Featuring Bridge Group CEO Trish Bertuzzi, Heinz Marketing President Matt Heinz and Gabe Larsen, Director Sales Acceleration Services at InsideSales.com
Wednesday 24th August 2016 at 11:00am PST
Have you ever wondered why your most important sales targets aren’t closing faster?
The major difference between top-performing organizations and those that lose big deals is a tighter coordination between sales, marketing and technology-based systems that address five key areas of focus and execution.
In this webinar you’ll learn:
The five key areas of success for account-based everything programs that exceed revenue and sales expectations
How sales and marketing can operationalize a more effective collaboration
The important role of technology and which tools are critical to your success
Dave Boyce, VP of Product Marketing at InsideSales.com, loves rock ’n’ roll, but even more than that he wants to make you a Q4 rock star. He uses real examples of companies who have identified how much time they have left in the quarter and what strategies and cutting-edge technologies they used to double or even triple results.
Watch On Demand: http://www.insidesales.com/webinar/how-to-rock-your-sales-revenue
You’ll learn best practices that increase:
Inbound and outbound call volume
Contact rates up to 57.8%
Prospect-to-appointment conversions by 16.7%
How High-Performance Sales Teams Squeeze The Most Out of Every LeadInsideSales.com
Featuring Ryan Williams, VP of Sales at LeadGenius, Mike Plante, VP of Demand Generation at InsideSales.com, and Max Altschuler, CEO at Sales Hacker
Acquiring more leads is one way to build a strong pipeline. Maximizing the potential of each lead is another. High-performance sales teams do both.
In this webinar you will learn how to:
-Enrich leads with custom data to decrease your sales cycle
-Prioritize and score leads for better tracking and forecasting
-Identify conversion-increasing data to turn leads into opportunities faster
-Speed up your response time
Register for the webinar here:
http://www.insidesales.com/webinar/view?t=squeeze-the-most-out-of-every-lead&a=vec063
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You BackInsideSales.com
Featuring Michael Pedone, Founder of SalesBuzz, and Gabe Larsen, Director of Consulting at InsideSales.com
In this free 45-minute webinar + Q&A, Michael Pedone and Gabe Larsen will share proven tips & secrets that will increase your cold call voicemail callbacks today!
Specifically, you'll discover:
Why voicemails fail and how to fix it
How to use email to get your voicemails heard
Best practices to achieve more live conversations as a result of your voicemails
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BASInsideSales.com
Featuring Jon Miller, Founder and CEO of Engagio, and Ken Krogue, Founder and Chief Evangelist of InsideSales.com, with Special Guest Rich Neal, Founder and CEO of mPathDiscovery and author of 'Expanding Sentience'
Increasing your win rate could make a huge difference in beating your 2016 sales goals. Join Mike Schultz and Dave Boyce as they share key insights and surprising research about what you can do to achieve higher win rates, as well as which sales technologies enable greater sales goal achievement.
In this webinar you will learn:
-What separates top-performing sales organizations from the competition
-Which four questions you must answer to win the sale
-Which sales technologies can help you increase conversion rates and contract value
InsideSales.com CEO & Founder, Dave Elkington, speaks at the AA-ISP Inside Sales Leadership Summit 2015. Dave spoke on "Applying Predictive Sciences To Sales." A full transcript is coming soon.
Featuring Gabe Larsen, Director of Momentum at InsideSales.com
Inside sales is growing three times faster than traditional sales. To help you better understand this shifting sales environment, Gabe Larsen will share which trends have forever changed selling and how organizations can adapt to stay ahead.
In this webinar you will learn:
-How sales specialization can help achieve a higher close rate
-The keys needed to map your sales process
-How to create a prioritization strategy that aligns effort with your best prospects
Dave Boyce, VP of Product Marketing at InsideSales.com, loves rock ’n’ roll, but even more than that he wants to make you a Q4 rock star. He uses real examples of companies who have identified how much time they have left in the quarter and what strategies and cutting-edge technologies they used to double or even triple results.
