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.
Following a recent analysis of predictive marketing vendors and the publication of The Forrester Wave: Predictive Marketing Analytics for B2B Markers, join us for a webinar featuring guest speaker and Forrester senior analyst Allison Snow to learn more about the trends in the predictive industry and what she sees in store for the future.
Additionally, 6sense VP of Product Amar Doshi, will discuss how B2B marketing and sales teams are being transformed through modern advances in data science to deliver complete omni-channel buyer visibility, highly converting pipeline and measurable proof of ROI.
In this webinar you will learn:
•The Forrester Wave methodology, how Forrester conducts their research and how to leverage the research to make better predictive marketing analytics vendor decisions
•How marketing and sales teams are witnessing increased pipeline, optimized spend, higher win rates, larger average deal sizes and improved campaign efficiency
•Where Allison sees the industry headed in the coming years
Would you like to improve sales performance, grow your active pipeline, increase calls made and meetings booked? Would you like to increase logging of new contact information and improve the overall usage of your CRM?
Gamification for Salesforce can help you do just that by fostering teamwork, collaboration, and a healthy level of competition within your sales organization that will ultimately boost the performance of your sales team.
During this webinar you will see a live demonstration of NewVoiceMedia Motivate working alongside Salesforce Sales Cloud and NewVoiceMedia ContactWorld for Sales.
You will learn how to:
- Analyze personality types and design incentives that will reward sales reps in a way that will energize them most
- Run team competitions with incentives to drive performance
- Increase sales performance through interactive, real-time leaderboards, alerts, recognition and comparisons
- Use gamification techniques to encourage your inside sales team to make more calls and engage more prospects over the phone
Join Sheryl Kingstone, Research Director at 451 Research, to hear how innovative sales teams are exploiting tools powered by new data sources and artificial intelligence in their daily practices. You will leave this session with an understanding of:
· The evolution of AI in Sales – how to move beyond systems of record to systems of intelligence and engagement
· Applications of AI in Sales – from smart assistants to sales intelligence
· Putting AI into practice – how to prioritize top use cases for sales content management, sales prospecting, and sales conversion
Join us as we discuss the value that sales leaders, sales operations, and sales enablement are deriving from the latest advancements in AI and machine learning to improve sales engagement and success.
Salesperson activity is an important indicator of organizational productivity and effectiveness, but presents significant data collection challenges. Join us during this first look webinar as we investigate how sales organizations account for salesperson activity, and the nature of the insights they gain through such efforts.
Topics addressed include the nature and quality of salesperson activity tracking, the methods utilized to collect information, the types of activities considered most important to track, and the various ways management applies activity data.
Buyer research tells us precisely what buyers want. Employee engagement studies clearly indicate what employees are looking for. The evidence is indisputable... But Sales Managers are mired in reports and forecasts and updates that force them to do just the opposite of what buyers and sales pros need from them. Join me to get the business case for putting people before paperwork on the job.
SiriusDecisions recently introduced the new Demand Unit Waterfall, a process that enables teams to track their lead flow, improve their processes and, ultimately, drive increased revenue and growth. Quality third-party data is a key driver in implementing a successful Demand Unit Waterfall in your organization, but exactly what data should you be looking for and how do you apply it?
In this Webinar we’ll cover
• Enhanced company profile data and how it can help you define and refine your TAM, and inform sales and marketing efforts throughout your demand generation activities
• Using Reverse technographic analysis to uncover your Ideal Customer Profile and identify Active Demand
• A case study from a customer who used technographic data to find the right customers to target and achieve well above average response rates on demand generation campaigns
Presenters for this webinar include John Donlon, Senior Research Director at SiriusDecisions, Barbara Winters, Vice President of Marketing at HG Data, and Zak Pines, Vice President of Marketing at Bedrock Data
Most companies think they have an established channel marketing strategy, but can easily be left behind as soon as the next evolution of marketing hits. Organizations must be prepared to adapt to channel change. In order to stay ahead, it’s important to align your content, goals, and channel marketing program strategy.
