Name: Why Do Buyers Do That?
Start: 2016-12-21T20:00:00Z
End: 2016-12-21T20:42:17.000Z
Location: BrightTALK

Sales management, training, enablement, hiring, incentivizing... Everything you need to know to lead your team and company to success.

WhP’s virtual selling journey started at the beginning of 2021. It has enabled WhP to reach new highs in terms of authority and business development, with over 10 new customers signed and 40 prospects in the deal pipeline. In this session, Susy Harrison, Chief Sales & Marketing Officer will share the ingredients of WhP’s successful transformation:

Choosing a bold market positioning and shaping it with a rebrand
Collaborating closely with the CEO, Sales, Marketing, and our CRM vendor
Leveraging the tools of inbound marketing and virtual selling with the new CRM

How virtual selling got a medium enterprise working with global giants

As a customer I have a need; so buying goods or services that fulfil that need, is a simple process, right? Wrong!  

Just as the B2C buying process dictates an inherit need for understanding, simplification and a desire for us to feel special and wanted, the B2B landscape is fast catching up. 

Join our webinar where Evelyne Legaux of Finance OTC Consulting & Matt Hill of Sidetrade explore how, through the adoption of technology, businesses are able to drive data-based  insights and demonstrable understanding to their customer interactions, across the all-important Order to Cash cycle. 

Starting with the ability to minimise churn and identify new sales opportunities/maximise the wallet presence from your existing customer base; through to the impact of transformative AI technology to address buying challenges, including: 

Order fulfillment simplification 
Multi-channel Invoicing 
Effective customer Query management 
Credit and Collections success 
Cash Application accuracy 
  
Technology adoption can provide multiple value points in the B2B Order to Cash cycle, this session aims to provide a fresh look at technology within O2C – that being through the eyes of the end customer. 

Lastly, this session will also touch on the people dimension of going Digital beyond technology & process, and provide some tips for success.

How an integrated Order to Cash platform can transform Customer relationship

The advent of COVID-19 globally and the enforced restrictions in social interaction has irrevocably changed how businesses must interact in the vital economic process of buying and selling. This has by necessity become a virtual process dependent on technology. The question is ‘How do we thrive in this new world and how do we Master the New De Facto?’
 
According to recent surveys, buyers prefer digital interaction with sellers and the adoption rate has jumped significantly, yet in their opinions of sales effectiveness in the virtual marketplace, sellers are not significantly impacting purchasing decisions due to their lack of preparedness or inability to manage the technology properly. It seems that even experienced sellers can forget the basic sales 101s in the confusion to manage the new media and modus operandi. With a little education, self-organisation and adoption of new tools, this can change.

In this short webcast, you will learn:

How to embrace the change and become proficient with the technology
How to build your own credibility in the social arena
How to leverage your company’s investment in tools to help you
How to prepare and become more effective in virtual selling
How to engage your customers both during a virtual meeting and afterwards

Mastering the New De Facto

Getting a customer’s attention and their buy-in to your solution is critical to your success. Yet most salespeople are doing things in the conversation that is taking from that objective. As leaders, salespeople need to create an environment that is safe for their customers and one that motivates them to participate in the RIGHT conversation. Doing this correctly will help you increase your closing ratio and identify new opportunities. 

In this interactive webinar, Ron Karr will provide simple strategies and tactics on how you can get your customer’s attention and buy-in. He will model it for you and explain why it works based on the latest neuroscience findings. You will be amazed at how simple it really is.

Key Takeaways:

* Leverage the psychology of influence
* Remove barriers and build questioning skills that help you start a conversation and engage in ways that help you learn more from others
* Position your products and services more powerfully 
* Discover the counterintuitive engagement strategy of leading with Outcomes vs. Products/Services
* Why Velocity Mindset™ is critical to the survival of your business
* How to achieve bigger results 

Ron Karr, Sales Strategist, Global Keynote Speaker and Creator of the Velocity Mindset™

How to Have Powerful Conversations that Influence Others

Are you still prospecting in 2021 the same way that you were in 2019?

Is that working for you?

Business priorities have changed and your outreach and prospecting has to reflect that.

During this talk, Rod Sloane will share with you how to

* Find out what’s important to your prospects in 2021 and beyond,

* Craft messages that reflect that importance,

* Deliver those messages, so that prospects want to spend time in discovery with you,

* And much, much more

The goal of this webinar is simple. To enable you to have more discovery calls with ideal prospects.  If that’s what you want please join How to Reach Out and Engage with Ideal Prospects in 2021

How to Reach Out and Engage with Ideal Prospects in 2021

Ensuring enterprise sales teams are continually trained and using CRM/lead management tools is a major component of sales cycle success. Oftentimes, sales organizations struggle to keep their team members engaged and actively using the platforms, despite assurances of increased efficiency and improved sales lead development. 