Watch On Demand: http://www.insidesales.com/webinar/how-to-rock-your-sales-revenue
You’ll learn best practices that increase:
Inbound and outbound call volume
Contact rates up to 57.8%
Prospect-to-appointment conversions by 16.7%
How High-Performance Sales Teams Squeeze The Most Out of Every LeadInsideSales.com
Featuring Ryan Williams, VP of Sales at LeadGenius, Mike Plante, VP of Demand Generation at InsideSales.com, and Max Altschuler, CEO at Sales Hacker
Acquiring more leads is one way to build a strong pipeline. Maximizing the potential of each lead is another. High-performance sales teams do both.
In this webinar you will learn how to:
-Enrich leads with custom data to decrease your sales cycle
-Prioritize and score leads for better tracking and forecasting
-Identify conversion-increasing data to turn leads into opportunities faster
-Speed up your response time
Register for the webinar here:
http://www.insidesales.com/webinar/view?t=squeeze-the-most-out-of-every-lead&a=vec063
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You BackInsideSales.com
Featuring Michael Pedone, Founder of SalesBuzz, and Gabe Larsen, Director of Consulting at InsideSales.com
In this free 45-minute webinar + Q&A, Michael Pedone and Gabe Larsen will share proven tips & secrets that will increase your cold call voicemail callbacks today!
Specifically, you'll discover:
Why voicemails fail and how to fix it
How to use email to get your voicemails heard
Best practices to achieve more live conversations as a result of your voicemails
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BASInsideSales.com
Featuring Jon Miller, Founder and CEO of Engagio, and Ken Krogue, Founder and Chief Evangelist of InsideSales.com, with Special Guest Rich Neal, Founder and CEO of mPathDiscovery and author of 'Expanding Sentience'
Increasing your win rate could make a huge difference in beating your 2016 sales goals. Join Mike Schultz and Dave Boyce as they share key insights and surprising research about what you can do to achieve higher win rates, as well as which sales technologies enable greater sales goal achievement.
In this webinar you will learn:
-What separates top-performing sales organizations from the competition
-Which four questions you must answer to win the sale
-Which sales technologies can help you increase conversion rates and contract value
InsideSales.com CEO & Founder, Dave Elkington, speaks at the AA-ISP Inside Sales Leadership Summit 2015. Dave spoke on "Applying Predictive Sciences To Sales." A full transcript is coming soon.
Featuring Gabe Larsen, Director of Momentum at InsideSales.com
Inside sales is growing three times faster than traditional sales. To help you better understand this shifting sales environment, Gabe Larsen will share which trends have forever changed selling and how organizations can adapt to stay ahead.
In this webinar you will learn:
-How sales specialization can help achieve a higher close rate
-The keys needed to map your sales process
-How to create a prioritization strategy that aligns effort with your best prospects
Bridging the Gap: 6 Steps to Seamless Sales & Marketing Alignment - SlidesDemandWave
Sales and marketing are fundamentally separate departments, but their combined strength is an underestimated force. Learn 6 ways to drive more sales-qualified leads with cross-departmental alignment.
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?InsideSales.com
Featuring Jamie Shanks, CEO of Sales for Life, and Gabe Larsen, Director of Sales Acceleration Services at InsideSales.com
Social selling brings value to every stage of the buyer’s journey, but many companies struggle to see how these tactics are applied throughout the process. From lead generation to prospect nurturing and closing deals, this session will provide tactics that can be applied at every stage of the sales process.
In this webinar you will learn how:
-Modern sales methodologies fit within the current buyer’s journey
-To educate your buyers before your competitors
-Sales professionals and companies spark productive conversations with buyers
Register for the webinar here: http://www.insidesales.com/webinar/view?t=where-does-social-selling-fit-in&a=vec063
5 common mistakes with sales incentive systems: Not ensuring that Sales and F...IBM Analytics
What are the most common mistakes in implementing sales performance management systems? Common mistake #2: Not ensuring that sales and finance teams are aligned. Nonalignment of the naturally conflicting priorities between sales and finance can have critical long-term consequences for an organization’s overall sales performance and growth if they are not addressed in the implementation stage of an SPM solution. Overcome SPM implementation mistakes by learning more about incentive compensation: http://ibm.co/incentivecompensation. Then explore IBM Sales Performance Management solutions and resources on our comprehensive webpage: http://ibm.co/spm.
