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Small Business

  • Effective Territory Management
    Effective Territory Management Michael Griego Recorded: May 25 2017 43 mins
    As a sales rep or sales manager, are you effectively managing territory? Are you focused, systematic, productive, and thorough in your approach while still being nuanced and flexible? Are you working the right deals, at the right level, at the right time, in the right way? Let's nail this down.
  • Video: Go Up's World of Webaholics - Part I
    Video: Go Up's World of Webaholics - Part I Ed James and Tom Skinner Recorded: May 25 2017 7 mins
    Go Up present: The Webaholics. This amazing short explores the relationship between the Internet and mankind, tracing how the web, especially Google and Social Media, have drastically altered the way in which humanity functions.
  • Bigger, better, faster subscription commerce growth
    Bigger, better, faster subscription commerce growth Emma Clark, Senior Product Manager, Recurly Recorded: May 24 2017 60 mins
    Better, stronger, faster subscription commerce growth

    The value of a subscription business model is its consistency: predictable revenue to lifetime customer value, you've got a solid foundation to start seeing incredible growth—and that comes directly from becoming the 6 million dollar man of customer acquisition.

    That's where the subscription model delivers another distinct advantage: The capability to identify your most profitable customers, and the technology—a wealth of key data about marketing, customer and billing events—right at your fingertips.

    Now how do you turn that data into insights to optimize subscriber acquisition and accelerate your business growth up to 60 mph or more? Join this interactive VB Live event to learn how, plus tap into the latest research and benchmarks on key subscriber acquisition metrics.

    In this webinar, you'll:

    * Identify the most effective subscription plans and promotions
    * Compare your trial program performance against industry benchmarks
    * Use best practices to create a frictionless subscription experience
    * Capture the key metrics for measuring acquisition performance--plan performance, MRR, LTV and more.


    * Stewart Rogers, Director of Marketing Technology, VentureBeat
    * Wendy Schuchart, Moderator, VentureBeat
    * Emma Clark, Sr Product Manager, Recurly

    Sponsored by Recurly
  • Sales Call Intros that Work
    Sales Call Intros that Work Lauren Bailey Recorded: May 24 2017 32 mins
    Coffee is NOT for closers. . . it’s for openers! Especially in phone sales, it’s harder and harder to get and keep prospects’ attention. So you’re most critical tool isn’t your close, it’s your opening! Reps and Sales Managers, learn top mistakes & how to rewrite your own opening!
  • Building Your Brand Through LinkedIn
    Building Your Brand Through LinkedIn Viveka von Rosen, International LinkedIn Expert Recorded: May 24 2017 64 mins
    In the current digital era, today’s top-performing professional women utilize the benefits of social media to help achieve their goals.

    LinkedIn, the world’s largest professional online network, has more than 500 million members in over 200 countries and territories.

    When you join LinkedIn, you’re not just joining a social network; you’re joining a community of sophisticated professionals simultaneously providing value and seeking news and innovations.

    Whether you want to develop your corporate career or launch, build, and promote your own business, your LinkedIn profile is crucial to building your own personal brand, making yourself contactable, and showing yourself in the best possible light.

    In this webinar, you will gain must-know tips and advice to help make your LinkedIn profile stand out, attract future connections, and help grow your influence on LinkedIn.

    You will learn:

    •Why your LinkedIn profile matters to your personal and professional brands;
    •Best practices to help build your personal and professional brands and effectively boost your LinkedIn profile;
    •Top tips and quick wins for optimizing your profile to attract more prospects and make your profile stand out from the crowd;
    •What content to include in your profile and what to leave out;
    •The right way to reach out to fellow professionals on LinkedIn; and
    •How to use LinkedIn to bring your brand to life and make a positive, long-lasting impression.

    Viveka von Rosen is known internationally as the LinkedIn Expert. She is the author of several published best sellers and a regular source on LinkedIn for prestigious news outlets such as Forbes, Money Magazine, Fast Company, Mashable.com, Ragan.com, SocialMediaExaminer.com and CNN.