Laz Gonzalez, Chief Strategy Officer at Zift Solutions, and Chad Reese, Director, Partner Digital Marketing at Cisco share:
•Disruptive forces in the channel and how to anticipate them
•Integrated marketing programs Cisco is delivering to partners
•Leveraging data and analytics to be more effective with channel partners
•Best practices in content marketing
•ROI expectations when marketing through partners
On a sales call, knowing about the person and what’s important to him/her is the key to relevance, gaining permission to ask questions, and building a genuine relationship. In this session, award-winning speaker Sam Richter will show you how to find information on people, in ways you never thought possible
HG Data is the best-in-class leader for technology installation information in the world. B2B technology marketers rely on our accurate technographic insights, based on advanced data science, to build better forecasts and precisely target their campaigns at scale, while innovative OEMs use our intelligence to enhance their product offerings.
Zift Solutions and Oracle Marketing Cloud are proud to bring together some of the brightest minds in marketing automation and channel marketing and management (CMM) to discuss how different platforms and practices can work together to help drive revenue for both direct and indirect sales and marketing organizations.
In this webinar, the all-star panel will discuss:
• Why is partner adoption such a problem in the channel, and what can we learn from direct to consumer marketing?
• How does concierge offerings factor into the CMM process and what are some best practices when working with channel organizations?
• What are real, actionable steps you can take when working with channel partners who are less marketing savvy?
• How to support both high touch and low touch channel partners (while keeping your sanity)
• Getting the most out of your unique partner ecosystem including exclusive and non-exclusive partners or dealers
Most sales teams are incorporating social selling into their overall selling process. The challenge for Sales and Marketing leaders is that empowering the organization for social selling is not a quick-fix or one-time training exercise. Teams that are successful define processes, establish consistent messaging, provide coaching, and measure program success.
This impactful webinar features ClearSlide Sr. Director of Partner Alliances Chris Badger and FRONTLINE Selling EVP Kevin O’Nell. Both have helped developed successful social selling programs for a variety of organizations. Chris and Kevin will share best practice examples to establish social selling as an integral part of your company’s sales efforts.
In this webinar we’ll cover:
* The “nuts and bolts” needed to implement social selling
* How to establish appropriate social selling KPIs
* The best ways to reinforce (and coach) social selling activity
* Ways for marketing teams to establish guidelines and play an ongoing role
Learn how to align emerging channel technology with proven channel best practices to support program growth, partner engagement and ROI. Channel experts Maria Chien, Service Director, Channel Marketing Strategies for SiriusDecisions, and Laz Gonzalez, Chief Strategy Officer at Zift Solutions, detail:
• The top 5 priorities for channel marketing leaders
• Aligning channel marketing efforts with corporate goals
• Best practices for demand creation, partner enablement and functional development
• How to solve integration challenges undermining channel program success
In this webinar for sales and marketing, join us for a discussion on the steps you should consider to implement the new B2B Next Generation Demand Waterfall® that Kerry Cunningham and Terry Flaherty covered in this year’s SiriusDecisions Summit keynote.
• How to identify Total Addressable Market
• How to find Total Addressable Market Now (TAMnow®)
•How to execute on a TAM NOW, account-centric approach to demand creation; full funnel activation from brand to demand to closed-won
• How to measure the success of your TAM NOW full-funnel activation strategy
• How to use this approach to build trust, efficiency, and improved metrics across sales and marketing
We will cover these topics while referencing examples of organizations who are aligning their demand centers and sales teams to this approach such as Cisco, Netsuite, PGi, Arkadin, Panasas, Lenovo, Dell, Box, Qlik and others who have implemented the Next-Generation Demand Waterfall and witnessed success across the entire funnel, including increased pipeline, optimized spend, higher win rates, larger average deal sizes and improved campaign efficiency.
