Webinars & Workshops
(Another Membership Benefit)
Webinars & Workshops           Business Resources
  Selling Power
 Upcoming "Live" Webinars
1:00 PM
5 Hallmarks of High-Impact Sales Organizations   (Sales & Marketing)
What do managers at top-performing sales organizations do best? To better understand the correlation between sales management skills and sales team performance, Sales Readiness Group and Selling Power conducted a survey to identify the hallmarks of high-impact sales organizations.
In this complimentary and interactive webinar, you will learn: ..... The state of sales management across different organizations. ..... The most critical skills sales managers need to perform their jobs. ..... How to optimize your organization’s sales management initiatives. ..... How to benchmark annual investment in training for sales managers.
 On Demand Webinars
FREE Managing Difficult Customer Interactions   (Customer Experience)
Unreasonable demands, personal attacks, failure to keep commitments – are these customer behaviors that have caused you frustration? In this interactive webinar Bruce Patton, co-founder of the Harvard Negotiation Project and co-author of the seminal negotiation bestseller Getting to YES, and Elizabeth Rayer, head of the Enterprise Learning practice at Vantage Partners, LLC, will demonstrate how to cope with these and other difficult customer interactions without losing your head or killing your margin.
FREE Making a Compelling Business Case for Incentive Compensation Management   (Human Resources)
Organizations are looking to streamline their incentive compensation processes however; securing a budget for the project is often difficult with other priorities taking the lead. High performing organizations have reaped tangible and significant benefits by implementing a Sales Performance Management (SPM) solution, but many still struggle with getting buy-in for the project.
Join this webinar to learn how you can overcome these barriers and dramatically reduce the manual labor for your compensation team while better serving your sales reps. Kevin Gray, Product Marketing Manager from IBM will discuss some of today's challenges organizations face in managing their incentive compensation programs. Our guest speaker, Michelle Bishop, Principal Consultant from Forrester Consulting, will discuss how to make a compelling business case for SPM with tools developed using the Forrester Total Economic Impact methodology.
FREE Managing the Complexity of Sales Territories and Compensation   (Sales & Marketing)
Many organizations are facing the increased complexities that come with growth, diversity in product offerings, and market segmentation. These rising complexities create challenges around territory management, crediting, and sales compensation. With the proliferation of roles, responsibilities, and overlapping assignments in the sales organization; who gets credited when a sale is made, is an increasing concern.
During this Webinar, you will learn the steps leading companies, large and small, have taken to improve how sales territories are designed, assigned, and managed. You will also benefit by learning ... the latest research from CSO Insights addressing territory management trends, ideas to improve the territory management /compensation process at your company, and the most crucial considerations to address when managing territories.
FREE Developing High-Performing Sales Managers   (Sales & Marketing)
High performing sales managers have a profound impact on a company's bottom line sales results. But, too often training initiatives focus on salespeople and not a company's frontline sales management team. Maximize your sales revenue potential by developing great frontline sales managers.
FREE 3 Keys to Unlocking Sales Productivity with Social   (Sales & Marketing)
Growing revenue shouldn't be so hard. But the reality is that it takes too long to onboard new reps, keep them enabled, and to win those critical sales opportunities. CRM, SFA, portals, and other legacy technologies promised sales efficiency, however the real driver of revenue growth is sales effectiveness.
In this webcast, Gartner Research Director Adam Sarner and Good Technology's Mike Mercado will discuss how high-performing sales organizations are leveraging cutting-edge social business platforms and processes to transform their sales teams and drive productivity.
FREE Sales Force Effectiveness Initiatives - Impact Worth the Investment   (Sales & Marketing)
The sales force remains one of the largest single expense lines for companies, and sales leaders continually struggle with measuring the value and return on investment in sales force effectiveness initiatives.
To quantify and better understand the impact of sales force effectiveness (SFE) initiatives, ZS Associates launched the Explorer Study to answer the elusive question, "What is the impact of investing in SFE initiatives?" ZS mapped the potential benefits available to companies from SFE initiatives. Importantly, engaging programmatically across a series of SFE categories can yield impressive results – from 9 to 23 percent. Even focusing on just one SFE category can improve performance metrics, such as revenue, profitability or sales force activity.
The bottom line: Companies that don't invest in SFE are likely leaving money on the table.
Join us for this webinar and learn: ..... The impact sales force effectiveness initiatives can have on sales and profit growth ..... How to articulate the business case for SFE investments ..... Key factors that determine how big the benefits could be for your company. (Aired on 8/25/15)
FREE How to Predict Success in Sales   (Sales & Marketing)
Why are some people successful in sales while others are not? This is a question that sales managers and executives ask themselves regularly. Perhaps a more perplexing question is why someone who is successful selling in one job is a complete failure in another, or vice versa. In this webinar we will discuss how you can increase your odds that the reps you hire will succeed in your sales organization. Specific takeaways will include how to:
Identify sales styles and drivers (ie: motivators)
Understand why salespeople are successful in some positions and not in others
Use a complete profile to select and develop your salespeople
Understand the core competencies that predict sales success.
FREE New Solutions for Sales Leaders: Delivering Results While Managing Dual Roles   (Sales & Marketing)
It's no secret that sales leaders wear multiple hats. In fact, a sales leader can play almost any role, from coach to motivator to sales expert, among others. There is no one specific thing sales managers do. Rather, they perform a complex, interwoven group of tasks all related to delivering results.
During this webinar, Kevin Higgins, President, Fusion Learning, and Gerhard Gschwandtner, Founder and CEO, Selling Power will discuss:
Deal Manager vs. Sales Manager - Two common types of sales leaders
Sales Participation Rate - The secret to unlocking over-plan performance
Sales Funnel Types - Why it's critical to pay attention to all four
FREE New Insights on Helping Sales Reps Meet or Exceed Quota   (Sales & Marketing)
Do your sales reps consistently hit their quota? New research from Xactly Corporation shows that on average, 40% of sales teams make less than 80% of quota.