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...InsideSales.com
Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com
Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence.
In this webinar you’ll learn:
• What causes call reluctance
• 3 steps to overcome your fear of rejection
• How to make sure it never comes back
Did you know that although CRM adoption is virtually universal, the average sales rep achieves only 53% quota attainment? So that means we have to ask—is CRM not the golden ticket we thought it would be? Too many sales leaders know that CRM has maxed out its value-adding potential. CRM is a great system of record used to look at past data, but it can’t help your sales team look forward and prioritize how they achieve quota. Join this session to hear how you can go beyond CRM to better qualify leads, build pipeline and achieve quota by focusing on revenue acceleration.
Created by Matt Langie
Presentation given at the High Velocity Sales Tour. For more information, please visit: http://www.insidesales.com
Ken Krogue - President & Founder at InsideSales.com
http://www.linkedin.com/in/kenkrogue
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
Aligning Sales, Marketing, and CS to Scale Revenue and Retention with Showpadsaastr
According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. This session will outline a practical approach to growing revenue and retention by aligning sales, marketing, and customer success.
The Sales & Marketing Loop explores how to make use of big data to drive revenue growth through: (1) Aligning sales and marketing teams, (2) Hyper-personalisation and automation of marketing, (3) Monitoring leads and (4) Converting leads. Sponsored by Forfront, CANDDi and Miller Heiman.
Marketing agencies are increasingly being asked by clients to help generate more and better leads for their sales teams. Yet, very few agencies are equipped to even talk to their clients' sales and marketing management teams about these needs. Very few agencies have experience generating leads online, let alone helping sales and marketing teams function together as one unified team with common goals and mutual accountability. In this recorded webinar, you'll learn how to help clients align sales and marketing processes, goals and messaging.
Concrete advice for your sales development leadership team.
Building out a sales team is full of perils and pitfalls. How you structure and run your team can either set you up for success or make it impossible to grow. Datanyze co-founder, Ben Sardella, is teaming up with PersistIQ CEO, Pouyan Salehi and The Bridge Group President, Trish Bertuzzi, to provide the ultimate sales development leadership webinar! Plus - get a sneak peek into The Bridge Group's 2016 SDR Metrics & Compensation Report.
Learn how to:
-Choose the right leader for your sales team.
-Boost your "middle" - the 60% of reps that are barely hitting quota each month.
-Build out the perfect compensation structure to motivate your team.
Enjoy!
-----------
This presentation was brought to you by PersistIQ
Our software empowers sales reps to easily create personalized outbound campaigns at scale.
Move faster and sell smarter than ever before.
Try PersistIQ for free at www.PersistIQ.com
Avoid Trapdoor Decisions: 5 Lessons Learned from Scaling Stripesaastr
Formerly a senior leader at Google, Claire Hughes Johnson is now Chief Operating Officer at Stripe, where she’s helped guide the online payments firm through rapid growth. Stripe today has more than 1,400 employees and processes billions of dollars for millions of users worldwide. Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. In this talk, Claire will share these and other lessons for scaling high-growth organizations.
How does your business create a competitive advantage through your finance team? How planning analytics can help you grow a more profitable business today and help you seize new opportunities in the future.
How to Improve Your Sales & Marketing AlignmentHubSpot
Marketing complains that sales ignores incoming leads. Sales becomes frustrated with combing through dozens of unqualified leads to find one good one. Does this situation sound familiar to you?
Have your Sales and Marketing departments aligned goals yet?
See the presentation of HubSpot's VP of Marketing and VP of Sales about how to achieve revenue growth and become industry leaders by bringing sales and marketing together for maximum business success.
