Name: Adapting & Succeeding in the Changing Sales Environment
Start: 2020-11-18T18:00:00Z
End: 2020-11-18T18:00:48.000Z
Location: BrightTALK
Rating: 4.42

Dun & Bradstreet is a leading global provider of business decisioning data and analytics and has been supporting businesses for over 180 years. The Dun & Bradstreet Data Cloud offers the world’s most comprehensive business data and analytical insights to power today’s most crucial business needs - whether you're looking for information to support sales and marketing teams, compliance, procurement or finance teams and beyond. That’s why 90% of the Fortune 500, 70% of the Global 500, and companies of all sizes around the world, rely on Dun & Bradstreet to help grow and protect their businesses. Dun & Bradstreet’s mission is to deliver a global network of trust, enabling clients to transform uncertainty into confidence, risk into opportunity and potential into prosperity. 

Are you ready to digitize your sales?

Join this webinar to discover how to engage prospects with relevant content at the right time. Learn how to increase sales effectiveness through data-driven practices

 

Webinar Topics:
What are the requirements of modern sales approach?
How can you improve lead quality by combining data?
What are the benefits of increased sales efficiency?
How D&B Hoovers is already responding to market needs?
What upcoming developments will set a new standard?

Data Driven Sales: How Dun & Bradstreet Enables Growth

ESG is emerging as a crucial framework for organisations globally, including government entities. Watch this session where we answer key questions about what the public sector can learn from the private sector, and where to start with ESG.

Successful ESG Integration for Resilient Public Sector Supply Chains

Demo: Videris OSINT investigation software

Demo of Videris OSINT investigation software

Demo:  Videris OSINT investigation software

Perpetual KYC (P-KYC) is by no means a new phenomenon.  Its popularity has risen in recent years in line with the need for firms to improve efficiency and reduce risk across their due diligence and Know Your Customer (KYC) processes.  

Regulations have been encouraging firms to move down this path, including wording on scrutinising transactions, conducting ongoing due diligence and reviewing existing records throughout the course of the relationship with a customer or other third party. Yet perpetual KYC (P-KYC) so far has not managed to become the norm. While it has huge potential to mitigate risk, improve efficiency and unlock many benefits for business, these claims are not grounded in data – and, in turn, firms are hesitant to make the move and start realising this potential. 

We’ve analysed data from thousands of UK businesses from our own Dun & Bradstreet Data Cloud, to demonstrate the real rate of change in directors and Ultimate Beneficial Owners (UBOs), and show how P-KYC can save valuable time and resource.

Join this webinar to discover the potential of P-KYC. You’ll learn:
• The benefits and challenges of P-KYC
• The change rates of Directors and UBOs in the UK and what you might miss in traditional reviews
• How to increase the efficiency of screening and reduce false positive effort by 75%

Your Host:
Neil Isherwood - SME and Strategy Lead, Risk & Compliance
Neil monitors the shifts in the regulatory landscape and looks to data and technology-led innovation to answer customer and supplier due diligence challenges. With over 20 years of experience in the information industry, Neil works with his customers to help them improve data flow into their organisations using data, integration and technology to aid better decision-making and risk mitigation. The majority of Neil’s experience has been in the financial services industry, though he works with customers across all industries at Dun & Bradstreet.

Why perpetual KYC and quality data are good for compliance

Despite economic uncertainty, B2B sales and marketing teams are expected to drive growth and build a resilient sales pipeline. In this practical webinar you will learn what sets the most successful sales teams apart from the rest – and most importantly, what role the right data plays. If you want to supercharge your sales and marketing activities in 2023, don’t miss this webinar on 15th June at 10:30 CET( 09.30 BST) where our experts will give you insights into: 

•How sales and marketing teams should navigate in uncertain economic environments 
•How to use a data-driven approach to identify potential customers and address them at the right time  
•How to reduce the sales cycle significantly by only approaching the relevant decision makers  
•How considering credit and compliance risk helps to build a robust sales pipeline  
•How to boost sales efficiency by having integrated CRM processes 

Your hosts 
Thomas Mavroudis 
Head of Go-To-Market Central Europe, Sales and Marketing Portfolio, Dun & Bradstreet 
mavroudist@dnb.com 

Thomas Mavroudis has held various positions at Dun & Bradstreet since 2006. After working in credit and risk management consulting, he took on various managerial positions in consulting and product management. Today, as Head of Go-To-Market Central Europe, he is responsible for the Sales and Marketing portfolio. 