For over eight years, Xactly has aggregated sales performance and transaction data from hundreds of sales organizations. In this webinar Erik Charles, Principle Incentives Strategist at Xactly, will share additional data from Xactly's findings and discuss how to apply the insights to improve sales results in your company. He will discuss strategies such as:
Quota timing and short and long measurement periods can deliver different results
What to look for when determining the true total cost of a sale
How you can hurt performance by measuring too much
FREE Never Hire a Bad Salesperson Again   (Sales & Marketing)
Have you ever felt burned by a candidate who looked great in the interview, but did not perform up to your expectations? Underperforming salespeople cause frustration for sales managers and financial loss to a business. This webinar provides rigorous recommendations for weeding out the dozens of unqualified applicants who apply for sales positions, while helping you identify the much smaller percentage who have what it takes to succeed in sales.
FREE Transforming Sales: Accelerating Sales Growth and Streamlining Processes   (Sales & Marketing)
Companies of all sizes are evaluating their business processes to streamline workflow and improve efficiencies to accelerate sales growth. Learn how SunGard's Ken Powell, VP of Global Sales Enablement, led his organization of more than 1,000 sales and marketing executives through a complete sales-transformation process. By aligning people, new processes, and technology, SunGard has dramatically increased its effectiveness and accelerated its growth.
FREE The Seven Deadly Sins of Incentive Compensation   (Sales & Marketing)
Do you know the seven most costly mistakes that can damage profitability and put the future of your business at risk? Xactly, a leader in sales incentive compensation management software, has analyzed eight years worth of compensation data – literally billions of calculations – from hundreds of customers. This Big Data research has identified do's and don'ts for building effective sales incentive plans. In this 45-minute webinar, Michael DeLeonardis, Xactly's VP of Insights & Benchmarking, will share the results of this research and offer various insights.
FREE Unlock Sales Force Effectiveness to Improve Your Organization and Drive Growth   (Sales & Marketing)
Drawing from practical experience and case studies, Mike Moorman, Managing Principal, Go-to-Market Strategy and Transformation with ZS Associates, will discuss how you can identify your sales force's main growth opportunities, key pain points, and costly competitive disadvantages so that you can design your sales and marketing organization to drive significant organic growth.
FREE Drive Strategic Change Initiatives with Sales Compensation Plans   (Sales & Marketing)
Sales compensation plans are designed to drive the sales force to help achieve strategic business objectives. As those objectives change, it is important to ensure that your sales compensation plan remains aligned with your company goals. This webinar will provide a framework for evaluating the impact of strategic change on sales roles and sales compensation.
FREE StorySelling: Differentiate Yourself from the Competition   (Sales & Marketing)
The best sales leaders and top performing salespeople are great storytellers. Do you know what the impact would be on your business if you could turn your entire sales team into great storytellers? Join us for this unforgettable webinar and find out. Craig Wortmann, Author of "What's Your Story", will captivate you and demonstrate the powerful impact stories have on the three most common performance challenges – sales leadership, strategic selling, and motivation.
FREE How to Enable Reps to Succeed   (Sales & Marketing)
Sales "enablement" means 1000 different things to 1000 different people but at the end of the day there's only one goal – to ensure sales can sell. That's why it's ok for sales reps to be a little selfish – they rely on other people and departments to get their deals done. The tools, systems, people, and processes that are put in place need to work together in order to support sales reps. Reps need to be enabled from day one to start selling.
FREE Game The Plan: Review, Strategize, & Win in 2014   (Sales & Marketing)
Leaders of successful sales organizations realize that the old rules for sales incentive compensation have changed. Erik Charles, Principal Incentive Strategist at Xactly Corp., will discuss the new challenges and how to meet them head on and win. Attend this free Webinar and learn the new rules for winning in 2014, plus ..... how to gain greater insight into the key compensation challenges that most sales leaders are struggling with today, ... the five things your data should tell you about your sales team's true potential, ... how to motivate a multigenerational sales force.
FREE Motivating a Multi-generational Sales Force   (Sales & Marketing)
As a sales manager, it is important that you understand what makes your sales team tick. This is not an easy task, because each sales team is comprised of unique individuals with different personal, professional, and educational backgrounds. Because they are at different stages in their lives, the Baby Boomers, Generation X, and Generation Y have different goals and don't respond to the same types of rewards and recognition. The good news is that it’s not impossible to get a multigenerational sales force on the same page.
Join us for this live, interactive webinar to learn how you can: ... Develop a culture of high motivation and performance ... Use retention and engagement strategies to ensure sales reps attain and exceed quota ... Effective ways of incenting any generation in your sales force (baby boomers, Gen X and Gen Y). (Aired on 4/22/14)
FREE Lead-to-Money Best Practices & Benchmarks   (Sales & Marketing)
Sales teams have the same initiative: to profitably grow revenue. There are three main objectives that companies try to meet in order to grow revenue .... [1] close more deals, [2] close larger deals, [3] close these deals faster.
This Webinar will show you which technology and processes best-in-class companies use to meet these objectives in the following ways:
... generating, managing, and responding to leads quicker; ... optimizing territories to ensure sales is set up for success; ... enabling sales with the knowledge and tools needed to sell more; ... enabling sales leaders to move their "B" players to "A" players; ... empowering sales to quote and contract faster when the customer is ready.
You will receive a simple checklist to help guide you in discovering opportunities for improving your current lead-to-money process. (Aired on 5/29/14)
FREE How to Become a More Creative Sales Leader   (Sales & Marketing)
The Innovative Sale - Helping You Think Differently and Create Better Sales Solutions ..... As markets and products become more competitive and commoditized, buyers become more analytical about their purchases. As a result sales organizations must seek out new solutions to address these challenges. However, the sales team often regresses to the same old thinking patterns.
In this insightful webinar on sales innovation, Mark Donnolo of SalesGlobe and author of The Innovative Sale, and Erik Charles of Xactly show you how to break through this traditional mentality and discover new, visionary ways to use incentives and creative sales management to inspire performance. Learn about how The Innovative Sale combines right-brained creativity with left-brained sales disciplines so you can leverage a predictable creative process and principles to help you become a better thinker, solution developer, and leader. (Aired on 6/17/14)
FREE Moving The Middle: motivating middle performers and hitting your goals   (Sales & Marketing)
"A five percent gain in the middle 60 percent of your sales performers can deliver over 91 percent greater sales than a five percent shift in your top 20 percent." ... Every sales organization can be broken down into top, middle, and bottom performers. Top performing sales reps can be counted on for hitting quota and making those deals happen that didn't look possible. But the majority of reps fall into that middle category. What if you could bump them up just 5%? In this live webinar, attendees will learn: The real truth about top performers ... The art and science of understanding your middle performers ... The full financial impact of motivating your middle performers. (Aired on 6/5/14)
FREE The Quota-Busting Tool for Salesforce   (Sales & Marketing)
A Configure Price Quote solution added to your Salesforce CRM can streamline the lead-to-contract process and give reps the tools they need to make quota each quarter. See how CPQ can make selling easier, faster, smarter – and more successful.
