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Sales Strategy

  • How the Right Content & Delivery Strategies Double Demand Gen ROI
    How the Right Content & Delivery Strategies Double Demand Gen ROI John Steinert, the CMO of TechTarget, and Zak Pines, the VP of Marketing at Bedrock Data Recorded: Oct 17 2017 45 mins
    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
  • Increase Engagement and Sales with Effective Sales Contests
    Increase Engagement and Sales with Effective Sales Contests Debbie Mrazek, President Recorded: Oct 17 2017 47 mins
    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.
  • 10 ways to scale your inside sales initiative
    10 ways to scale your inside sales initiative Lauren Bailey, President of Factor8 Jeremy Wigget, Senior Director Sales Development at Salesforce Chase Larson, Chief Techno Recorded: Oct 11 2017 64 mins
    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.

    Speakers:

    Lauren Bailey, President of Factor8
    Jeremy Wigget, Senior Director Sales Development at Salesforce
    Chase Larson, Chief Technology Officer at SixPackShortcuts
  • Three Strategies to Avoid a 'Once and Done' Approach with C-Suite Executives
    Three Strategies to Avoid a 'Once and Done' Approach with C-Suite Executives Lisa Magnuson, Founder & CEO, Top Line Sales Recorded: Oct 11 2017 43 mins
    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.
  • What Sales Leaders Need To Know About Sales Asset Management
    What Sales Leaders Need To Know About Sales Asset Management SiriusDecisions Research Director, Peter Ostrow Recorded: Oct 10 2017 25 mins
    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 to get your Prospects begging to buy from you: Permission-Based Selling
    How to get your Prospects begging to buy from you: Permission-Based Selling Peter Strohkorb Recorded: Oct 4 2017 31 mins
    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:
    https://www.youtube.com/watch?v=fhtlHcdjRvo?rel=0

    Book yourself into my webinar now.
  • Sales Forecasting: How to Leverage Your Data to Drive Sales Success
    Sales Forecasting: How to Leverage Your Data to Drive Sales Success Jason Jordan, best-selling author of Cracking the Sales Management Code Recorded: Oct 4 2017 35 mins
    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.
  • 11 Symptoms of a Broken Recurring Revenue Model
    11 Symptoms of a Broken Recurring Revenue Model Jeff Wissink, Managing Director and Stephen Terry, Director of Subscription Services, Navint Partners Recorded: Oct 3 2017 39 mins
    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.
  • Why you can't sell to or work with Skeptical Technical Decision Makers
    Why you can't sell to or work with Skeptical Technical Decision Makers Babette Ten Haken Recorded: Oct 3 2017 40 mins
    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.
  • How to Transform Your Selling Skills into Sales Coaching Skills
    How to Transform Your Selling Skills into Sales Coaching Skills Deb Calvert, Executive Coach & President of People First Productivity Solutions Recorded: Oct 2 2017 43 mins
    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.
  • How Sales Leaders Can Empower Their Teams to Deliver Amazing Sales Presentations
    How Sales Leaders Can Empower Their Teams to Deliver Amazing Sales Presentations Author and Sales Leader, Julie Hansen Recorded: Sep 26 2017 47 mins
    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
  • Selling more effectively using Industry Insights - build credibility/success
    Selling more effectively using Industry Insights - build credibility/success Melody Astley Recorded: Sep 21 2017 31 mins
    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.
  • Adding intelligence to your Digital Transformation process
    Adding intelligence to your Digital Transformation process Brent Leary, Co-founder and partner of CRM Essentials LLC; Co-presenter: Matt Tharp, Chief Evangelist at bpm’online Recorded: Sep 21 2017 63 mins
    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!
  • 5 Out-of-the-Box Openings for your Presentation
    5 Out-of-the-Box Openings for your Presentation Julie Hansen, Founder Recorded: Sep 20 2017 32 mins
    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.
  • Sales Success  - 4 Ways to Crush Your Quota and Fuel Your Pipeline
    Sales Success - 4 Ways to Crush Your Quota and Fuel Your Pipeline Janice Mars, Principal and Founder/Shawn Sandy, Chief Revenue Officer Recorded: Sep 18 2017 45 mins
    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.
  • Winning New Opportunities with Sales Engagement Data
    Winning New Opportunities with Sales Engagement Data Anthony Iannarino Recorded: Sep 12 2017 42 mins
    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.
  • Selling More Effectively - Using Financial Insights
    Selling More Effectively - Using Financial Insights Dr. Stephen Timme and Ross G. VanDooser Recorded: Sep 12 2017 46 mins
    Using your clients financial insights to create more relevant value and be able to speak to all the shareholders within the sales cycle/process.
  • Mindful Selling
    Mindful Selling Jeffrey Lipsius Recorded: Sep 11 2017 44 mins
    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.
  • Attraction:  Become a Magnet for What you Want
    Attraction: Become a Magnet for What you Want Jim Cathcart, CSP, CPAE Recorded: Sep 7 2017 48 mins
    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!
  • Account Based Sales: What You Need for Success
    Account Based Sales: What You Need for Success Barbara Winters, Justin Kitagawa Recorded: Sep 7 2017 45 mins
    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.
  • How to Turn a Fail Into a Sale
    How to Turn a Fail Into a Sale Alex Lynn, SDR Manager at Outreach, Jordan Greaser, SDR Manager at Outreach Recorded: Sep 7 2017 43 mins
    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
  • How to Win the Sale with the Discovery Call
    How to Win the Sale with the Discovery Call Keenan Recorded: Sep 7 2017 42 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • Creating Value in Every Sales Call
    Creating Value in Every Sales Call Michael Pici, Brian Burns, Jeffrey Lipsius, Lisa Dennis, Moderator: Deb Calvert Recorded: Sep 7 2017 49 mins
    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.
  • How to Address The Biggest Challenge for Both Inbound AND Outbound Sales
    How to Address The Biggest Challenge for Both Inbound AND Outbound Sales James Muir, Best-selling author, speaker and active VP of sales. Recorded: Sep 6 2017 37 mins
    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.
  • Attract Buyers Like a Magnet with these Sales Strategies
    Attract Buyers Like a Magnet with these Sales Strategies Barbara Giamanco, Sales and Social Selling Advisor Recorded: Sep 6 2017 43 mins
    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!