 Stefan-Dominik Ibel 
Senior Business Consultant, Dun & Bradstreet 
ibels@dnb.com 

Stefan is part of the Central European Dun & Bradstreet Consulting team, who specialises in the automation and digitalisation of master data management and lead generation processes. He is passionate about helping companies improve their data quality, and works closely with clients to streamline internal processes to improve efficiency, reduce costs, and identify growth opportunities on a global scale.

How to use data to accelerate sales growth and build resilience

Procurement teams are under pressure, facing ever-evolving supply chain risks. From macro-economic issues to regulatory change and pressure from investors and consumers, understanding risk exposure and building supply chain resilience can be a challenge.  

In this practical webinar you will learn how to build the foundations of a resilient supply chain – and most importantly, what role the right data plays.

If you want to ensure you have a handle on supply chain risk and how to weather future pressures, don’t miss this webinar. Experts from BOSCH and Dun & Bradstreet will give you insights into:

• The measures BOSCH has taken over the last three years to make its supply chain more resilient – including the challenges they faced and lessons learned
• How visibility into supplier risk, including Environmental, Social and Governance (ESG) performance can strengthen long-term resilience
• How data and technology can underpin efforts to increase resilience and provide the information needed to take action

Your Hosts:
Dr. Thomas Schulte - Senior VP, Head of Governance, Supply Chain Management and Purchasing, BOSCH 
Over the last 20 years, Dr. Schulte has held various operative and strategic roles within research, supply chain and purchasing in different regions and business divisions. Based upon his profound and vast experience, he has shaped Bosch Supply Chain Management Purchasing since 2019 - implementing award winning approaches for supply chain sustainability and focusing on functional excellence, meeting regulatory requirements, and building resilient supply chains. 

Stuart Swindell - Third-Party Risk and Compliance Product and Strategy Director, Dun & Bradstreet 
Stuart heads up the Third-Party Risk and Compliance product stream at Dun & Bradstreet. He helps to bridge the gap between customer needs and technology, to improve Dun & Bradstreet's offerings and deliver valuable new solutions that aid better decision-making and risk mitigation.

Top Tips for a Resilient Supply Chain with BOSCH and Dun & Bradstreet

In uncertain economic times, payment defaults can be common. To counteract this, the global life-science group Bayer has automated its credit management processes and, with the help of Dun & Bradstreet, significantly increased the efficiency and quality of its risk assessments.

Case Study: How credit risk assessments can be improved with automation

Determining the ultimate beneficial owners (UBO) of individuals and companies your firm does business with has traditionally been complex, but it’s important to ensure you aren’t partnering with sanctioned individuals, terrorist groups, or money launderers. 

Finding out who is behind every company in your network requires complex data, often located in a myriad of sources – and information often differs slightly between those sources. Furthermore, there have recently been privacy concerns raised around the transparency of beneficial owners on public registers.

So how can you increase efficiency, accuracy and ensure you have a clean and accurate view of the truth?

Join Neil Isherwood to discover how data and new technologies can support you. You will learn:
• How the battle for transparency vs privacy in beneficial ownership is playing out
• Why understanding ownership is no longer enough – the need to check control too
• How moving to a people-centric approach can avoid duplication and capture aggregated ownership
• How to standardise and contextualise your approach while clustering people based on attributes and their networks

UBO 2.0 – Data and tech for the future of beneficial ownership

Today government procurement and compliance teams are under pressure, facing rapid change and ever-evolving supply chain risks. From macro issues and regulations to SME’s needing to scale and meet targets, understanding risk exposure and building supply chain resilience can be a challenge. 