... 19% higher lead conversion rate. ... 49% higher proposal volume. ... 105% larger average deal size. ... 71% improvement in achieving quota.
Is CPQ right for you? It's worth an hour of your time to find out. (Aired on 6/24/14)
FREE The End of Sales as We Know It   (Sales & Marketing)
In a recent study, Gartner predicts that by 2020, 85% of interactions between businesses will be executed without human intervention. It is likely that of the 18 million salespeople in the United States, there will be only about 4 million left.
Salespeople are no longer the conduit of basic product and pricing data and organizations and salespeople who don't get this are becoming obsolete. But the role of a sales professional is NOT dead; it is simply being redefined.
Join us for this complimentary webinar to learn more about the future of sales (Aired on 8/5/14)
FREE The Uber Sales Rep - How technology is reshaping the profile of modern sales   (Sales & Marketing)
Today's Sales Rep is plugged in and uses technology as a crucial part of their job. Organizations need to recognize how technology is reshaping their workforce in order to make the latest applications available to their teams. In this webinar we will discuss the impact that transitioning away from phone books and rolodexes towards mobile apps and social networks has had on the sales industry.
You will learn: ... The top sales applications for mobile devices ... How technology has changed the game for prospecting ... The benefits of being a technology early adopter. (Aired on 8/20/14)
FREE The New Rules of Selling   (Sales & Marketing)
Selling is being radically redefined like never before. With buyers now in possession of unlimited information, online content is quickly becoming the dominant driver for commerce. Today anyone working in sales or customer service needs to possess entirely new skills. Unfortunately most organizations are still using traditional selling models developed for a different time. Join us for this webinar and David Meerman Scott will show you how agile and real-time sales will grow your business now!
Topics covered will include: ..... ..... Why the old rules of sales no longer work in an always-on world ..... The new sales cycle and how informative Web content drives the buying process ..... Providing agile, real-time sales 24/7 without letting it rule your life ..... How social media is transforming the role of salesperson into a valued consultant. (Aired on 10/15/14)
FREE 10 Adds to Your Coaching Playbook   (Sales & Marketing)
As a sales coach, you can make a big impact on your goal attainment by helping your team make small changes that will make a big impact on their productivity.
In this session, John will share 10 ways that you can improve your sales team’s productivity with easy changes to what they are doing each day. From helping them understand the “formation” needed to win to gamifying their day, you’ll learn actionable tips that your team can start using today.
Presenter, John Hulwick is Director of Corporate Sales at ClearSlide. He oversees corporate sales initiatives to drive efficiency from the team, including the pre-sale deal support and SDR efforts. John's background before technology was in running a team of financial analysts at Fisher Investments, driving him to be a fanatic about quantifying effectiveness and leading an efficient team. (Aired on 9/25/14)
FREE Prepare Sales for the Year 2020   (Sales & Marketing)
According to IDC, by 2020, 85 billion mobile apps will be downloaded; 450 billion business transactions will take place on the Internet daily. We have already seen the volume of mobile devices outpace PCs. Is your sales force keeping up with this pace of change?
Many businesses are making efforts to revamp how they interact with customers so they can increase productivity and revenue, streamline the contract negotiation process, and reduce risk.
Join us for this webinar where you'll learn best practices you can use to modernize your sales force and how to implement these changes in your organization. Specifically presenters will discuss how to improve the time-consuming functions of: ..... quote and proposal automation, ..... automated contract management, ..... removing manual processes to reduce risk. (Aired on 10/2/14)
FREE Secrets to Success with Mobile Sales Enablement   (Sales & Marketing)
Whether your organization is already in the midst of wide scale mobile deployments, or you are looking to join the mobile sales technology movement, we have identified 5 pillars of mobile sales enablement to ensure your team's selling success. It's time to ask yourself certain critical questions so you can best leverage mobile sales enablement and help your sales and marketing teams work better together. We will share our best practices to ensure that you get the maximum ROI from your mobile sales technology.
We'll cover: ..... How to match your mobile content with buyer needs ..... How to take advantage of mobile analytics to reduce content struggle between sales and marketing ..... How to best communicate with customers before, during, and after a meeting in the field ..... The importance of sales engagement metrics ..... Integrations you must have to ensure sales and marketing alignment. (Aired on 11/5/14)
FREE Getting to Yes with Procurement: Advice for Sales Professionals   (Sales & Marketing)
For sales professionals, negotiating with procurement can be a daunting experience. With over 20 years of consulting experience to both sales and procurement organizations, Vantage Partners knows how difficult this process can be – especially given the continuous expansion of procurement's role in the buying and negotiation process. However, with the right tactics and preparation, getting to yes with procurement doesn't have to be such an ordeal.
In this interactive webinar, Vantage's Elizabeth Rayer, Ph.D., and David Chapnick will provide negotiation advice for dealing with the many challenges sales professionals face when negotiating with procurement.
Some common challenges the presenters will discuss: ..... ..... Procurement - the gate-keeper ..... Selling value when procurement seems to only care about price ..... Negotiating when it feels like procurement has all of the leverage ..... Out to bid – managing procurement's reliance on a RFx process ..... Dealing with threats, stalling, and other tough tactics. (Aired on 10/28/14)
FREE Driving Revenue and Simplifying Sales Quotes   (Sales & Marketing)
With thousands of products and millions of potential product combinations, quotes were difficult for Cleaver-Brooks – its sales reps spent an average of four hours on each one, and costly errors and gaps in reps' knowledge limited margins.
Now, after implementing a Configure Price Quote (CPQ) solution from CallidusCloud, quote times are down to 15 minutes, errors in quotes are greatly reduced and the sales team now generates a half-million quotes a year – and those are just some of the benefits CPQ brings.
