Game-Changing Sales Enablement: Repeatable Conversations that Drive Revenue

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Jim Moliski, Craig Nelson, Pat McAnally, Tamara Schenk
Great sales conversations have never been more important. Today's complex problems require new ways to engage buyers across all stages of their journey. Join a panel of sales enablement experts to learn how to develop a systematic program that enables your salespeople to have insightful conversations that set them apart from competitors.

Moderator:
Jim Moliski, Senior Vice President, Strategic Services, Launch International

Presenters:
- Craig Nelson, Founder and Principal, Sales Enablement Group
- Pat McAnally, Research Director, Portfolio Marketing Strategies, SiriusDecisions
- Tamara Schenk, Research Director, Miller Heiman Research Institute
Mar 19 2014
46 mins
Game-Changing Sales Enablement: Repeatable Conversations that Drive Revenue
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    What if there was a way marketers and sales teams could save time and effort and increase revenue generation at the same time?

    Enter, your technology toolbox. With Pardot marketing automation, marketing and sales teams can maximize campaign efforts, boost productivity, and shorten sales cycles — yielding consequential benefits both marketing and sales teams. Join us for a quick 40-minute look at how Pardot can:

    - help generate new business
    - identify quality leads for quick conversion
    - create a faster, smoother buyer’s experience
    - prove real results

    Also, hear from one of Pardot's incredible clients as they share how using Pardot has their benefited their teams and business!
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    - Unclog your sales pipelines.
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    - how Pardot powers their day-to-day marketing and sales processes
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    Register for this seminar to see how to do it. Attendees will learn:

    The 3 Stages of Corporate Social Selling
    Options for Training Your Sales Team
    How to Put the "Social" into Social Selling Training


    Kurt Shaver speaks and trains corporate sales teams on advanced Social Selling skills. He has appeared at conferences like Sales 2.0, AA-ISP Social Selling, and LinkedIn's Sales Connect. Clients include leading companies in the technology, telecom, and business services industries. Learn more at The Sales Foundry.
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  • Insurance: How to Future Proof Your Distribution Channels Recorded: Jul 29 2015 43 mins
    Paul Livak, Director, Advisory Services at PwC and Tom Davis, VP Sales, Insurance at CallidusCloud
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    •Mentoring and coaching
    •Mobility
    •And more…

    If you don’t already, start thinking about an overhaul of your distribution channels today. PwC and CallidusCloud can guide you in the right direction.

    Register for the July 9, 11 am PST webinar How to Future Proof Your Distribution Channels by Paul Livak, Director, Advisory Services at PwC and Tom Davis, VP, Insurance at CallidusCloud.
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    Craig Nelson, CallidusCloud; Scott Santucci, The Alexander Group; Gerhard Gschwandtner, Selling Power Magazine
    The capacity of your sales force isn't just feet on the street. What type of conversations are your reps having with customers? Are they strategic or are they product (read: price) driven? Now, more than ever, sales reps need knowledge about your company and products in order to better respond to your customers with the answers they need. This knowledge is critical in connecting your customers to your company. Sales reps have an overwhelming amount of information coming to them at various stages of the sales cycle. Balancing mission-critical sales activities with both the tools and information that sales reps must leverage can be a difficult task. The result is slowed sales cycles and clogged pipelines.

    This webinar will help you:
    - Identify obstacles that slow down the sales process.
    - Build a plan to give time back to your sales reps.
    - Unclog your sales pipelines.
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    Kurt Shaver, Founder, The Sales Foundry
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    Register for this seminar to see how to do it. Attendees will learn:

    The 3 Stages of Corporate Social Selling
    Options for Training Your Sales Team
    How to Put the "Social" into Social Selling Training


    Kurt Shaver speaks and trains corporate sales teams on advanced Social Selling skills. He has appeared at conferences like Sales 2.0, AA-ISP Social Selling, and LinkedIn's Sales Connect. Clients include leading companies in the technology, telecom, and business services industries. Learn more at The Sales Foundry.
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    Celina Guerrero, President & Social Sales Consultant, Social to Sales
    Using LinkedIn is a big enabler of sales success. Join Celina to learn 3 primary ways you can enable your sales team to use LinkedIn to increase their likelihood of getting an appointment with their ideal customer.

    Follow Celina on Twitter: @socialtosales
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    Philip Aaronson, Director Sales Enablement, Oracle Marketing Cloud and Sanchita Sur, CEO, Emplay.net
    Sales enablement professionals face the same challenges as the sales reps and should be armed with similar tools and methodologies made available to the sales teams. Sales training organizations should be able to use performance analytics based needs assessment frameworks to send out highly personalized sales recommendations to the sales reps. Marketing automation and analytics tools, can be effectively used to send personalized sales training and coaching communications to internal consumers improving the chances of adoption and business impact.

    The session will bring to you how tools, techniques and methodologies used for customer engagement and success can also be used internally to improve sales teams' engagement and success.
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    Dan Fisher
    Welcome Staffing & Recruiting Agency Professionals to Jobscience & Menemsha Group's 3-Part, Sales Productivity Series --- "The Road to Winning More Business."