    View her profile at https://www.linkedin.com/in/linkedinexpert/
  • Cyber attacks – how to identify the real scale of the problem
    Cyber attacks – how to identify the real scale of the problem Jon Mitchell (ClearView Continuity) Recorded: May 19 2017 33 mins
    This session will focus on how this can be handled in a practical way by software, covering:

    a) Understanding the organizational impact and dependencies.
    b) Decision making based on the availability of accurate information.
    c) Assisting ‘recovery’ through effective incident management.
  • Interpreting the GDPR's Article 32 in the most appropriate way for YOUR business
    Interpreting the GDPR's Article 32 in the most appropriate way for YOUR business Nick Burrows (Daisy Group) Recorded: May 18 2017 53 mins
    With its 25th May 2018 deadline, the General Data Protection Regulations have become the stuff that marketing dreams are made of, but the delivery of appropriate levels of confidentiality, integrity and availability for affected data does not have to mean vast amounts of investment in cutting edge technology and expensive consultancy engagements. In this session we will have a closer look at what the end results of Article 32 (Security of Processing) actually need to look like and address some of the terminology used so that delegates properly understand what the regulation demands from them and their businesses. In the context of business continuity, we will further look into how current strategies match up to GDPR and what can be done to optimise them for May 2018 and beyond.
  • Prevent email blackouts and keep your data safe during cyber attacks
    Prevent email blackouts and keep your data safe during cyber attacks Mayur Pitamber (Mimecast) Recorded: May 18 2017 51 mins
    Organizations feel the pain of successful cyber attacks through the loss of personal customer information, release of commercially sensitive data or the disruption of business critical email systems. The effects are devastating, with wide-ranging damage to corporate reputation or loss of competitive advantage.

    91% of successful attacks start with email. Learn how cyber resilience best practices can help organizations tackle cyber risks effectively, improve productivity and ensure business continuity by providing cyber security assurances to ecosystem partners, stakeholders and customers.
  • Are You Missing the Mobile Revolution?
    Are You Missing the Mobile Revolution? Rieva Lesonsky Recorded: May 17 2017 71 mins
    Mobile is not just about optimizing your website anymore—though that is vitally important. Small businesses need to be concerned about mobile sales, marketing, email and payments as well. Did you know the overwhelming majority of emails are opened on mobile devices, yet only a small percentage of emails are optimized for mobile viewing? This webinar will teach small business owners who haven’t signed on yet to join the mobile revolution.
  • Training Non-Traditional Sellers to Drive Revenue
    Training Non-Traditional Sellers to Drive Revenue Jane Gentry Recorded: May 17 2017 49 mins
    Account managers, lawyers, consultants – these are examples of client facing individuals were hired for a specific skill set. They don’t see themselves as salespeople and they definitely don’t want to be called salespeople; but, at the end of the day they must drive revenue. This webinar will give you some actionable strategies for helping non-sellers build relationships, leverage existing relationships and grow their business.
  • Echo Chambers – How to Heal our Social Media Algorithms
    Echo Chambers – How to Heal our Social Media Algorithms Claire Woodcock, Founder, Olivaw Recorded: May 17 2017 36 mins
    We have a problem. We’ve created a machine which is narrowing our view of the world. For many people, social media is now their primary news source – algorithmically serving us with the opinions and values we want to see. This is driving divides in society and pushing opinions to their extremes; from the posturing of Trump, to Brexit.

    Most people are passive consumers of content, how then do we open their view of the world? How can we adjust feed algorithms for maximum impact? Should we trust private companies with the shaping of society? Is there ever a "good" way to manipulate sentiment?