7 Salesforce Reports Every Inside Sales Manager Should Be PullingInsideSales.com
Featuring Mark Littlefield, Sr Product Manager at InsideSales.com
Friday 9th September 2016 at 2:00pm BST
In today’s data-driven world, you’ve got to know your metrics. It’s what leads to quantitative decision making and launches careers. We’ve selected seven reports, five common mistakes and five KPIs you can use to drive rep performance and grow sales.
In this webinar we will show you Salesforce reports that will help answer:
Which reps are being the most effective
Who to call
How many times to call
When your prospects are most likely to answer your calls
Best Practices for Managing Inside Sales with Salesforce.comShell Black
Best practices for managing an inside sales team with Salesforce.com. Call strategy, lead scoring, using a console or a dialer, management and measurement tips and tricks. Know when to call, how many times, how to disposition call attempts, and call scripts. Learn the importance of dialing from a local number and having a direct number for your contact.
Bridging the Gap: 6 Steps to Seamless Sales & Marketing Alignment - SlidesDemandWave
Sales and marketing are fundamentally separate departments, but their combined strength is an underestimated force. Learn 6 ways to drive more sales-qualified leads with cross-departmental alignment.
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?InsideSales.com
Featuring Jamie Shanks, CEO of Sales for Life, and Gabe Larsen, Director of Sales Acceleration Services at InsideSales.com
Social selling brings value to every stage of the buyer’s journey, but many companies struggle to see how these tactics are applied throughout the process. From lead generation to prospect nurturing and closing deals, this session will provide tactics that can be applied at every stage of the sales process.
In this webinar you will learn how:
-Modern sales methodologies fit within the current buyer’s journey
-To educate your buyers before your competitors
-Sales professionals and companies spark productive conversations with buyers
Register for the webinar here: http://www.insidesales.com/webinar/view?t=where-does-social-selling-fit-in&a=vec063
5 common mistakes with sales incentive systems: Not ensuring that Sales and F...IBM Analytics
What are the most common mistakes in implementing sales performance management systems? Common mistake #2: Not ensuring that sales and finance teams are aligned. Nonalignment of the naturally conflicting priorities between sales and finance can have critical long-term consequences for an organization’s overall sales performance and growth if they are not addressed in the implementation stage of an SPM solution. Overcome SPM implementation mistakes by learning more about incentive compensation: http://ibm.co/incentivecompensation. Then explore IBM Sales Performance Management solutions and resources on our comprehensive webpage: http://ibm.co/spm.
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...InsideSales.com
Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com
Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence.
In this webinar you’ll learn:
• What causes call reluctance
• 3 steps to overcome your fear of rejection
• How to make sure it never comes back
Did you know that although CRM adoption is virtually universal, the average sales rep achieves only 53% quota attainment? So that means we have to ask—is CRM not the golden ticket we thought it would be? Too many sales leaders know that CRM has maxed out its value-adding potential. CRM is a great system of record used to look at past data, but it can’t help your sales team look forward and prioritize how they achieve quota. Join this session to hear how you can go beyond CRM to better qualify leads, build pipeline and achieve quota by focusing on revenue acceleration.
Created by Matt Langie
Presentation given at the High Velocity Sales Tour. For more information, please visit: http://www.insidesales.com
Ken Krogue - President & Founder at InsideSales.com
http://www.linkedin.com/in/kenkrogue
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
Aligning Sales, Marketing, and CS to Scale Revenue and Retention with Showpadsaastr
According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. This session will outline a practical approach to growing revenue and retention by aligning sales, marketing, and customer success.
The Sales & Marketing Loop explores how to make use of big data to drive revenue growth through: (1) Aligning sales and marketing teams, (2) Hyper-personalisation and automation of marketing, (3) Monitoring leads and (4) Converting leads. Sponsored by Forfront, CANDDi and Miller Heiman.
Marketing agencies are increasingly being asked by clients to help generate more and better leads for their sales teams. Yet, very few agencies are equipped to even talk to their clients' sales and marketing management teams about these needs. Very few agencies have experience generating leads online, let alone helping sales and marketing teams function together as one unified team with common goals and mutual accountability. In this recorded webinar, you'll learn how to help clients align sales and marketing processes, goals and messaging.
