle to execute during the critical opportunity-to-close process, including forecasting, which is far more than just rolling up a number -- It’s an integrated effort that involves all sales team members and leaders effectively managing their pipeline and confidently projecting where they're going to land.

    Listen in to a dynamic discussion among two top VPs of Sales of fast growing organizations, laying out their secrets to success and how they drive forecast accuracy and the sales process rigor required to scale and hit their revenue goals quarter after quarter. Spoiler: it's got everything to do with deal visibility and engagement data.

    By watching, you’ll gain actionable insights, including:

    -How to drive visibility into the true health of the pipeline
    -How to change the conversation and drive accountability
    -The fundamentals of accurate forecasting
  • Close business faster with Adobe Sign & Microsoft Dynamics
    Close business faster with Adobe Sign & Microsoft Dynamics Tony Bambury, Senior Solutions Consultant (Adobe) Recorded: Dec 12 2017 27 mins
    The reality of today’s sales world is that close rates are declining. It’s become even harder to bring home a sale during the most critical and often tricky quote-to-close process. And businesses that use manual document processes heighten the risk of sales falling through. In the last stage of a sale, you need a connected workflow that helps you get from quote to close in hours or days, not weeks.

    Join us to learn how Adobe Sign & Microsoft Dynamics speeds up sales cycles and reduces frustrating delays in the contract approval process, enabling sales teams to close business faster.

    In this webinar, learn how Adobe Sign & Microsoft Dynamics:
    • Accelerates sales success across the entire sales lifecycle, from prospects to renewals.
    • Delivers winning signing experiences, that close deals faster, reduces risks and increases retention.
    • Simplifies approvals and increases visibility into the contract cycle.
    • Mitigates risk – minimizing costly legal & business risks.
    • Can easily integrate and work for your organisation.
  • The future of Customer Engagement: accelerate transformation - DEC 7, 2:00 pm ET
    The future of Customer Engagement: accelerate transformation - DEC 7, 2:00 pm ET PAUL GREENBERG, Managing Principal of The 56 Group, LLC; Co-presenter: Matt Tharp, Chief Evangelist at bpm’online Recorded: Dec 7 2017 76 mins
    Bpm'online invites you to a free webinar “The future of customer engagement: accelerate transformation” with Paul Greenberg, one of the most influential CRM industry experts, as a guest speaker.

    According to a recent study, 84% of businesses claim that Customer Engagement will overtake productivity as the primary driver of growth.

    Bpm’online has invited Paul Greenberg, one of the most influential CRM industry experts, to share his vision on the future of customer engagement and how intelligent technology will help organizations more effectively fulfill expectations of digital-savvy customers.


    ●Best practices in building a customer-focused digital organization.
    ●How to align all business processes around your customer to drive customer loyalty.
    ●How understanding customers' needs, expectations, and behaviors helps close the gaps in performance, personalization, and trust.
    ●Future outlook on customer engagement success.
    ●Technologies to enable faster transformation across various business units.

    Featured Guest Speaker: PAUL GREENBERG, Managing Principal of The 56 Group, LLC
    Co-presenter: MATT THARP, Chief Evangelist at bpm’online

    Don't miss out on hearing Paul Greenberg sharing his expertise on how to take Customer Engagement to the next level!
  • Driving Growth Through Supply Chain Strategy
    Driving Growth Through Supply Chain Strategy Dr. Stephen Timme President, FinListics Solutions & Gene Tyndall EVP, Tompkins International and Pres., MonarchFx Alliance Recorded: Dec 6 2017 46 mins
    Traditional views of the role of the supply chain function include one that slashes logistics costs and relentlessly optimizes inventory – but how can supply chain management drive top line revenue growth? Join Dr. Stephen Timme and Gene Tyndall on December 6 to explore the business & financial benefits of transforming your supply chain into a profitable growth engine and to discover the potential paths to get there.
  • How to Effectively Leverage Email Throughout the Sales Cycle
    How to Effectively Leverage Email Throughout the Sales Cycle Email expert and Salesfolk CEO, Heather R Morgan Recorded: Dec 6 2017 29 mins
    For high performing sales teams, there is continuous measurement on email open rates, engagement, and response rates. How do you ensure a sales conversation keeps moving along?