Vispi Daver, the senior vice president of sales at Whatfix, the leading Digital Adoption Solutions (DAS) provider, will offer insights on how management can empower their teams to take advantage of CRM tools to supercharge their sales efforts. This talk will feature actionable strategies on how to leverage technology to streamline onboarding, customize training and provide ongoing support to sales teams.

Supercharge Your Sales: How to Make CRM Tools Work for Your Team

This presentation is on realizing and utilizing your internal sales productivity tools.  Follow a 5 step process to bring self-awareness to skills and knowledge you may already possess that will provide exponential growth and results with sales productivity.

Identify and Utilize Your 5 Internal Sales Productivity Tools

Do you follow all the best practices for email creation and still not get the response you want? That's because today there's more to success than targeted lists, compelling offers, and perfectly executed creative.

Today you need to know the decision-making shortcuts people use with email – the automatic behaviors that determine whether they open, read, and respond to it. Behavioral science research has proven people don't operate in rational, considered ways. Rather, readers cruise along on autopilot, with certain prompts sending us clicking in one direction or another.

In this example-jammed session, discover scientifically proven tactics that will get your target to open, read, and respond to your email without even thinking about it!

Discover:

• Two ways to position your message for faster response

• How to turn a small "yes" into a big win

• When "negative" messages can have positive effects

• Why you'll sell more using Social Proof

• The journalists' secret that boosts email readership

10 Human Behavior Hacks that Make Your Email Crazy Effective

The 2021 Global Marketing Trends Report by Deloitte found that 58% of 2,447 global consumers remembered brands that were able to quickly adapt to the “new normal”. 82% of those respondents believed that new relevant offers increased their interest in these brands. How can businesses prepare for the future as sales engagements are expected to remain at least partially online? 

As consumers are demanding more from businesses, sales teams need to balance efficiency and speed while creating a genuine connection with consumers. Conversational AI can help your sales team adapt and thrive in these new conditions. Learn how conversational AI can create data-driven insights that allow for accurate predictions, improve customer experiences, and drive higher performance across the organization.

Join us to learn:
-How companies are revamping their sales team and processes in response to buyer behavior
-The basics of conversational AI and how they can be integrated into your existing sales strategy
-How AI will continue to evolve and its place in the future of sales

Speakers:
Leigh Fatzinger CEO & Founder, Turbine Labs (Moderator)
Kyle Bastien, AI Subject Matter Expert, Drift

Get Back to Selling with AI

The way we attract, develop and retain top talent today is far more strategic than ever before.  Why evaluating sales people for your team, you must look beyond the skills on paper and understand how they fit into the big picture – today and in the future.  This program will give tips for building the candidate pipeline in a large scale strategic way and engaging sales teams to align with your business with every sale.

Where's Waldo: Finding Top Sales People in the Crowd

Fred Diamond and John Asher discuss latest updates on the explosion of neuroscience studies on human communications and decision making.  All of these research and study results have a direct application to sales.
Attendees will have specific implementable action items that will make an immediate impact on their closing rates.

How Sales Professionals Accelerate Sales Using Proven Principles of Neuroscience

Customer Success is not the same as Customer Service or CX. Customer Success is about getting ROI and value for your customers, at every touch point with your organization. It's a tall order, but leading companies are committed to customer obsession. Learn more about Customer Success from the CEO of Totango in this panel discussion moderated by Deb Calvert and with innovative ideas from Sales Expert Tim Hurson. You'll see post-sale processes and customer relationships in a whole new way!

Customer Success: Way beyond Customer Service!

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.

Why Do Buyers Do That?

Sales

Productivity

Success

Pros

The inside sales community on BrightTALK is made up of thousands of engaged inside sales professionals. Learn best practices for teleprospecting and lead qualification as well as advice for implementing sales prospecting tools. Join the discussion by attending on-demand and live inside sales webinars and round tables.

Inside Sales

The channel sales community on BrightTALK is made up of thousands of sales professionals specializing in channel sales strategy, reseller sales and channel opportunities. Find relevant content on demand or engage with peers and industry leaders in live channel sales webinars and round table discussions.

Channel Sales

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.

Sales Strategy

The sales community on BrightTALK brings together thousands of engaged sales professionals. Learn about careers in IT sales and marketing, sales techniques and selling strategies. Join the discussion by participating in on-demand and live sales webinars and summits with leaders in the sales industry.

Get powerful sales management insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge on the sales strategies that are generating record-breaking booking, revenue and retention numbers.

In the business management community, commercial experts will be sharing webinars and videos on an array of subjects. From sales and marketing, to finance, productivity and growth, this content will help you stay up-to-date with the current economic environment and provide timely management insight to drive business growth.

Why Do Buyers Do That?

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