Concrete advice for your sales development leadership team.
Building out a sales team is full of perils and pitfalls. How you structure and run your team can either set you up for success or make it impossible to grow. Datanyze co-founder, Ben Sardella, is teaming up with PersistIQ CEO, Pouyan Salehi and The Bridge Group President, Trish Bertuzzi, to provide the ultimate sales development leadership webinar! Plus - get a sneak peek into The Bridge Group's 2016 SDR Metrics & Compensation Report.
Learn how to:
-Choose the right leader for your sales team.
-Boost your "middle" - the 60% of reps that are barely hitting quota each month.
-Build out the perfect compensation structure to motivate your team.
Enjoy!
-----------
This presentation was brought to you by PersistIQ
Our software empowers sales reps to easily create personalized outbound campaigns at scale.
Move faster and sell smarter than ever before.
Try PersistIQ for free at www.PersistIQ.com
Avoid Trapdoor Decisions: 5 Lessons Learned from Scaling Stripesaastr
Formerly a senior leader at Google, Claire Hughes Johnson is now Chief Operating Officer at Stripe, where she’s helped guide the online payments firm through rapid growth. Stripe today has more than 1,400 employees and processes billions of dollars for millions of users worldwide. Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. In this talk, Claire will share these and other lessons for scaling high-growth organizations.
How does your business create a competitive advantage through your finance team? How planning analytics can help you grow a more profitable business today and help you seize new opportunities in the future.
How to Improve Your Sales & Marketing AlignmentHubSpot
Marketing complains that sales ignores incoming leads. Sales becomes frustrated with combing through dozens of unqualified leads to find one good one. Does this situation sound familiar to you?
Have your Sales and Marketing departments aligned goals yet?
See the presentation of HubSpot's VP of Marketing and VP of Sales about how to achieve revenue growth and become industry leaders by bringing sales and marketing together for maximum business success.
7 Salesforce Reports Every Inside Sales Manager Should Be PullingInsideSales.com
Featuring Mark Littlefield, Sr Product Manager at InsideSales.com
Friday 9th September 2016 at 2:00pm BST
In today’s data-driven world, you’ve got to know your metrics. It’s what leads to quantitative decision making and launches careers. We’ve selected seven reports, five common mistakes and five KPIs you can use to drive rep performance and grow sales.
In this webinar we will show you Salesforce reports that will help answer:
Which reps are being the most effective
Who to call
How many times to call
When your prospects are most likely to answer your calls
Best Practices for Managing Inside Sales with Salesforce.comShell Black
Best practices for managing an inside sales team with Salesforce.com. Call strategy, lead scoring, using a console or a dialer, management and measurement tips and tricks. Know when to call, how many times, how to disposition call attempts, and call scripts. Learn the importance of dialing from a local number and having a direct number for your contact.
This best practices guide will walk you through a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
7 Must Avoid Sales & Marketing Time Wasters for 2014InsideSales.com
Watch the on demand webinar here: http://www.insidesales.com/sales-time-wasters-webinar
Mick Hollison, CMO at InsideSales.com & Giles House, CMO at CallidusCloud
Discover how to eliminate these sales time wasters:
- Poor Sales and Marketing Strategy
- Weak Lead Generation Sources
- Slow Response to Lead Inquiries
- Too Few Attempts to Contact Leads
- Lackluster Training, Coaching & Mentoring
- Ineffective Lead Management Processes
- Not Knowing Your Wins and Losses
Watch a live demo of the PowerDialer for Salesforce: http://www.insidesales.com/demo
21 Sales Tips for Prospecting & Cold Calling - #21SalesTipsInsideView
You attend social selling webinars and cold calling webinars, many of which argue that THEY have the magic bullet formula. As a modern sales professional, take the best from both worlds.
All that matters in sales is closing more business more efficiently! To save you time, we’ve developed a fat-free, rapid-fire webinar to ensure that you are better equipped to:
-Use LinkedIn, HootSuite, JobChangeAlerts, Google, and InsideView to sell
-Organize your time around the science of prospecting
-Crush your connection rates via the phone
-Engage buyers faster; book meetings faster
You may know a few types, but we GUARANTEE you will not know all 21.