    Join cold email expert and Salesfolk CEO, Heather R Morgan, to learn how you can effectively leverage email at every stage of the sales cycle with leading sales engagement platform, Clearslide. Here are some of the sales email best practices that will be covered in this actionable webinar:

    -How to employ email personalization techniques intelligently and at scale
    -How to maximize the readability of your email and significantly increase your odds of getting a response
    -How to leverage sales automation technology to shorten your sales cycle

    We’ll also be sharing some examples of real email templates to show you what to do and what to avoid in your own email outreach.

    More about the presenter:
    Heather R Morgan is a former economist, and founder of SalesFolk. SalesFolk has helped more than 550 B2B companies scale their outbound sales efforts and set more appointments through leveraging persuasive copywriting, data science, and game theory. Heather also has a column with Inc Magazine and Forbes, and has also had her work featured on NBC, Entrepreneur.com, Harvard Business Review, Salesforce, Hubspot, InsideSales.com, and many others sources.
  • Grow Your Business Without 'Selling'
    Grow Your Business Without 'Selling' Diane Helbig, Growth Accelerator Recorded: Dec 5 2017 46 mins
    You can’t sell anyone anything. So, stop trying! After owning some hard truths, we’ll explore 3 key elements of successful sales – ideal client, discovery, open mind. We’ll wrap up with exploring processes for prospecting, sales meetings, and monitoring. Attendees will have a better understanding of how to succeed without selling
  • Implementing ASC 606- The Backlog Disclosure
    Implementing ASC 606- The Backlog Disclosure Tony Sondhi, David Williams Recorded: Dec 5 2017 59 mins
    Please join CallidusCloud on Tuesday, December 5, 2017 at 2:00 PM (EST), for a 60-minute webinar co-hosted by EITF Member Tony Sondhi. Tony Sondhi is an author, instructor, and one of the preeminent experts in the fields of revenue recognition and financial reporting risks. He and David Williams, Sr. Revenue Manager for CallidusCloud, will discuss backlog disclosure requirements and critical issues you need to consider to successfully implement the new revenue standard ASC 606.

    ASC 606 requires substantive new disclosures about performance obligations. Companies must disclose qualitative and quantitative information about the amount of the transaction price allocated to the remaining performance obligations, including when those remaining amounts will be recognized as revenue.

    To help you understand these requirements this webinar will illustrate the requirements using public company disclosures and provide insights into data, documentation, and system needs including:

    * Backlog disclosure requirements – ASC 606
    * Implementation challenges, system needs and key implications of the issues raised in ASC 606.
    * What early adopters and other companies have told us through their SAB 74 disclosures 2016 10K, 1Q, 2Q and 3Q, 2017 SEC filings

    Attendees of this webinar will be eligible for 1 NASBA approved CPE credit at no cost. (Pending minimum requirements met by attendee.)
  • Voice Mail - Deal With It!
    Voice Mail - Deal With It! Tibor Shanto Recorded: Dec 1 2017 40 mins
    Voice mail is a reality of sales, yet few deal with it properly. This session looks at practical proven way to get messages returned, I get 30% - 50% returned in 72 hours. We’ll look at how to use voice mail as a tactical tool for increasing conversion and pipeline opportunities.
  • The Evolution of Sales Operations: Making a Strategic Difference for Sales
    The Evolution of Sales Operations: Making a Strategic Difference for Sales Dana Therrien, Rsch Dir of Sales Ops (Sirius Decisions), Christine Dorrion, VP of Sales and Channel Ops (CallidusCloud) Recorded: Nov 30 2017 59 mins
    Are you truly making a positive difference in your workday, every day? Sales operations teams know very well what they do, but struggle to explain it to others. The best way to be effective as a sales operations team is to proactively identify the upcoming challenges in sales and put the fires out before they surface. You need to have access to critical insights.

    Easy enough-right? Not really, there is always a challenge in balancing the resources between short-term tactical demand and longer term strategic initiatives.