To overcome the pressures and challenges, government departments must go beyond understanding risks pre-award, to proactively monitoring supplier relationships continuously for firmographic, regulation, or beneficial ownership changes. 

After attending this webinar, you will understand: 
- How quality, structured data can help agencies understand suppliers and the risks they pose.
- How data can improve due diligence processes and in entity resolution to provide a single view of a supplier cross departments. 
- How automation and technology can accelerate the contracting process and monitor change.

Best Practices for Using Data to Ensure a Resilient Public Sector Supply Chain

The term Perpetual KYC (P-KYC) has taken off in the last 12-18 months, but what is it? Most firms currently take a snapshot view of due diligence in a traditional 1, 3 or 5 year periodic review cycle, occasionally layering daily screening of particular elements. Full P-KYC involves consistent monitoring of all external and internal triggers than may impact risk.

In this video, our subject matter expert Neil Isherwood outlines the P-KYC operating model, advantages of the approach and challenges of transitioning.

5 Minute Briefing – What is Perpetual KYC (P-KYC) and Why Use This Approach?

Beneficial ownership registers were introduced across Europe as part of the 4th Anti-Money Laundering Directive. Since then, the 5th Anti-Money Laundering Directive made it mandatory for these registers to be publicly available. However, the European Court of Justice ruled at the end of 2022 that the benefit of public access is not proven and in fact interferes with the private lives of those on the registers.
Watch this short briefing to discover the background to the ruling, the status of UBO registers since the ruling, and the impacts on transparency.

5 minute briefing: EU Court of Justice Ruling on Beneficial Ownership Registers

As part of our continued commitment to providing the best quality insights to our clients we are hosting a D&B Hoovers webinar on November 17th. Find out how the latest Hoovers updates, new data offerings, and enhanced analytics capabilities can foster growth within existing accounts and also expand reach and accelerate deal closure. 

Agenda overview:
 - Q4 updates – Discover how to get the most of the 14 million new contact email addresses, 2.5 million additional UK direct dials and new links to LinkedIn personal profiles to ensure you reach key contacts and drive growth. 
- Learn how to utilise the exciting new functionality around news and notifications to get real time information and enable relevant conversations. 
- What’s next? – An exclusive preview to the 2023 roadmap of the scheduled developments and improvements coming to D&B Hoovers. 
- A live demonstration and walk through. 
- Q&A – Your chance to ask our experts live.

Join us to learn more about how these enhancements can continue to boost your sales pipeline.

Expand your Reach and Connect with Customers and Prospects

Neil Isherwood explores the progress, changes and current statues of ultimate beneficial ownership (UBO) registers across the EU, as mandated by the 4th and 5th Anti-Money Laundering Directives

5 Minute Briefing: Progress and current status of EU UBO Registers

Neil Isherwood discusses the impact of the Economic Crime (Transparency and Enforcement) Act 2022 on beneficial ownership.

5 Minute Briefing: Impact of Economic Crime Act on beneficial ownership Part 2

Neil Isherwood details the new Economic Crime (Transparency and Enforcement) Act 2022, and the knock-on impact on Beneficial Ownership

5 Minute Briefing: What is the new Economic Crime Act 2022? Part 1

Dun & Bradstreet's James Harrison and Rochelle March discuss how ESG insights can be used by Insurers to assess and mitigate risk

Become an ESG Leader in Insurance - Insights for Assessing Risk

As the UK government looks ahead to plot a course through the post-Brexit, post-pandemic world, senior leaders are focusing on the huge opportunities around better use of data: as the National Data Strategy makes clear, the government’s existing data assets could provide the fuel to power UK PLC in an increasingly digital environment.