In this webinar, you'll learn how CPQ ..... Shortens onboarding for new sales personnel ..... Delivers the right content to the right customer at the right time ..... Encourages reps to upsell automatically. (Aired on 12/3/14)
FREE The Value of Pricing Discipline: An Inside Look at the Impact of Pricing Exceptions   (Sales & Marketing)
Salespeople often encounter difficult negotiations with customers due to a legacy of having made frequent discounts off their list or "standard" price. The cycle has played out thousands of times... if a supplier refuses the pricing exception, or tries to hold the line, the customer threatens to go to the competition – then the supplier caves and gives the price concession (and rewards their toughest, nastiest customers with the best pricing!).
Sales managers have (an understandable) fear of losing customers, especially those they have had for a long time and had to fight hard to win in the first place. The easier choice often seems to be to grant the exception and land the deal, keep the customer, and hope to hold the line the next time. But, do pricing exceptions only impact the negotiation at hand and short-term margins, or do the ramifications go much deeper?
Join us for this webinar and learn about: ..... Findings from a recent study by Vantage Partners to understand the depth and prevalence of pricing exceptions and how companies manage them ..... The impact that pricing exceptions have on Average Selling Price (ASP) ..... What drives companies to grant price discounts and the real implications of granting them ..... Strategies you can use to begin to reverse the course of a legacy of offering frequent price discounts. (Aired on 11/25/14)
FREE Selling Smarter and Faster: Increasing Revenue and Profit Velocity with Price-Optimized CPQ   (Sales & Marketing)
While automated Configure, Price, Quote (CPQ) is becoming increasingly recognized as a pivotal driver in the sales cycle, much of the focus so far has been on process efficiencies, shorter quote turnaround times, and integration with downstream sell-side functions such as contracting and billing. The missing element to date has been the role price optimization should be playing in the CPQ story.
Join us for this webinar and you will: ..... Learn how siloing critical pricing and sales processes is leaving money on the table ..... Explore how employing a holistic, data-driven approach to pricing and sales execution will allow you to sell the right product at the right price, increasing customer satisfaction and your margins (Aired on 1/29/15)
FREE How to Equip Your Sales Force to Have Smarter Business Conversations   (Sales & Marketing)
Advances in technology have provided your customers with more information than ever before. This knowledge makes customers more sophisticated and savvy, often leading to increased expectations, which means your sales people now must find new ways to provide more value. Through research and work with Fortune 500 companies, Fusion Learning has created a process and tools that equip sales people to generate insight resulting in better business conversations.
In this webinar, Kevin Higgins, CEO of Fusion Learning Inc., will engage you in an interactive session and demonstrate how this new process and tools can improve the ability your sales reps have to proactively provide value to your clients. (Aired on 4/9/15)
FREE Best Practices for Turning Inbound Leads into Opportunities   (Sales & Marketing)
It's no secret that buyers today are both more informed and harder to reach than ever before. And, despite the many innovative tools that are now available to sales reps to help them connect with buyers more easily, finding qualified opportunities still requires old-school outbound phone and email efforts.
In this webinar, we will explore key best practices for prospecting that can help your sales team uncover more qualified opportunities.
Our speakers will share insight on: ..... How to make outbound calling efforts by your sales team more efficient and effective ..... The common challenges with qualifying inbound leads ..... How to accurately qualify inbound leads ..... 5 best practices to convert leads into opportunities. (Aired on 5/5/15)
FREE Scalable Growth: How To Get New Hires To Presidents Club Faster   (Sales & Marketing)
Are you looking for strategies to help your new hires ramp up faster?
Join us for this webinar to hear how, Splunk, a global leader in operational intelligence, is using sales playbooks to help new reps excel quickly in their rapidly-growing organization. Kym Wood, Director of Global Field Enablement at Splunk, will share how the company has been able to: ..... Leverage Sales Playbooks to get new reps ramped up more quickly ..... Get sales reps to make President's Club in their first year ..... Deliver a consistent and optimal buyer experience. (Aired on 5/20/15)
FREE How to Accurately Qualify Opportunities   (Sales & Marketing)
Do your sales reps ever chase the wrong opportunities, stay in them for too long, or misjudge their realness? Salespeople tend to think they can qualify effectively, but most follow their intuition instead of evaluating a deal's potential objectively.
Start spending your limited time and resources on the right opportunities by relying more on actual 'deal science' rather than gut feelings. This webinar shares insights and best practices on: ..... The two essential questions to determine which deals your reps should focus on ..... Ways to benchmark your team against other high-performing sales professionals ..... How to get bad deals out of your pipeline earlier to double your win rate. (Aired on 6/3/15)
FREE Why Just-in-Time Learning is Your Best New Sales Weapon   (Sales & Marketing)
The Millennial wave is not coming–it's already here. According to a recent Pew study, Millennials are now the largest generation in the U.S. workforce, and sales teams are often at the forefront of this shift.
The smart sales leaders know that this is a good thing. Why? Because in a market where information changes quickly, iPhone-loving Millennials are primed to sell… so long as the right information is ready at their fingertips. In fact, with the right mobile tools and a "just-in-time learning" approach, your Millennials (and everyone else) will be more productive in less time than ever before. In this webinar you'll learn how to quickly implement just-in-time learning to increase sales productivity with less classroom time. (Aired on 8/12/15)
FREE How to Unclog Your Sales Pipeline   (Sales & Marketing)
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. (Aired on 7/15/15)
FREE Top 5 Tips to Get Better Results from Your Sales Training Efforts   (Sales & Marketing)
Successful sales training should be more than a flashy, one-time event. It should be reinforced continuously throughout the year after the annual sales kickoff event. Expecting your sales team to retain an abundance of information in just a few days, and to put that new knowledge into action successfully months later, means you're missing valuable opportunities throughout the year to increase the success of your sales team.
Mobile sales training tools empower reps with just-in-time knowledge, so they have the right information at their fingertips whenever and wherever they need it. In addition, the ability for seamless collaboration between sales and marketing content creators and sales management makes content easily accessible and updated for sales reps.
In this webinar, you will learn the top five tips to improve your sales training efforts, and how you can implement a consistent training reinforcement strategy that will produce a more successful, profitable sales team. (Aired on 9/16/15)
FREE Sales Content: The New King   (Sales & Marketing)
Content, content, content. Sales tactics and strategies aside, there's so much buzz with value-added messaging and…you guessed it, content. With all this noise, it's difficult to understand just how content benefits your sales organization. What's working? What's not?