    Join guest speaker, Dana Therrien, Research Director of Sales Ops Strategies from Sirius Decisions and Christine Dorrion, VP of Global Sales and Channel Operations at CallidusCloud as they provide a deep dive into the challenges sales operations teams face every day by:

    -Breaking down the tactical and strategic responsibilities of modern sales operations
    -Advising you on how to categorize and invest in resources properly
    -Providing a model that explains what sales operations actually does
  • Sales Operations' Impact on Sales Talent Management
    Sales Operations' Impact on Sales Talent Management Franco Anzini, Sr. Director of Sales Operations, Xactly; Marcus Latour, Director of Sales Enablement, DocuSign Recorded: Nov 28 2017 55 mins
    Smart sales organizations capitalize on every available opportunities to improve sales talent management. One often under recognized contributor is sales operations. Sales ops departments contribute mightily to salesperson effectiveness, job satisfaction, and sense of engagement.

    Watch this webinar, "Sales Operations' Impact on Sales Talent Management," to learn how sales ops can help maintain and retain top sales talent in an organization through better training, coaching, and processes. You will also hear how DocuSign helps internal sales teams onboard faster.
  • BrightTALK Panel: How to improve Sales & Marketing Alignment
    BrightTALK Panel: How to improve Sales & Marketing Alignment Amir Motameni, Community Marketing Manager, Ron Parshad, Dir of Sales Dev & Cameron Bernard, Sr. Mkt Manager, BrightTALK Recorded: Nov 16 2017 40 mins
    Please join Ron Parshad, Director of Global Sales Development and Cameron Bernard, Senior Marketing Manager as they discuss how to improve Sales and Marketing Alignment
  • Sales & Marketing: Working Together to Understand Buyers
    Sales & Marketing: Working Together to Understand Buyers Donny Kemick, Derek Wyszynski, Nancy Bleeke. Moderator: Matt Heinz Recorded: Nov 16 2017 33 mins
    In order to truly understand and control the buyer's journey, sales and marketing teams must align their strategies.

    Join this panel discussion to learn why integrating your sales and marketing strategies will help you win new customers. Matt Heinz President of Heinz Marketing will moderate with guests Donny Kemick, CEO of protocol 80, Derek Wyszynski, Cheif Sales Hacker at ZynBit and Nancy Bleeke, President of Sales Pro Insider.

    Join us live to post your questions for the panel discussion and to hear from 4 points of view on everything related to sales and marketing alignment.
  • Personalizing a Value Proposition for a Key Executive
    Personalizing a Value Proposition for a Key Executive Lisa Dennis, President, Knowledgence Associates Recorded: Nov 15 2017 39 mins
    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.
  • Achieve Predictive Sales Without Artificial Intelligence
    Achieve Predictive Sales Without Artificial Intelligence George Bronten, CEO Membrain Recorded: Nov 15 2017 46 mins
    If you're looking for AI to achieve predictive sales, think again! What you need is a buyer-aligned sales strategy executed skillfully and with discipline. HOW you sell is what matters! If you can bridge the gap between strategy and execution, you will create a predictive revenue engine and a sales team that differentiates you in a world where most offerings look the same.
  • Predictive Sales Strategies
    Predictive Sales Strategies Michael Griego, President, MXL Partners Recorded: Nov 15 2017 42 mins
    Is it possible to improve the predictability of sales? Actually, yes! As a sales rep or sales manager, there are keys to building a reliable pipeline and closing viable opportunities. This session will provide a strategic and practical game plan for predictive sales.

    A bonus gift from speaker and world-class trainer, Michael Griego, will be offered to each attendee.
  • Effective Presentation Strategies for 4 Different Customer Styles
    Effective Presentation Strategies for 4 Different Customer Styles Julie Hansen, Founder, Performance Sales and Training Recorded: Nov 15 2017 39 mins
    Is your customer analytical, amiable, expressive or a driver? Personality styles influence how your customer processes information and makes decisions. Adapting your presentation to your customer’s style is critical to avoid buyer disconnect, prolonging the sales cycles, or losing the deal. In this session you’ll learn some simple, yet effective presentation strategies for successfully communicating your ideas and recommendations to different types of customers.
  • 3 Proven Paths to Higher Sales Performance
    3 Proven Paths to Higher Sales Performance Bernadette McClelland, Founder and Director of 3 Red Folders Recorded: Nov 14 2017 31 mins
    We are in an economy that has been termed VUCA (Volatile, Uncertain, Complex and Ambiguous) and within this environment the potential exists for stress to build, pressure to burst and performance to be impacted! Discover how to build and increase your relevance, resilience and resourcefulness. Understand how your own brain, in an optimal state, impacts your behavior and therefore your results.
  • Secrets to Creating Amazing Sales Experiences
    Secrets to Creating Amazing Sales Experiences Jim Benton, Co-Founder and Chief Strategy Officer at ClearSlide Recorded: Nov 14 2017 23 mins
    Whether you are a company with 10 or 100,000 employees, when it comes to meeting with customers there's just one professional representing the great work of the whole. Learn how to bring your company's best to these critical interactions by creating a 'WOW' experience, and leverage innovative approaches to break through the noise.

