Name: Mastering the New De Facto
Start: 2022-04-06T10:00:00Z
End: 2022-04-06T10:00:30.000Z
Location: BrightTALK
Rating: 5

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

In a rare public appearance by Tony Zambito, Founder of the Buyer Persona concept, Tony will talk about how to succeed in your GTM strategies through a deeper understanding of who your buyers are and the problems they encounter.  Organizations lacking buyer understanding in a post-pandemic world are out of alignment causing their GTM Strategies to miss the mark with buyers.   Overcome GTM challenges and create new opportunities when you properly define your buyers, create messaging that resonates, and get the attention of buyers to take action.  Key takeaways include:

• How to define your ideal companies and buyers
• What Buyer Personas really are and why they are helpful to GTM Strategy
• Key insights you need to get the attention of buyers
• How to get in alignment with the new post-pandemic problems and challenges buyers face

Understanding and Aligning With Buyers to Meet GTM Challenges

Great execution requires well-thought-through processes. And achieving great execution at scale requires that teams adhere to them. But stack complexity, systems choices and more can make things hard. So, while data and measurement should be a critical input for reaching high-performance, too often they become part of the problem.

In this webinar, we host a leader from the RevOps solution side and an operating guru from a super-scaled up tech vendor. They’ll share challenges they’ve experienced and methodologies they’ve developed to help teams achieve alignment for maximum business impact.

Engines of Alignment: People, Processes, Data and Measurement

You’ve come up with a go-to-market plan, but before you can get started you need buy-in from key stakeholders across your organization. For many, this is where the process can slow, or worse, break down. In this session Christa Martin, Partner and CMO of Chief Outsiders, will share how you can overcome these roadblocks and easily align with your executive team. Tune in to learn: 

• Why GTM success and executive team support go hand-in-hand
• Key considerations when building a plan that aligns to the objectives of your organization
•  How to influence and secure buy-in from members of your executive team
• Core elements of an effective GTM plan presentation for your C-suite

Putting the “Go” in Your GTM Plan with Your Executive Team

Second generation Marketing Automation Platforms (MAPs) are not flexible enough with access to real time data to deliver the CX your customers deserve. They were not intended to deliver the customer experience expected by buyers today in an omnichannel environment. Today, it’s about orchestrating the journey – not optimizing the campaign! In this interactive webcast, we will exchange ideas about how to deliver a data driven journey for today’s digital first buyers. You will leave the exchange with:

• An understanding of the limitations of legacy Marketing Automation Platforms
• How Customer Data Platforms (CDPs) can orchestrate a journey based on a unified view of a customer using real time data to supplement your investment in your MAP
• Why a CDP is a central component in your stack
• An appreciation of the benefits of implementing a CDP to achieve journey orchestration instead of campaign execution
• A view about how to maintain your investment in your MAP in the short term and migrate to a more effective platform in the long term

Align Your Second Generation MAP With Your Digital First Buyer’s Journey

It may seem obvious that alignment to customers and prospects is critical to your company’s GTM performance. But enabling the buying teams that deliver revenue requires that you’re able to keep your GTM teams continuously aligned on customer needs. This session featuring Forrester VP & Principal Analyst Barry Vasudevan explores how Product/Portfolio Marketing can enable customer-facing players with the insights they require to maximize your revenue opportunity as a company.  

Tune in to learn:  
• How to identify the needs and preferences of your buyers and customers 
• What processes, actions and assets are necessary to align your Go-to-Market team to the customer
• A new framework for shared insights and knowledge enablement across the GTM team  
• Why 98% of organizations that exceed revenue goals enable ALL buyer- and customer-facing roles

Keynote: Enablement Fueled by Insights Powers GTM Alignment

It’s common sense that organizations that rally together around shared goals will drive more efficiency than those where different functions are at odds with each other. Fully integrated companies are more profitable, drive faster growth, and make happier customers. Yet, most sales and marketing teams struggle with achieving this ideal. 

What are we doing wrong? And what are those who have reached the ideal doing differently? In this session we'll cover the proven actions top performing teams take.

High Impact Sales and Marketing Collaboration

Often times, B2B organizations scale and grow through hiring star account executives. However, the dependency on account executives leaves the organization vulnerable to ups and downs of individual sales performances, as well as to losing the skills and capabilities in case they leave the company. In order to minimize the negative impact, it is important to build a institutional machine to support demand generation and deal execution. Join this session to learn data-driven approaches and GTM factors to consider when building a platform to generate institutional sales momentum.

Data-Driven Approaches & GTM Factors: Building a Demand Gen Platform

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

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

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

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

Research shows 84% of buyers say sales reps don’t effectively convey value when selling virtually. 

Other common mistakes that reps make: not personalizing the conversation, talking too much, and delivering the pitch too early.

With virtual selling here to stay, fixing these mistakes is critical. If you don’t, your sales reps won’t hit quota.

But you’re only one person, managing several sales reps—all of whom need customized coaching.

 - How can you improve an individual sales rep’s performance?
 - How do you gain insight into where reps are falling short and why?
 - How can you identify where revenue is being won and lost?
 - How do you coach multiple sellers located in different locations?

Conversation Intelligence can help you get the answers to those questions. Join Allego’s Jake Miller to learn how you can use the AI-powered coaching tool to identify skill gaps, pinpoint where revenue is won or lost, prescribe training to fix specific behaviors that lose sales, and keep deals moving through the pipeline.

Save your seat today!

Transform Struggling Sellers Into Top Performers Using AI Virtual Coaching

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

Mastering Virtual Selling: How to Orchestrate Sales Success in a Hybrid World

Virtual Selling

Sales Acceleration

Sales Cycle

Sales Development

Sales Analytics

Business Development

Customer Advocacy

Customer Engagement

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Inside Sales

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Channel Sales

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Sales Strategy

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.

Sales

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Mastering the New De Facto

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