I gave a talk there recently for the earliest stage companies. This was specific to phone sales, known as "inside sales".
My talk was on:
- Is a) phone sales or b) eCommerce the best sales strategy for your specific company
- How to build out phone sales in a newly founded company
- How to manage long-term growth in an inside sales company
31 Social Selling Tips, Tools, and Best Practices for Inside Sales RepsKen Krogue
ADP asked me to do a custom webinar for their 1000 inside sales reps. We were first talking about doing a webinar on my 31 Twitter Tips article on Forbes, but I changed it dramatically to pull the best Social Selling tips from all elements of Social Media.
7 Levels of Social Media:
1- Core
2- Coach
3- Curator
4- Contributor
5- Collaborator
6- Campaigner
7- Consultant
From Forbes: How to Be a Social Media Missionary
6 Core Skills of Social Media
1- Complete
2- Content
3- Community
4- Connect
5- Comment
6- Call-to-Action
Tip 1: Purpose
Tip 2: Passion
Tip 3: Plan
Tip 4: Platform
Tip 5: Prepare
Tip 6: Profile
Tip 7: Grab your name
Tip 8: Great Picture
Tip 9: Define your brand
Tip 10: Keywords
Tip 11: Hashtags
Tip 12: Get your scores
Tip 13: Publish your IDs
Tip 14: Curate & Create Content
Tip 15: Content Tools
Tip 16: Social Nurturing
Tip 17: Sales Funnel Content
Tip 18: Target Accounts
Tip 19: Job Postings
Tip 20: Workflow
Tip 21: Target Contacts
Tip 22: Lists
Tip 23: List Tools
Tip 24: Target Groups
Tip 25: Connection Strategies
Tip 26: Connection Tools
Tip 27: Awareness Campaigns
Tip 28: Customer Referral Campaigns
Tip 29: Referral Campaigns
Tip 30: Show Some LUV Campaigns
Tip 31: Job Change Alerts with IFTTT
How to Use LinkedIn For B2B Sales Prospecting, Niall Devitt
How to use LinkedIn for B2B Sales Prospecting.
LinkedIn is widely recognised as the pre-eminent business networking platform for B2B sales professionals, yet most sellers only use it as a research tool and are not leveraging the power of LinkedIn for sales prospecting.
Course Objectives:
The purpose of this course is to equip the B2B salesperson with the knowledge, skill and competence to develop their network and execute lead generation strategies and activities using the LinkedIn platform and functionality. Participants can avail of the services of a professional photographer to update their LinkedIn profile.
Learning Outcomes:
Attendees will be able to:
1. Use LinkedIn as a B2B business development tool
2. Complete and optimise/SEO their profile for both people and search engines.
3. Make introductions via Linkedin, add new people to their network and give and seek recommendations.
4. Undertake lead generation activities via the searching features.
5. Find, join and utilise suitable LinkedIn Groups for lead generation.
6. Give and seek recommendations.
Training Materials: PDF Training Manual provided to all attendees
The Sales Institute of Ireland promotes excellence and high performance among sales professionals throughout Irish business. The institute has members representing many world class organisations and market leading brands in the ICT, FMCG and financial services sectors. The institute provides a range of benefits to members throughout the year including ongoing opportunities for knowledge acquisition, performance improvement, professional development and business networking events.
Find out how sales people can find new prospects and potential clients. There are 8 main methods that can be applied. Read more about sales prospecting methods: http://www.logision.com/knowledge/b2b-sales-rep-prospecting-methods
How to increase sales force productivityLouis Ekome
This presentation contains tips on how productivity of the sales force can be improved in a business organization. Business organizations and managers often think about how they can get more out of their sales force. I hope you will find this useful if you are in that category
Eight Keys for Integrating ABM with Your Sales Team’s Existing Target Account...Demandbase
ABM can’t exist and succeed separate from your sales department. Whereas traditional marketing strategies and tactics can be executed without sales being involved, successful ABM requires tight coordination to achieve optimal results. Matt Heinz outlines eight essential elements for a successful integration of ABM with your sales team’s target account program.