    Part 2: Accelerate Past Your Competition By Improving How You Qualify Job Orders.

    What if there was a way to shorten your sales cycle from 25 days to 20 days? And imagine if instead of closing two or three job orders out of ten you could close five or even six or seven out of ten job orders? Combined, that would be a significant boost to your sales results, without having to exert additional prospecting time and energy. That is what we call working smart!

    Proven sales coach to staffing agencies, Dan Fisher of Menemsha Group will highlight the most important and often most overlooked qualification elements of taking a client requirement.

    Key learning experiences include:
    •How to establish yourself as an equal peer with your client (& why this is so critical)?
    •How you can change the playing field (change the client requirement)?
    •How to eliminate latency and avoid a stalled sales cycle?
    •How to leverage recruitment agency CRM software to drive consistent practices of taking a job order?
  • 7 Ways to Manage Customers from your Phone Recorded: Jul 7 2015 39 mins
    Brian Murray, VP, Customer Experience, Cotap
    Mobile represents a new way of interacting with technology. But for many of us, we still feel chained to our desktop. Join Brian for a conversation about rethinking the ways we interact with customers and prospects in a "mobile-only" world.
  • Selling to the customer is easy. Now simplify the rest. Recorded: Jun 29 2015 50 mins
    Barry Trailer Managing Partner CSO Insights, Jennifer Kling Product Marketing Manager CallidusCloud
    Okay, maybe not easy, but in comparison to the sales process, it feels like the easy part to sales reps. In some organizations, the process can be so complicated sales reps may be losing margin, or worse, losing deals altogether. Is this happening in your organization?

    Do you have deals in limbo and don't really know where they stand?
    Have you or your sales reps made a mistake on a proposal or bid that cost you?
    Do you need help removing road blocks in the second half of the close or order process?
    Do you need a way to simplify your complex selling environment?

    If you answered yes to any of these questions, you need to join us for this webinar where you'll learn best practices for simplifying your sales process.
  • What Sales Winners Do Differently Recorded: Jun 18 2015 59 mins
    Mike Schultz, President, RAIN Group; David Blume, VP Strategic Alliances, Qvidian
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    •How sales winners sell differently than second-place finishers
    •What sellers can do to maximize loyalty and repeat business
    •What is most important to buyers to win their business
    •How to maximize a buyers’ perception of value they get in the sales process
  • Land and Expand: Growing Revenue through Customer Success Recorded: Jun 17 2015 32 mins
    Whitney Hillyer, Director of Customer Success, Bitly
    How does your company tie revenue to the customer success team? Join Whitney as she explains how Bitly's customer success team has implemented the Land and Expand model to drive additional revenue for the business. You will hear about their initial strategy, results, and the changes they made along the way.
  • Customer Engagement Best Practices For Staffing Agencies Recorded: Jun 9 2015 47 mins
    Dan Fisher; Bennett Sung
    Welcome Staffing & Recruiting Agency Professionals to Jobscience & Menemsha Group's 3-Part, Sales Productivity Series --- "The Road to Winning More Business."

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    Today’s most well-known and respected brand names including Starbucks, Apple and Whole Foods have completely changed the customer experience. What can we in the staffing industry learn from them? A lot!

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    ·  Accessing the right sales content

    ·  Generating quotes and proposals

    ·  Commissions tracking

    ·  Removing paper from these processes!
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    Ralph Barsi, Achievers; Sean Kester, SalesLoft; Andrew McGuire, Zendesk; David Dulany, Infer
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  • Social Selling meets Sales Enablement Recorded: May 21 2015 56 mins
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    Over the past few years social selling and collaboration has become an effective method to reach prospective customers earlier in their buying process, collaborate across sales team members and the customer during their journey, and as a way to harvest best practices from field tribal knowledge. This session we will cover these topics using examples gleaned from companies levering social selling and collaboration to take sales enablement to the next level.
  • Panel: Should Modern Reps Care About Social Selling? Recorded: May 21 2015 56 mins
    Peter Mollins w/ Keith Burrows, Lattice; Melanie Barrett, Vision Critical; and Mike Kunkle, Sales Transformation Leader
    Moderator: Peter Mollins, KnowledgeTree
    Panel: Keith Burrows, Lattice; Melanie Barrett, Vision Critical; and Mike Kunkle, Sales Transformation Leader

    Social selling proponents claim that sales teams who implement social selling strategies are seeing shorter sales cycles, larger deals, more productive sales teams, and increases in revenue. Join this panel of sales enablement leaders as they debate the importance of having a social selling strategy and its place in driving revenue.
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  • Title: Game-Changing Sales Enablement: Repeatable Conversations that Drive Revenue
  • Live at: Mar 19 2014 4:00 pm
  • Presented by: Jim Moliski, Craig Nelson, Pat McAnally, Tamara Schenk
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