    In this talk Claire Woodcock will:

    - Articulate why fixing echo chambers is a critical issue
    - Define a way to evaluate solutions for their ability to burst the filter bubble
    - Outline six potential solutions
    - Describe the most effective strategy for breaking out of echo chambers
  • A Survival Guide for the First Time (or really anytime) Sales Manager to Never M
    A Survival Guide for the First Time (or really anytime) Sales Manager to Never M Alice Kemper Recorded: May 16 2017 47 mins
    Finally the 3 real simple survival tips to guarantee any sales manager - time deprived or not – to lead a team who crushes their numbers consistently. Once you know the CRT Survival Formula your team will always be #1 on the leaderboard and you will be indispensable to your company.
  • Creating confident cyber crisis responses
    Creating confident cyber crisis responses Claudia Van Den Heuvel and James Campbell (PwC) Recorded: May 16 2017 50 mins
    Claudia Van Den Heuvel and James Campbell (PwC) share the lessons they’ve learned from Operation Cloud Hopper, and offer insight on how to confidently integrate cyber response into your organizational crisis capability. During this webinar you'll also be able to download the cyber case study we share, along with the latest CEO crisis survey statistics.
  • Playing your part in building a cyber resilient organization
    Playing your part in building a cyber resilient organization Andrew Scott (The BCI) Recorded: May 16 2017 46 mins
    In the build up to Business Continuity Awareness Week, the Business Continuity Institute published six posters to help promote the week, each one highlighting a way in which each and every one of us can play a role in cyber security and help build a more resilient organization.

    The issues highlighted in these posters may seem basic, but the report to be published during BCAW shows why they are a real concern, and how, regardless of the security measures in place, slack security on the part of the user can be immensely damaging to organizations.

    This webinar reveals some of the findings of the report, and uses existing research to demonstrate how vulnerable our organizations can be.
  • The GDPR’s impact on your business and preparing for compliance
    The GDPR’s impact on your business and preparing for compliance Alan Calder (IT Governance Recorded: May 15 2017 57 mins
    The EU General Data Protection Regulation (GDPR) comes into effect on 25 May 2018, and will significantly reshape the data protection landscape for organisations that collect and process the data of European residents. Therefore businesses will need to take responsibility for the way they collect and process personal data and will have to take immediate action to align their business systems with the requirements of the GDPR.

    This webinar session will cover:

    •An overview of the General Data Protection Regulation (GDPR).
    •The impact GDPR creates on businesses and the transition timelines.
    •The first steps in preparing for GDPR compliance.
    •The technical and organisational measures your business will need to adopt to comply with the Regulation.
    •Key recommendations and best-practices to achieve and manage GDPR compliance.
  • Hiring Sales Super Stars
    Hiring Sales Super Stars Steven Rosen Recorded: May 11 2017 31 mins

    In Hiring Sales Super Stars, you will learn how to effectively select top-performing salespeople. Steven will teach you a three-step, systematic process to identify better reps who can deliver improved team performance and sales results.
  • How to Keep the Pipeline Full When There’s No Time to Cold Call
    How to Keep the Pipeline Full When There’s No Time to Cold Call Kendra Lee Recorded: May 11 2017 45 mins
    When your prospecting time is jammed, but the sales pipeline isn’t, it’s time to switch up your approach. Discover 3 marketing strategies (yup, marketing strategies!) that you can use as a sales rep to widen your net and reach more prospects. Mix up your prospecting and fill your pipeline!
  • How to Run a TOP Opportunity War Room and Get $$$ Results
    How to Run a TOP Opportunity War Room and Get $$$ Results Lisa Magnuson, Founder & CEO, Top Line Sales Recorded: May 10 2017 48 mins
    Senior Sales Leaders, Sales Managers and Account Managers will all learn about:

    How to spot a TOP opportunity
    Why a War Room approach works and delivers top $$$’s
    What you need to know about War Room strategy
    Three big roadblocks and how to avoid
    Key points to ensure ongoing success with account based selling
  • Mobile commerce + AI: Not just a nice-to-have
    Mobile commerce + AI: Not just a nice-to-have Stewart Rogers, Director of Marketing Technology, VentureBeat Recorded: May 9 2017 61 mins
    AI ain't a maybe anymore. New payments and mobile commerce conversion strategies are erupting, all in the wake of the impact that AI and bots are having. More than 2.5 billion people worldwide use instant messaging services, and you need to be where your customers are – it's where AI and commerce meet.