    Join ClearSlide's Co-Founder and Chief Strategy Officer, Jim Benton, as he outlines the trends currently seen in the sales enablement and engagement space. Learn best-in-class approaches and researched tactics to create truly amazing sales experiences.

    You'll gain actionable insights into:

    -The evolution of sales experiences, from hope to visibility to actual impact
    -Data-backed logic on how to create a 'WOW' Discovery Experience
    -Leadership guidance into enablement tactics to improve seller productivity
  • Getting Ready for a CPQ Implementation, and Succeeding!
    Getting Ready for a CPQ Implementation, and Succeeding! Bill Butler, Director of Solutions Marketing, CallidusCloud, Melissa Bennett, Director, Business Continuity, Total Safety Recorded: Nov 14 2017 42 mins
    After many acquisitions, Total Safety needed to standardize and consolidate processes and their business offerings. Melissa Bennett led the transformation of Total Safety’s sales processes focusing on the alignment of sales technology, process and sales leadership. Hear how she selected the tools, which tools she wanted to work together, what preparations were made before implementing CPQ, how she kept the implementation on-track, how she managed sales team expectations and adoption, and the remarkable business benefits she delivered. Anyone contemplating a CPQ project or an enterprise transformation project can gain valuable insights from a person who has “been there, and done that”.

    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.

    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.
  • Putting Yourself Out There
    Putting Yourself Out There William Hung, Professional Speaker and American Idol Contestant Recorded: Nov 14 2017 41 mins
    After working in the entertainment industry for over 13 years as a former American Idol contestant, he is now an inspirational speaker. He has used outbound marketing strategies in order to earn speaking opportunities to proactively grow his speaking business.

    Although the benefits for inbound marketing strategies are well-documented, it is difficult to implement without an established brand for your company. This is where outbound marketing strategies can help you start the first conversations to build relationships with potential clients. Finding the right niche for a new business can require significant amount of trial and error. Therefore, reaching out to more prospects to generate leads is a sound strategy. Also, outbound marketing is necessary to build rapport with new decision makers. However, in order to be successful with outbound marketing, it is critical to have the right sales cadence and the right amount of human touch.
  • Start as You Mean to Go On: The Key to Successful Sales Onboarding
    Start as You Mean to Go On: The Key to Successful Sales Onboarding Syed Shah, Regional Director EMEA - Qstream and Nick Hornsby, Group Services and Training Manager - Essilor Recorded: Nov 14 2017 56 mins
    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
    · Drive a continuous sales enablement program that aligns onboarding to the customer journey
  • Webinar - La signature électronique depuis vos logiciels métier
    Webinar - La signature électronique depuis vos logiciels métier Michael Lakhal - Senior Product Marketing Manager Recorded: Nov 6 2017 71 mins
    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.
  • Social Recruiting in 2017 is About Deserving Attention
    Social Recruiting in 2017 is About Deserving Attention Katrina Collier, Founder, The Searchologist Recorded: Nov 3 2017 61 mins
    Forget the war for talent, with the right know-how it’s always possible to find the right people. What you’re really fighting for now is attention. Do you deserve it? Does your company?

    Watch this on-demand webinar to hear from Social Recruiting Expert Katrina Collier to:
    - See how technology can open the door to your company and how it impacts hiring.
    - See real examples and discover simple (and free) changes that improve your social recruiting efforts immediately.
    - Discover how easily you can use employee-generated content to attract great people.
  • Flip Your Demo to Increase Win Rates!
    Flip Your Demo to Increase Win Rates! Julie Hansen, Founder Recorded: Nov 1 2017 24 mins
    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!