Qvidian's new 'Content Automation Trends Report' can help you pinpoint how your sales content affects the successes and failures of your sales team.
Join this webinar and learn: ..... How to leverage sales content to improve sales force effectiveness ..... Why your sales content might be losing you deals ..... Why sales content portals are not the answer ..... How to improve the creation, delivery, and management of your sales content. (Aired on 9/29/15)
FREE How to Use 7 Simple Quota Practices to Skyrocket Sales   (Sales & Marketing)
Balancing territories properly is critical for maximizing your sales force's success, and doing so correctly means using data to establish sales territories that will reach their full profit potential.
Gartner estimated that, on average, enterprises will miss the equivalent of 10 percent of total sales in lost revenue that could have been captured with improved processes for defining, assigning and managing territories, quotas and compensation plans. Without data, territory mapping and quota calculations become subjective, favor certain sales reps, and often do not maximize the company's overall revenue potential.
Join us for this webinar and learn how to: ..... Simplify and accelerate the territory and quota planning process ..... Reduce the risk of errors in the planning process ..... Use data to avoid the most common territory planning pitfalls ..... Give reps clarity on how quotas are calculated and improve sales rep retention. (Aired on 10/7/15)
FREE Multiple Channels, One Experience. Using CPQ-Powered eCommerce to Maximize Revenue and Customer Satisfaction   (Sales & Marketing)
Reaching all of your customers how they want to buy is essential in promoting revenue growth in a competitive marketplace. Leading companies are now leveraging CPQ-powered Ecommerce to allow customers to start their buying journey online and finalize with sales or partners in a seamless purchasing experience.
Join this free webinar and learn how you can ..... Deliver a consistent customer experience across all sales channels ..... Make it easier for partners to sell your products ..... Enable online purchasing, even for bundles and products requiring complex configuration ..... Efficiently add new channels, all managed from a single repository. (Aired on 10/22/15)
FREE The Business of Knowing Your Customer's Business - The Key to Selling Value   (Sales & Marketing)
As sales professionals in today's competitive market, our customers and prospects demand more from us than ever before. We are expected to be advisors, consultants, and collaborate with relevant solutions for their business. To become that advisor, not only do we need to have current knowledge on our company's products and services, we need to also have business acumen and knowledge to be credible and relevant.
Today's sales professional must be perceived as a business professional. In this webinar, Julie Thomas, President and CEO of ValueSelling Associates, will discuss how to evolve from a selling professional in a business world to a business professional who happens to sell.
What you'll learn: ..... What is business acumen and why is it important ..... How to engage a prospect in a business issue conversation ..... The relationship between business issues and justifying the sale ..... How to become a better sales professional and provide more value to customers. (Aired on 11/5/15)
FREE How to Adopt Smart and Simple Best Practices for Growing Sales   (Sales & Marketing)
Shifting buyer behaviors and the digitization of sales have dramatically changed the game for today's B2B sales organizations. Join this webinar featuring guest speakers from SAP and Accenture to get insight on how to adapt to today's modern selling environment and ensure your sales team is equipped for success.
The panel will share insights on: ..... Key trends affecting today's sales organization ..... Best practices on how to help B2B sales reps adapt to improve sales force effectiveness ..... Technologies that make the biggest impact on the success of your sales team ..... How leading companies, including AGL Utilities, are evolving to be more successful in improving sales performance, providing mobile access to customer data and delivering effective coaching with better customer insights to drive sales growth. (Aired on 11/12/15)
FREE Five Key Steps for Building a Top Sales Team in 2016   (Sales & Marketing)
While closing out 2015 you have to keep your eye on 2016. Now is the time to start looking at your team and see what you need to do to build a winning team for the coming year. Top sales teams don't rest on their laurels, they always seek to improve and push themselves to be better. How can your team improve in 2016? Join us for this webinar and hear our experts key insights and best practices on selecting, training and managing a top sales team.
You will learn the five key steps for building a top performing sales team including: ..... Hiring the right people ..... Coaching to success ..... Building a culture that never quits ..... Deploying tools your team will adopt (Aired on 12/16/15)
FREE How to Win Your Biggest Sales Battles in 2016   (Sales & Marketing)
In this webinar, you will learn how to lead your sales team to breakthrough success. Here are the major takeaways: ..... How to see the early warning signs of a miss so your reps can course-correct ..... How to get better sales intelligence so you can close more deals faster ..... How to instantly and accurately view your sales pipeline in real time. (Aired on 1/12/16)
FREE The $100 Million Problem You Don't Know You Have   (Sales & Marketing)
Secrets to Sales Proposals that Close Deals ..... A great proposal won't win you the business on its own, but a poor proposal can undo a lot of the hard work up to that point, or even leave your reps trying to figure out why that forecasted slam-dunk opportunity is stuck in the pipeline.
Join us for this eye-opening webinar and learn: ..... How to help your reps ensure more qualified opportunities result in a signed contract ..... Why a great sales proposal is essential in today's buyer-centric marketplace ..... Proven strategies to better align your proposals with buyers' decision-making behaviors. (Aired on 2/9/16)
FREE A Sales Effectiveness Study: Best Practices for Managing Inbound Leads   (Sales & Marketing)
Inbound leads are critical to the success of your sales team. While a flood of inbound leads from your online web forms, webinars, or trade shows is a great start, it doesn't mean all those leads will turn into closed deals. In fact, a recent study conducted by Conversica indicates that more than a third of companies ignore inbound leads.*
Join us for this webinar and you will learn how to better manage your inbound leads, including: ..... Insightful metrics on the 4 elements of successful lead engagement: Promptness, Persistence, Personalization and Performance ..... Which factors are strong predictors of success or failure with inbound leads, ..... Practical steps you can take to align your sales team with best practices, and ..... How to benchmark your company's lead engagement efforts against others in your industry.
*Registrants of this webinar will receive the full research report. The report will be sent via email after the live webinar. (Aired on 1/28/16)
FREE Powerful Leadership Presentations: Build Commitment and Action   (Sales & Marketing)
What would it mean to you and your company if – every time you delivered a presentation – you were powerfully persuasive, clearly concise, and inspired your team to success? Impossible, you say? Not when you learn to implement Patricia Fripp's five power presentation techniques that guarantee you will be a rousing success.