But to realise that potential – linking up disjointed public services, strengthening evidence-based policymaking and supporting innovation – civil servants must address some of the foundational issues around how data is gathered, managed and exchanged. Without robust data governance and clear policies on how data is deployed, government bodies will struggle both to build public and business confidence in the agenda, and to deploy data in policymaking, management and service delivery.

The solutions lie in finding ways to ‘master’ data across government – creating persistent keys to allow data to be matched and exchanged between departments, connect up services and eliminate duplication. Featuring senior data leaders from the UK civil service alongside external experts, this webinar discussed how the UK civil service can seize the opportunities lying within its rich data assets.

Master Builders: The Foundations of Good Data Management

In the changing sales environment, organizations may experience many roadblocks to success. From time management to organizing virtual calls, efficiency can be a challenging goal to achieve.  

When there is change, adaptation needs to be the focus, but that’s not all. Success-driven habits for sales organizations are key when it comes to performance.  

Come join us on November 18th at 1 PM EST | 10AM PST as we speak with Forrester Analyst Mary Shea and Nipul Chokshi, Dun & Bradstreet’s Vice President of Marketing, to find out how sales leaders can adapt and succeed in the changing sales environment.  

In the webinar you will learn about:  
- Boosting productivity in your sales organization so that you can ignite growth 
- How to more effectively prospect and prioritize your account-based sales 
-The key trends in digital tools and digital transformation to help you stay ahead 

Register and receive insights on adapting and succeeding in the changing sales environment through valuable use cases.

Adapting & Succeeding in the Changing Sales Environment

Sales Acceleration

Account Based Marketing

Sales Productivity

Sales Leadership

Digital Marketing

Prospecting

Get powerful marketing insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge on which marketing strategies and techniques are driving customer and revenue growth.

Marketing

The marketing community on BrightTALK is made up of thousands of engaged marketing professionals. Find relevant webinars and videos on marketing strategy, branding and more presented by recognized thought leaders. Join the conversation by participating in live webinars and round table discussions.

The IT security community on BrightTALK is composed of more than 200,000 IT security professionals trading relevant information on software assurance, network security and mobile security. Join the conversation by watching on-demand and live information security webinars and asking questions of experts and industry leaders.

IT Security

Increasing expectations for good governance, effective risk management and complex demands for corporate compliance are presenting a growing challenge for organizations of all sizes. Join industry thought leaders as they provide you with practical advice on how to implement successful risk and compliance management strategies across your organization. Browse risk management resources in the form of interactive webinars and videos and ask questions of expert GRC professionals.

IT Governance, Risk and Compliance

As an IT professional, many of the problems you face are multifaceted, complex and don’t lend themselves to simple solutions. The information technology community features useful and free information technology resources. Join to browse thousands of videos and webinars on ITIL best practices, IT security strategy and more presented by leading CTOs, CIOs and other technology experts.

Information Technology

Internal audit and compliance professionals are facing increasingly stringent regulatory requirements when it comes to compliance reporting and internal control procedures. Join the audit and compliance community to learn best practices from thought leaders on topics such as regulatory compliance, internal audit checklists and audit program strategies.

Audit and Compliance

Get powerful finance insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge that will help you to determine which financial factors build or erode value in your organization.

Finance

The accounting and finance community on BrightTALK features presentations from leading accountants and finance professionals. The accounting community includes tax planning strategies, QuickBooks webinars and other accounting webinars, while the finance community features presentations on financial capital regulations and forensic data analytics. Join the conversation by attending live financial and accounting presentations and connecting with industry thought leaders.

In today’s economic climate, successful small businesses need to overcome an array of challenges. Client dependence, legal issues, small business financing… as an entrepreneur, where can you find the information you need to help inform your decisions? In the small business management community, discover how you can create a successful small business from the business plan up!

Small Business

Get powerful procurement and sourcing insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge on which strategies are proving to be the most effective for managing vendors, improving performance and reducing cost.

Procurement and Sourcing

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.

Adapting & Succeeding in the Changing Sales Environment

Presented by

About this talk

More from this channel