    Indeed, messaging platforms are revving up to let businesses dive face-first into the buffet of expanded commerce opportunities, letting businesses leverage customized communications like receipts, shipping notifications, and even direct conversations with customer service.

    In this interactive VB Live event, we'll dive deep into the latest Bot Insight consumer study to show you why you need to get on board, and take you on a deep dive into how to take a running start, with full C-suite support.

    Don't miss out!

    In this webinar you'll:
    * Dive into the current AI landscape, from free tools to enterprise-class options
    * Learn how conversational UI and AI will transform your mobile commerce
    * Understand which new platforms are right for your own commerce strategy
    * Get the key points to convince your CEO and CFO to put these master class tools in your hands

    * Stewart Rogers, Director of Marketing Technology, VentureBeat
    * Jonathan Jarvis, CEO, Token
    * Wendy Schuchart, Moderator, VentureBeat
  • Sales Enablement: Making the Pain Worth the Gain
    Sales Enablement: Making the Pain Worth the Gain Panel: Christine Dorrion, CallidusCloud, Tim Geisert, Tamara Schenk, Penny Dakhil Recorded: May 3 2017 60 mins
    In a changing market, ensuring sellers are effectively enabled is key to success—often easier said than done. While many companies have instituted a Sales Enablement function, they struggle through its execution. The disconnect between those with high expectations for Sales Enablement and those performing the role has made the whole process extremely painful. Only 1/3 of organizations have met or exceeded their Sales Enablement outcomes in the last two years. So what are you waiting for? Watch and learn as our experts talk about how to:

    - Align the expectations and execution of your Sales Enablement function
    - Ensure your sales leaders and sales enablement roles are in lock-step
    - Apply the Sales Enablement Performance Model in your own organization
    - Place the customer at the center of your sales enablement efforts
  • Cybersecurity for Independent Healthcare Providers
    Cybersecurity for Independent Healthcare Providers Emory Simmons, President of CMIT Solutions of South Charlotte Recorded: Apr 27 2017 49 mins
    The American Medical Association recently reported that 4 out of 5 healthcare providers and payer executives say their health IT systems have been compromised by cyberattacks.

    On April 27, CMIT Solutions is hosting a free webinar to educate healthcare providers on how to manage cybersecurity risk. The webinar is hosted by CMIT Solutions of South Charlotte President Emory Simmons, who has over 30 years of risk management experience.

    Join us on April 27 as we cover the following topics:

    · The current cyber threats facing medical practices
    · Case study of a recent cyber attack
    · The framework your practice can follow to manage cybersecurity risk
    · Actionable steps you can start taking immediately to protect your practice
  • The 5 Planks of Door Opening Success
    The 5 Planks of Door Opening Success Caryn Kopp, Chief Door Opener Recorded: Apr 27 2017 38 mins
    The first step in closing a sale is the initial meeting. Do you want more of those? Learn:

    -What motivates the right decision makers
    -How to find the ideal prospects
    -The secret to creating compelling messaging
    -Objection responses which work
    -Secrets to hiring the right hunter
    -Techniques for creating urgency
  • What Makes a Kick Ass Sales Strategy?
    What Makes a Kick Ass Sales Strategy? Liz Heiman Recorded: Apr 26 2017 34 mins
    What is a Kick-Ass Sales Strategy?
    Help your Sales team Build a Kick-Ass Sales Strategy that will help them hit their revenue goals.

    10-Key elements of an effective Sales Strategy
    Using Strategy to support your sales team
    Using positioning statements and value prop to strengthen your strategy
  • How to Add Value On Every Sales Call
    How to Add Value On Every Sales Call James Muir Recorded: Apr 25 2017 47 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.