You will discover how to: ..... Make an indelible connection with every member of your team. ..... Build action and commitment through your words. ..... Get buy-in for your point of view. ..... Open and close with impact. ..... Present to be memorable.
Get known as the rock star sales leader you were born to be! (Aired on 2/24/16)
FREE 6 Must-Haves for a Sales Training Program that Sticks   (Sales & Marketing)
Research shows that companies spend $20 billion annually on sales training, but report a low return on their investment. That's not acceptable. There is a way to build a successful and sustainable training program.
Join us for this webinar and you'll gain a better understanding of the elements of a successful sales training program and tips to get the most out of your investment, including: ..... Strategy – How to plan for training that actually gets done and helps your reps and your business meet their goals. ..... Content and delivery – Identifying what reps need to be able to do as a result of their training and the best way to deliver that content and make it stick. ..... Measuring outcomes – Go beyond basic metrics like completion and rep feedback. ..... Invested leaders – Why leadership involvement throughout the training program improves sales-training results.
Registrants of this webinar will also receive The Periodic Table of Sales Training. This guide will be sent via email after the live webinar. (Aired on 3/8/16)
FREE How to Fast Track Sales and Increase Pipeline Visibility   (Sales & Marketing)
Sales leaders are responsible for helping their team move pipeline, drive revenue and meet quota. Sales management is often left guessing when a contract will close, with no power to speed up the sale. As the saying goes, "time is money", and the ability to quickly close a deal can sometimes be the difference between hitting or missing quota.
Join us for this webinar to hear Andrea Wood, Senior Manager at Cox Communications, explain how implementing digital processes into the Cox sales cycle has helped accelerate revenue by allowing sales reps to focus more time on active selling. Molly Aiken, Sales AVP at Adobe, will discuss the importance of digitally transforming sales organizations – from increased visibility into rep activity, to enabling mobility across the sales cycle.
Attend this webinar to learn: ..... Digital transformation trends for sales organizations ..... Key considerations and benefits of implementing digital processes into the sales cycle ..... How CRM investment is extended by integrating an e-signature solution. (Aired on 7/14/16)
FREE How to Create & Sustain Relationships of Value   (Sales & Marketing)
The ability to create value is a key element to winning new business and keeping customers happy. Join Selling Power CEO Gerhard Gschwandtner and Anthony Iannarino, an international speaker, author, and sales leader, for this free webinar. You will learn how to teach your sales team to: ..... create more value throughout the entire sales process ..... create and win more opportunities – at a higher margin ..... increase revenues from within your existing client base. (Aired on 5/10/16)
FREE Your New Revenue Engine: Why Artificial Intelligence is the Future of Sales   (Sales & Marketing)
Google, Facebook, and Amazon are making great strides in Artificial Intelligence (A.I.) Which means that A.I. has already begun to alter the landscape for both B2B buyers and sellers. This webinar is for B2B sales leaders like you, and will help you to understand key trends affecting sales teams today, including how new A.I. sales technologies can help you grow revenues significantly.
The speakers will discuss: ..... Key trends that will influence how B2B sales teams sell effectively in 2017 ..... The impact of new technologies (such as A.I.) on how B2B sales teams identify and target new prospects ..... How to hone in on the 'perfect' buyer persona. (Aired on 7/20/16)
FREE 9 Common Sales Transformation Pitfalls and How to Avoid Them   (Sales & Marketing)
According to MHI Global research, you have better odds playing craps than you do hitting your forecast. But there's hope. Sales transformation can change how you sell to create a sustainable competitive advantage in today's ever-changing sales ecosystem. It's a blend of people, process and technology. All three are important – they work together.
Join us for this engaging webinar as Byron Matthews, CEO of MHI Global, explores: ..... The evolution of – and risks associated with – sales transformation ..... 9 reasons sales transformation initiatives fail to fully deliver and how you can avoid them ..... Key research from CSO Insights, including sales forecast win rates, investment priorities, outcomes of sales effectiveness initiatives, and the increasing rate of change impacting sales teams. (Aired on 9/28/16)
FREE Separating Hype vs Reality: The Top 3 Sales Activities that (Really) Predict Revenue   (Sales & Marketing)
When it comes to forecasts, sales leaders are often left scratching their heads trying to determine which opportunities are just 'hype' and which ones are 'reality'. This makes it difficult for sales leaders to know if their sales reps will actually deliver on revenue goals. And we all know that you can't manage what you don't measure. How much insight do you have on what your sales reps are doing each day, and if those activities will translate into closed deals?
Join us for this webinar to learn how to get accurate insight into what your reps are doing, and if their forecasts are 'hype' or 'reality'. You will also learn: ..... The top 3 sales activities that really predict revenue ..... New data and insight on best time of day for your reps to call prospects ..... How to measure the quality of call performance – and use it to predict sales outcomes. (Aired on 10/12/16)
FREE New Ways to Boost Sales Productivity in 2017   (Sales & Marketing)
A new year, a new strategy, and new tools for winning sales! Join us for this webinar to get the inspiration and tips you need to set your intention to make 2017 the year of hustle, value creation, and digital transformation. Best-selling author and award-winning blogger, Anthony Iannarino, will share his top sales insights in this interactive webinar that welcomes audience participation and questions.
Key takeaways for this webinar will include ..... The year of hustle. Learn how to create the right mindset and skillset to stay a step ahead of your competition. ..... The year of value creation. Discover how top performers focus on value creation – Anthony will share his secret sauce for winning more sales. ..... The year of digital transformation. Learn how to avoid time-wasting technology and social media traps and instead leverage the best tools to work 100 percent smarter, not harder. (Aired on 1/5/17)
FREE Five Executive Decision-Making Styles You Can't Afford to Ignore   (Sales & Marketing)
Only 38 percent of sales organizations gain access to top decision makers. But, just getting access isn't enough. It's not just about getting there, it's about what you do once you've arrived. And that's precisely why we're offering a webinar on Cracking the Executive Buying Code.
