Driving B2B Sales Success with Predictive Analytics
In recent years, spending on B2B marketing and sales technology has seen explosive growth. But sales closing rates and quota attainment have remained flat at best. What’s going on? Today’s companies are more data-driven than ever before, but in this new world of big data and increased business velocity something is clearly undermining the benefits that should come from sales and marketing investments in people, technology and process improvement.
RecordedSep 7 201643 mins
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Being the best at what you do, doesn’t guarantee success anymore, innovators can enter a market and turn it on its head. We will explore where the ideas for the disruption come from and how you can disrupt through great questions. It’s better to be the disrupter than the disrupted.
Ever wonder why someone isn’t buying from you even though you know they need what you have? The answer lies in understanding their motivation and personality types. In this presentation, you will discover how to determine what drives your buyers decision-making so you can make more sales, faster.
As we've brought DocSend to market, we've experimented continually with every stage in the sales process to improve our productivity. In this webinar we'll share what we've learned, with the goal of providing actionable tactics and strategies you can use immediately to optimize your sales process.
New in 2017! Wondering what all the fuss is about? Tune in to find out what these 64 sales trainers, authors, researchers and thought leaders have been up to in creating The Sales Experts Channel. Deb Calvert will explain the community mission, introduce you to the Sales Experts, and preview upcoming content. Bonus materials and giveaways for all who subscribe to the Channel by the end of this live webinar!
Thomas Cox, Director of Sales Operations at Velocify
The “sharing economy,” with perhaps the best known example being Uber, is fundamentally changing the way the world works. Uber’s transformative business model brings down the cost of transportation and creates a better overall experience for consumers through better utilization of drivers to match consumer demand. The Uber business model is similar to the shift we are seeing in Inside Sales. Buyers want control and convenience whether they are looking for a ride to the airport or purchasing a software product for their business. Join in this discussion as we draw parallels to lessons that Inside Sales teams can leverage to better optimize their own sales processes to meet evolving buyer expectations.
Every company has sensitive and confidential data. it's important that we maintain data security and compliance within our retail teams and handle that data properly. It's equally important to prevent malware from infecting servers and computers and to protect the information and data coming into your organization.
Learn how to ensure privacy and security of sensitive production data by managing devices and channels within and outside your organization.
Roy Raanani, CEO & Co-Founder, Chorus.ai AND Mark Birch, Founder, Enterprise Sales Meetup
Predictive sales is taking sales by storm. We all know the benefits of being able to better predict our quarter or improve efficiency by having "AI" tell us what to do next. We've seen this for outbound dialing and prospecting - but what truly closes a deal are the high quality, effective conversations our sales reps have with the Decision Maker. In this talk, we'll discuss how AI can work for you to supercharge rep feedback and coaching, and help you figure out what's working when you close deals.
Spend more time selling and less time searching. This webinar will address how to expand your market, sharpen your focus, and implement a data-driven approach to account-based marketing sales strategies.
According to Gartner, 89 percent of CMOs want to differentiate their organizations through superior customer experience.
But how do we get there ?
What works, what doesn't ? How can we get there successfully ?
This webinar will address these matters and others in plain, actionable English. Well worth watching.
Gordon Jen, Enterprise Sales Development Manager, EverString; Leticia Rodriguez, Marketing Programs Manager, EverString
Sales: Where’s the GOOD leads and accounts?
Marketing: You haven’t followed up on anything we have sent over!
Like two bickering spouses, it seems like marketing and sales just can’t get along and it seems like the only way to drive peace is filling your funnel with high quality top of funnel leads and accounts. But this might be a little easier said than done.
This session will cover how to identify and tackle sales and marketing misalignment, and how to maintain a relationship that enables both teams to work together to increase pipeline, as well as:
•How to spot the symptoms of misalignment;
•Tactics for becoming an aligned revenue team:
•How to structure outreach for top-of-the-funnel success; and
•Increasing efficiencies of sales and marketing by putting time and money towards the most likely to convert prospects.
Often B2B marketers will focus heavily on the generation aspect of lead generation and lose sight of what happens next. Generating new leads is one thing, but nurturing them to qualify themselves is what separates a lead in your funnel from a customer tied to revenue.
Join Ian Campbell, CEO, Mission Suite as he breaks down a lead generation and management process that generates results at the bottom of the funnel.
Spend an hour with George Kinder as he leads a group meditation and discusses how to continue developing a mindfulness practice for yourself. There will be time for Q&A and discussion.
Can’t Miss Takeaways -
- You will:Learn the daily practice of Mindfulness and how it delivers practical benefits.
- Have access to an audio guide to a daily Mindfulness practice.
- Receive a free on-line copy of George Kinder’s book, Transforming Suffering into Wisdom: Mindfulness and The Art of Inner Listening.
Sales success is determined by 4 elements and driven by 4 centers of influence. Failure to address any one of these will most likely result in a lost sale. Practical Solution Selling augments the effectiveness of any selling style with practical techniques to manage even the most complex B2B sale while reducing non-selling overhead and unpleasant forecast surprises.
Norman Behar, CEO & Managing Director at Sales Readiness Group
Five Factors for Developing Sustainable Selling Skills
Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing great results?
In this one-hour webinar Norman Behar and David Jacoby, managing directors of the Sales Readiness Group, discuss five essential factors that can help you achieve sustainable success from your investment in sales training programs.
Learn how to:
Motivate your team for training success
Leverage the benefits of virtual sales training
Reinforce training to make new skills lasting habits
Hold reps accountable for applying new skills
About Sales Readiness Group:
Sales Readiness Group (SRG) is an industry leading sales training company that helps businesses develop highly effective sales organizations. SRG solutions include comprehensive sales training, sales coaching, and sales management programs that deliver sustainable skills improvement.