Name: Two Steps Forward, 5 Steps Back
Start: 2018-11-07T18:00:00Z
End: 2018-11-07T18:43:35.000Z
Location: BrightTALK
Rating: 1

We will be exploring the latest technologies and best practices in the sales world.

Hear Seleste Lunsford, Chief Research Officer at CSO Insights, discuss the findings from this recent survey of 900 global sales leaders, "Selling in the Age of Ceaseless Change: The 2019 Sales Performance Report." 

You will discover:
> How to overcome time-consuming new account capture
> 4 data-derived approaches to improve lead generation
> 3 ways to increase customer account penetration
> How to increase the metric that causes the most heartburn, win rates

Sign-up now to also learn about the compelling characteristics of outperforming sales organizations, and the chance to participate in a Q&A session with one of CSO Insights' leading analysts. 

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NOTE: THIS WEBINAR IS HOSTED ON THE BRIGHTTALK PLATFORM. IF YOU DO NOT HAVE A BRIGHTTALK ACCOUNT, YOU WILL NEED TO CLICK THE JOIN NOW BUTTON IN THE TOP RIGHT CORNER BEFORE YOU ARE ABLE TO REGISTER.
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About CSO Insights:
CSO Insights is a research company dedicated to improving the performance and productivity of complex B2B sales. The team of respected analysts provides sales leaders with the research, data, expertise, and best practices required to build strategies for sales performance improvements.

About Seleste Lunsford:
Seleste Lunsford has consulted with sales and service organizations for more than 20 years, helping them acquire, grow and retain client relationships. As Chief Research Officer of CSO Insights, Seleste helps guide their research focus areas and define their market deliverables. An experienced business leader, Seleste has led a range of product development, professional services and operations functions.

Valuable Takeaways from CSO Insights - Sales Performance Report

This webinar is a must for both sales and marketing professionals. You will discover how content-marketing and sales-enablement teams are:

• Relying on engagement engines propelled by content to boost performance
• Creating strategies together and designing ways to measure content's effectiveness for their sales teams and business
• Using content collaboration, customer centricity, and common measurement to drive better alignment between sales and marketing

Two Steps Forward, 5 Steps Back

Magic happens when sales and marketing speak the same language around the management and execution of content. It changes the conversation. 

It moves away from the frustrating questions of "are sales using it?" and "is it resonating with buyers?" and moves to a data-based conversation around usage and engagement insights.

Join Dorgam Hideib & Kristi Meyer from Web.com to see how their win-win content strategy helped:

> Sellers say the content makes them look and sound good - and they use it
> Sales leaders become passionate and use the impact on conversions to incent and motivate
> The company keep on message and not be caught off-guard with out-dated content

If you can't make the date, sign-up and we will send you the recording.

How Web.com Aligns Sales & Marketing with ClearSlide

Exceptional coaching makes a big difference in sales. According to research from Sales Performance International (SPI), reps who receive “exceptional” sales coaching are 3X more likely to achieve quota than their peers who are coached less effectively. 

SPI’s research also reveals that exceptional coaches know not only how to coach but when to coach. The best organizations now use data and analytics to provide sales managers better insight on how to focus their coaching efforts on what matters most--at the right time. 

Join the SPI's VP of Business Development, Tim Sullivan, and the VP of Marketing at ClearSlide, Michael Schultz, in a dynamic discussion on injecting science into the art of sales coaching with data and analytics, and how investing in a sales engagement platform can be the game-changer.

By attending the webinar, you’ll gain actionable insights to:

-Identifying and prioritizing sales coaching opportunities
-Improving the quality and depth of sales coaching dialog
-Driving continuous improvement of the most crucial sales behaviors

From Good to Great: Injecting Science into Sales Coaching with Data & Analytics

Top earning sales professionals are relentless, unstoppable prospectors, and obsessive about keeping their pipeline full of qualified opportunities. Renowned sales expert, Jeb Blount, teaches his secrets - real techniques that work with real prospects, in the real world. With insights from Jeb's latest book, Fanatical Prospecting, you'll learn how to keep your pipeline and bank account full. 

By attending this webinar, you'll gain actionable takeaways including:

-How to target a specific prospect and create a compelling message to get them engaged
-Key strategies to effectively carry out discovery conversations
-How engagement data directly affects deal outcomes

Mastering the Sales Pipeline

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

Unlocking VPs of Sales Secrets to Pipeline Management and Forecast Accuracy

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.

How to Effectively Leverage Email Throughout the Sales Cycle

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

Secrets to Creating Amazing Sales Experiences

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.

What Sales Leaders Need To Know About Sales Asset Management

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

How Sales Leaders Can Empower Their Teams to Deliver Amazing Sales Presentations

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.

Winning New Opportunities with Sales Engagement Data

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.

Leveraging Artificial Intelligence (AI) to Drive Sales Effectiveness

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

7 Social Selling Must-Dos for Sales and Marketing Leaders

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.

How to Maximize Your Results With Microsoft Dynamics

Sales teams today are capturing more data than ever. The multitude of sales technologies leave teams swimming in data and attempting to measure everything - then lacking a clear idea of what to do with all of it.

In fact, research shows that 83% of the metrics being used by sales leaders are unmanageable*, leaving managers at a disadvantage, even among this abundance of data.

Sales leaders need to get back to the basics. Are your reps spending time with their buyers, and can you measure it?

In this webinar, you will learn the modern sales metrics that will arm you with impactful coaching opportunities. Join LevelEleven CEO Bob Marsh and ClearSlide Sr. Director of Partner Alliances Chris Badger as they dig into the KPIs that matter, and how to drive the data that supports these findings.

Register now to join the live session. Can’t attend? Fill out the form and we’ll send you the recording.

*Research from Vantage Point Performance, 2014

The Modern Sales Metrics That Matter

Ever ponder these topics? If any of these questions are on your mind, you won't want to miss this webinar.

How can I...

• Log all my activity without the manual data-entry?
• Really tell if this forecasted deal will close?
• Focus my efforts on the people who are most likely to buy?
• Find the content I need without all the digging?
• Clearly see where my reps need coaching?
• Get my reps to see Salesforce as a must-have for their success?

ClearSlide for Salesforce is the answer to these questions, transforming Salesforce into the system that guides and drives every next action and decision.

In this webinar, you’ll see ClearSlide for Salesforce in action – a 5-star rated app in the Salesforce AppExchange. Register now to join the live session.

The 6 Sales Questions That Are Almost Impossible to Answer...Until Now

Join this webinar and see how the integration between ClearSlide and Sendbloom will transform the way you prospect.

CSO Insights research shows 74% of organizations don't manage sales content effectively — reps waste 440 hours a year looking for content when they could be spending that time reaching prospects. ClearSlide has partnered with Sendbloom to seamlessly integrate ClearSlide's robust content management and customer engagement analytics with Sendbloom's automated prospecting campaigns.  

You will learn how to:

- Ensure your sales teams have the most impactful and up-to-date content tailored to prospect needs and account based marketing. 
- Leverage real-time notifications, analytics, and reporting to more effectively connect with and prioritize buyers.
- Get direct insight into what content is working — and what isn't — so you can quickly refine campaigns.

Register Now and see how ClearSlide and Sendbloom can transform the efficiency of your prospecting and drip campaigns.

When prospecting gets tough, The tough get ClearSlide + Sendbloom

Sales Enablement

Sales Analytics

Marketing and Sales Alignment

Marketing

Content Analytics

Forecasting

Sales Cycle

Prospecting

Sales Coaching

marketing roi

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