Join us for this webinar and learn: ..... The growing gap between how we sell and how executives buy ..... Five distinct decision making styles of executives ..... How to tailor communications, timing, depth, order and media according to decision–making style of your buyer.
Gaining an understanding of the most common types of executive buying personas greatly increases the odds of the decision being made in your favor—and isn't that just what you want?
The webinar is based on years of proprietary data from world-class organizations that provide invaluable insights into buying styles, characteristics, and key behaviors. We will help you crack the executive buying code and Be Ready to win more customers. (Aired on 11/1/16)
FREE How to Excel at Being a Sales Leader   (Sales & Marketing)
Being a sales leader is not easy. You have to constantly monitor what's happening with your sales team, customers, and your team's sales pipeline – all while overseeing the other aspects of your sales organization, such as training, budgeting, sales technology, and more.
Join us for this webinar and learn how you can excel as a sales leader in today's competitive environment. Our speakers will share strategies and topics including: ..... How to set and attain your goals as a sales leader ..... The difference between being a boss and being a leader – and insight on how to lead ..... The importance of maintaining a peak performance mindset, so you can excel as a leader ..... How to make smart investments in sales technology that will actually make a positive impact on your sales teams' results. (Aired on 11/15/16)
FREE Sales Training: New Techniques to Drive Results Better, Faster, and Cheaper   (Sales & Marketing)
Techniques to train and enable sales teams have undergone a dramatic shift, but keeping up with all of the change can be overwhelming. This webinar will highlight recent major innovations in sales training – helping you stay current on what's possible and what really works. We will digest five years of key developments so you leave ready, willing, and able to put the latest thinking into action.
Strategies covered in this webinar will include how to: ..... Save time by identifying the highest priority training needs through role-based competency models and assessments ..... Improve training relevance through individualizing development plans ..... Enhance effectiveness beyond merely watching videos to enhance sales skills ..... Enhance coaching effectiveness and focus through artificial intelligence ..... Accelerate time to performance through tools and smart apps ..... Improve sales-effectiveness tracking through advanced metrics and analytics.
All participants will receive an opportunity to benchmark sales team competencies. (Aired on 4/19/17)
FREE The Making of a Sales Expert: How Deliberate Practice Will Give Your Team The Edge In 2017   (Sales & Marketing)
We are all familiar with the old adage, 'practice makes perfect', and the more a person practices in their discipline, the faster they will become an expert in their field. That's why leading companies have incorporated 'deliberate practice' as a key component of their sales training and development efforts – to ensure their reps consistently perform at expert levels.
Join us for this new webinar; our speakers will discuss 'deliberate practice' – what it is and how it can best be leveraged to improve sales performance.
You will also learn: ..... Why deliberate practice is the missing piece in your sales training program ..... How to ensure your reps go into every client meeting with both the confidence & competence to advance the sale ..... How leading companies have leveraged deliberate practice to improve sales performance ..... How to enable sales managers to be better coaches. (Aired on 1/24/17)
FREE Resolutions to Achieve Peak Sales Performance in 2017   (Sales & Marketing)
In this interactive webinar, Gerhard Gschwandtner, Founder and CEO of Selling Power, will discuss how you can ignite your New Year's resolutions to win more sales. By combining leading neuroscience, behavioral psychology, and peak performance psychology theories into practical tips employed by top salespeople and peak performers in sports and business.
Discover the tools and techniques that have helped thousands of sales executives achieve quota-busting results: ..... Create your foundation for peak sales performance. ..... Identify and let go of self-limiting beliefs that hold you back from winning. ..... Become a no-limit thinker and a more successful salesperson. ..... Learn complementary technologies and tools to turbo-charge your success. (Aired on 2/8/17)
FREE Using Analytics to Drive Sales Behavior and Hit Quota   (Sales & Marketing)
Are analytics a silver bullet for your sales team? Data is only useful in context, so you can use analytics to help guide your sales team only if you understand its relationships to people and business processes. In this webinar you'll discover how to spot patterns in your sales practices to play up strengths and address weaknesses in your pipeline.
Join us for this new webinar, to explore best practices for using analytics to drive sales behavior and hit quota, including how to: ..... Use analytics to drive the sales behaviors that really matter to revenue ..... Analyze your programs and their performance ..... Spot early indicators of unnatural sales acts, like draining pipeline to make quarter ..... Drive the pipeline reporting your executive team wants – and what tools will make it easier. (Aired on 3/21/17)
FREE How to Take Control and Improve the Performance of Your Sales Team   (Sales & Marketing)
Managing a sales organization today is challenging. Many sales leaders don't trust the sales data available to them, and still have to rely on instincts or spreadsheets to make territory, quota, and incentive compensation decisions.
That's why modern sales leaders are rethinking ways of incentivizing and training reps and using sales performance management (SPM) technology as the bridge that links their go-to-market strategy with sales performance.
The value SPM brings is so great that Gartner predicts it will be a $1.54 billion market by 2019.
Join us for this webinar and learn how to gain control of your sales performance management efforts. Discussion topics will include ..... Trends that are disrupting the sales process and sales rep performance ..... How to evolve rapidly to customers' demands by aligning sales and operations ..... How managers can take control, eliminate surprises, and make strategic choices ..... The transformational benefits of a complete end-to-end SPM solution. (Aired on 4/5/17)
FREE Drive Sales Productivity and Increase Field Sales Success   (Sales & Marketing)
In a recent study by Selling Power and MapAnything, 85% of sales executives surveyed indicated they wanted their reps to spend more time in the field face-to-face with customers. There's no doubt that field sales and service professionals are challenged with high demands on their time and prioritizing time with customers.
Join us for a new Webinar to learn how to help your field sales reps reach increased levels of productivity and interaction with customers. You'll get insight on how to eliminate wasted time, help reps hit their number, and simplify CRM input for field sales professionals.
You'll also learn how geo productivity apps are helping leading field sales teams to: ..... Increase revenue, ..... Drive productivity, ..... Gain better territory control and visibility, and ..... Drive customer loyalty. (Aired on 6/15/17)
FREE What Does the Future of Sales and Service Look Like?   (Sales & Marketing)
Examining the Impact of the Future on Three Key Areas — Training, Technology and Talent.