• PGi: witnessed a 58% faster time to close, lift in win rates and 4x the average deal size
• Dell: saw a 3x lift on MQL to SQL conversion, a 2x-6x lift in opportunity size, 50% higher deal sizes, and a 12x return in media spend
• Cisco: achieved a 3x higher MQL to SQL conversion rate than any other campaign ever run, 5x higher average opportunity size and 13x more pipeline that three other intent vendors combined
You want to fully leverage your results with Microsoft Dynamics. Below are 5 common questions asked by Microsoft Dynamics administrators--If any of these topics are on your mind, you won't want to miss this webinar.
How can I...
- Log all my activity without the manual data-entry?
- Increase the quantity and quality of CRM-logged prospect activities?
- Really tell if this forecasted deal will close?
- Clearly see where my reps need coaching?
- Get my reps to see Dynamics as a must-have for their success?
ClearSlide for Microsoft Dynamics is the answer to these questions, transforming Microsoft Dynamics into the system of engagement that guides and records every prospect interaction. In this webinar, you’ll see ClearSlide for Microsoft Dynamics in action.
Stop throwing your profits away! You can make a lot more money by simply discounting less and charging more. Don’t think you can? Just wait—immediately after this revealing presentation you’ll be raising your prices and reaping the rewards!
Most sales people spend a disproportionate time selling to narrow segment of their market, while ignoring or struggling to engage with over 50% of potential buyers. Objective Based Selling presents a different way to look, engage and sell to often ignored segments, leaving money and success on the table.
Sales Managers are often unconscious about collateral damages to the business caused by their current management practices. Many of them cause actual. System Thinking helps to identify the causes for those collateral damages and to take corrective actions.
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
Investing effectively for the best possible benefits and increasing return on investment creates competition among priorities for investment spend. Research shows that investment in SPM technology improves sales productivity and increases top line revenue, alleviating the competition between priorities. However, 85% of European companies still rely on manual, error-prone processes to manage sales performance. In this webinar we will set out the case for prioritising investment in SPM Technology, identifying the financial and non-financial benefits that SPM technology delivers.
Sales management experts Mike Weinberg and Steven Rosen are hosting a fireside chat providing their solutions and insights on the most challenging issues facing sales managers.
Expect an action-packed discussion, filled with bold, blunt and powerful sales management insights and stories, that will help you crush your sales numbers.
In this webinar noted analysts and channel experts, Tim Harmon, Managing Director of Nuvello, and Zift’s Chief Strategy Officer Laz Gonzalez, will provide actionable insight and best practices for aligning priorities to capture partner mindshare, drive breakthrough performance and ensure a stronger ROI with PRM (Professional Risk Manager).
Watch live and learn:
- How changes in the channel landscape have created higher demand for PRM
Why B2B channel organizations need PRM even if they already have CRM and/or SFA in place
- Key components and operational processes required to “start smart” with PRM
- Best practices for partner recruitment, onboarding, shortening time-to-revenue and measuring performance with PRM
- Why integration and prioritization matters when it comes to PRM and CMM
Many sales leaders struggle to get their salespeople to successfully use LinkedIn to grow their business. LinkedIn Expert Brynne Tillman and Sales Execution Expert Steven Rosen will share their formulas for success.
This webinar will cover two perspectives to a Crush your sales numbers using LinkedIn;
1. The practical and tactical activities to leveraging LinkedIn and
2. 3 Steps to effectively execute your LinkedIn strategy
Congratulations on your new job! But did you have any idea it would be like this? If you're like most Sales Managers, you're left to your own devices to figure it out. No training, no time to learn, and no room for error. Maybe we can help. Join Deb Calvert and find out how you can be successful as a Sales Manager, even beyond making the numbers.
There are massive changes happening in talent management that require companies to implement talent acceleration strategies. These changes create a great impact on staffing and people processes, but also create risks for business capability and continuity. This webinar will give you a firm grounding in what you need to know and how your company or organization can respond to the new agile marketplace.
Join us for this trend-setting 40-minute webinar & learn:
- The four big problems most companies face.
- Three tactical strategies to implement now.
- Defining the talent acceleration challenge.
- The value of talent acceleration: effective metrics to quantify business & people impact.
Decision-makers want to know what you can do for their bottom line. Our tools and insights equip you to speak the language they understand — the language of business. Sellers who speak the language of business outperform those who don't. We can prove it.
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.
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
Sales enablement is providing the sales organization with what they need to sell more effectively. How is your organization doing that and what do you need to know about the future of sales enablement? Alice Heiman will lead a lively panel discussion on this topic. Please join her, Elinor Stutz, Inspirational Speaker and Educational Trainer at Smooth Sale, Nancy Nardin, Founder of Smart Selling Tools, and Mike Kunkle, VP Sales Transformation Services at Fast Lane as they define sales enablement and discuss its future.
A straightforward, research validated structure to enhance performance at any level. This program presents three easily implementable strategies to: set better goals, leverage the science of performance-based skill development, and monitor and course correct any plan of action to achieve maximum productivity.
Designed to give leaders, managers and individuals the tools they need to improve performance—in themselves, their colleagues, and their teams.
Productive sales forces make sales process improvement a core competency. Most do so without comprehensively reengineering their sales process. Instead, they find incremental improvement opportunities, test new approaches, and frequently assess results. Over time, these changes accrue as substantial benefits, and include:
In this webinar, we examine a series of these ideas, presented by a practitioner panel. Topics discussed include how to identify improvement opportunities, approaches for testing and evaluating new tools, and other practices focused on improving sales process.
When sales is truly enabled, the right sales team consistently achieves maximum success in every performance moment from opening new relationships to closing sales. The enabled sales team has the right message, has demonstrated proficiency in the process, dependably executes on the right recipe and has the right support at their fingertips, To do this effectively key elements of the enablement process, which are typically overlooked, MUST be right.
In this webinar you will learn how to:
Pinpoint prospects more likely to say yes in a shorter time frame to avoid misusing time
Craft messaging which keeps prospects/clients engaged and sales moving forward at every stage
Uncover blind spots which can ruin results even if everything else you do is right.
Tune in to also hear the bonus you get when you get Sales Enablement right. When Business Development is done right, there is no limit to what can be accomplished.
Are you tired of launching great new products and initiatives, only to have them ignored by your sales team?
Any time you need to change the way your existing team is operating—whether it is due to a re-brand or message change, a new sales process, a transition due to a merger or acquisition, during sales kick-off and, of course, when launching a new product—you need a Launch Plan to be successful.
Join us to discuss a proven blueprint to:
●Drive high adoption with both carrots and accountability
●Tie launch results directly to business outcomes
●Gain executive sponsorship
●Mobilize sales managers as force multipliers
●Go beyond knowledge transfer to skill-building and behavioral change
●Improve your process after every iteration
Join us as we share secrets to success based on hundreds of customer launches.
Today's consumers come to the negotiating table with more information than ever before. They’ve researched your products online; they’ve read the reviews; they’ve scanned the social channels. For your sales channels to effectively work with these educated buyers, they need onboarding and enablement that goes way beyond basic access to marketing and sales assets. Based on more than a decade of experience deploying sales enablement software, we at CallidusCloud know that you need a dynamic solution that delivers training, content, and coaching in a prescriptive way, if you want to generate consistent revenue growth.
Attend this session to learn how to:
•Close deals faster and increase deal sizes and win rates, while reducing time-consuming enablement efforts.
•Establish a repeatable onboarding process that reduces new staff time to productivity.
•Deliver content in a prescriptive way that advances today's more informed buyers through the sales process.
•Improve communication with buyers as well as internally across product management, marketing, sales, and service roles.
•Apply a ready-to-use sales enablement maturity model that we’ll provide as a take-away to attendees.
Inbound Marketing, Outbound Selling, Social Selling and Content Marketing: So many options. So little time!
If you have been struggling to find a balance between staid and traditional outbound selling and time-sucking inbound strategies, do I have the panel for you! I will be interviewing three of the world’s foremost experts in Sales, Social Selling and Inbound Marketing. Shawn Karol Sandy, Tamara Schenk and Maxwell Bogner will share their thoughts and tactics on winning strategies they have used to bridge and balance the gap between Inbound and Outbound.
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!
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.
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
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.
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.
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.
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.