In the future, sales and service will look drastically different than they do today—if sales and service are your livelihood, you can't ignore the opportunity that exists within our industry. Join us for this forward-thinking webinar, featuring content from CSO Insights, the research division of Miller Heiman Group®, to examine the future of sales and service through the lenses of training, technology and talent.
Discover how your training approach must shift, examine the new type of talent needed to give your organization a competitive advantage, and explore the latest technologies, including Artificial Intelligence, which enable your organization to innovate for the future. Whether you're seeking to dial up your talent, drill down on technology or dig into individualized training, this webinar will prepare you for the future so you can invest in areas that will impact your business for the long-term.
Join us for this webinar, featuring Jim Dickie, Co-founder and Independent Research Fellow, CSO Insights, to learn about: ..... The future of the sales and service industry through three key areas—training, technology and talent. ..... The evolution of sales and service over the next decade, and the impact it will have on your business. ..... The influence of Artificial Intelligence on how we sell and who is successful at selling. ..... The critical steps sales and service leaders should take now to prepare for the future. (Aired on 7/13/17)
FREE Top Pitfalls that Keep Your Sales Team from Selling - and How to Fix Them   (Sales & Marketing)
Salespeople spend a lot of their time doing things other than selling. While this is a widely known and oft-repeated fact, the reality is still shocking: 64 percent of a salesperson's time – more than five hours out of an eight-hour work day – is spent NOT selling.
Join this Webinar to learn about the major pitfalls almost every sales rep falls into that cause them to spend less time selling and generating revenue. Find out the major challenges and walk away with actionable ideas to get your sales organization to sell more, faster. (Aired on 6/8/17)
FREE Growth Strategies for Blowing Out Your Number in 2017   (Sales & Marketing)
In today's market, disruption is requiring salespeople to shift from "managing" accounts to leading accounts. If your sales team isn't making this shift, you are likely falling behind. Sales Executives must sell differently and smarter in order to create demand and drive growth in both existing and new clients. They must learn what customer's value more in the new marketplace that is developing.
You will learn ways to teach your sales reps how to: ..... Challenge your clients' thinking ..... Proactively bring new and innovative ideas to your clients ..... Provide your clients with thought leadership ..... Create demand and drive growth by uncovering possibilities unknown to your clients
LaVon Koerner, Chief Revenue Officer of Revenue Storm is passionate about making sales professionals indispensable partners when it comes to pursuits. Join him for this webinar and learn the tactics of creating demand through thought leadership to help drive sales growth. (Aired on 7/26/17)
FREE New Techniques to Increase Your Channel Sales Performance   (Sales & Marketing)
Disruption caused by digital transformation, changing buyer behavior, and a dynamic partner ecosystem are straining channel organizations trying to maximize resources and demonstrate channel program ROI. This makes building effective channel strategies even more mission-critical This webinar will highlight recent innovations in partner relationship management (PRM)– helping you stay current on what's possible and what works.
Strategies covered in this webinar will include: ..... Fully capitalizing on your partner network, enabling you to increase revenues through your indirect sales channel, improve customer satisfaction, secure partner loyalty, and decrease operating expenses ..... Delivering reliable and successful service across your customer value chain ..... Gaining greater visibility into the state of your business and drive better decision-making ..... How Lattice Semiconductor was able to sell more leveraging advanced PRM technology. (Aired on 8/10/17)
FREE Enable Your Team to Sell Better with Video   (Sales & Marketing)
Ditch those cold email templates. Modern reps have switched to video for 3x the engagement!
The prospects you're targeting receive more than 100 emails a day, and they archive over half of them without a second glance. That's bad news for your sales team – especially if they're still using old-school cold-email tactics.
Join us for this new webinar and discover why video is such a powerful tool for getting your reps noticed in their prospects' inboxes and into more conversations.
Key takeaways will include ..... Why video is a key component for the future success of your sales team ..... How to easily add video to your reps' existing cadence ..... Best practices that will help your reps create prospecting videos that start conversations ..... How to track the success of your video outreach. (Aired on 9/12/17)
FREE Shorten the Sales Cycle: How to Generate More Sales in Less Time   (Sales & Marketing)
How long is your company's typical sales cycle? What would your business look like if you could reduce sales cycles by 50 percent or even 25 percent? Think of how many more sales your sales reps could close by being able to accelerate the sales while, at the same time, bringing more value to every customer.
Join us for this new webinar and learn ways you can help your sales reps significantly improve their ability to close sales faster. You will also learn ways to help your sales team ..... Accelerate the prospect qualification process to ensure what they have are prospects and not just suspects. ..... Ask the tough questions that many sales reps are afraid to ask early in the process for fear of turning off a prospect. ..... Meet and conduct more online meetings and demos with highly qualified prospects. ..... Use micro commitments throughout the sales process to speed up the closing phase. (Aired on 11/1/17)
FREE How to Improve Your Sales Team's Prospecting Strategy with Video   (Sales & Marketing)
For many companies, the constant chase of a more optimized sales process has led to selling with dry, uninspiring communications. But today's prospects can smell a generic, automated approach from a mile away.
Join Ellen Stafford, Business Development Manager at Vidyard, to hear how enabling her team to sell with video led to a 3x increase in their number of meetings booked. You will learn how modern sales teams are piquing interest, cultivating meaningful sales conversations, and closing bigger deals by using unique, personalized video outreach. (Aired on 11/14/17)
FREE Closing Time: The 7 Immutable Laws of Sales Negotiation   (Sales & Marketing)
Negotiation is a vital and often misunderstood area of sales. Many times, good sales efforts are crippled by poor negotiation strategy and tactics, resulting in lost opportunities or lost margins. This webinar will help your sales team demystify the negotiation process, reduce or eliminate discounting, improve close rates, create better agreements for both parties, and command price premiums against competitors.
Join us for this webinar and learn strategies that will help your sales team to: ..... Recognize and increase negotiating leverage to command price premiums ..... Refocus the conversation on value ..... Increase close rates and the number of deals sold without discounts ..... Create a consistent negotiating process and strategy ..... Satisfy clients and get your full asking price ..... Up sell and cross sell additional services ..... Close in a positive win-win stance at full asking price.
Ron Hubsher is author of the acclaimed and ground-breaking book “Closing Time: The 7 Immutable Laws of Sales Negotiation” which is based on his research of world-class sales organizations. (Aired on 1/24/18)
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