Avoiding Common Capital Campaign MistakesBloomerang
With the economy improving, more nonprofits are launching capital campaigns to reach more people. Sadly, many campaigns stall from a few common mistakes. Brent A. Hafele, M.A. will show you how to avoid these mistakes and make your fundraising campaign a great success.
Organo coffee, tea, nutritional shakes, entreprenuershipGrady Edwards, III
World-class Products (Coffee, Tea, Nutritional Shakes & more!) start with premium ingredients; from ground to cup and beyond. If you are looking to start a world-class business or just want to earn some extra income, we invite you to #TasteTheGold. Contact me ANYTIME for more details or free sample inquiries.
Using Data to always deliver a positive ROI on your paid marketingDennis Graham
The presentation will be on how to always ensure your marketing campaigns are profitable. ALWAYS.
So if you've ever been asked to cut back on marketing spend, "because it's too expensive" or had that sinking feeling that you're spending more money on marketing than generating back in new revenue.This presentation is for you.
Because if your marketing is effective... you never have to switch it off or cut back.
The focus is on SEM, Display and Sponsored Email marketing... However, the KPIs and simple analytics principles can be applied to just about anything you do (from events, to SEO, to ATL, etc).
Check out this presentation to learn how Jessica Kao used Marketo’s Revenue Cycle Analytics (RCA) at two different companies, Fluidigm and GuideSpark, to help marketing speak the language of business. Learn how she did it, where to begin, and expert tips for overcoming obstacles in your own measurement journey.
President & CEO Jill Robinson presented this intensive session on patron loyalty on May 31, 2014 at the Canadian Arts Marketing, Development & Ticketing Conference in Toronto. Two decades of arts consumer research is clear: patron relationships have the plot lines of a love story. Take, for instance that first contact with a person that has never before walked into your organization’s life. It could be the beginning of long, loyal engagement or a one night stand, depending on how you behave on this first date. In this 90-minute workshop, Jill showed how to build happily-ever-after relationships that can build patron loyalty and revenue. Hear case studies on today’s best loyalty practices and learn techniques that are timely for you to apply in your own organization now.
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...InsideSales.com
Featuring Ken Krogue, President and Founder at InsideSales.com, and Koka Sexton, Social Selling Expert at LinkedIn
Ken Krogue made headlines in 2014 when he declared that cold calling was dead. The writing's on the wall: the sales process has fundamentally changed and buyers are harder to reach than ever before. Many traditional sales organizations still mistakenly believe the quickest and most effective way to set up meetings with prospects is dialing alone. Instead, a better strategy is to leverage social selling on LinkedIn to help speed up the process, warm up the introduction and land the account. Join Ken and LinkedIn's Koka Sexton (recognized by Forbes as one of the world's most influential social selling leaders) for an engaging discussion on how to use LinkedIn to create a winning strategy that will result in more conversations -- and ultimately, more closed deals.
In this webinar, you will learn:
-How to use LinkedIn to create your professional brand, find the right prospects and engage customers
-Best practices for closing deals faster with social signals
-Four simple steps you can do tomorrow to help you win
12 gamification principles to increase sales productivity and engagement 96dpiInsideSales.com
Featuring Chuck Coonradt, author of The Game of Work and Ken Krogue, president and founder of InsideSales.com.
A recent study indicated that 87% of employees are not engaged in their jobs. Learn five key principles from the author of the bestselling book, The Game of Work and seven best practices from Ken Krogue – that make sales fun and engaging.
In this webinar you will learn:
How to motivate reps to crush their quotas
How to increase the frequency of feedback to improve quality and quantity of performance
How to sell more while boosting team morale
Why the success of video games should matter to a sales manager
Cold Calling Tips and Million Dollar Sales Prospecting SecretsInsideSales.com
Jul 16th , 2015 at 11:00 a.m. PT
Featuring Ken Krogue, President and Founder at InsideSales.com and New York Times Bestselling Author Grant Cardone.
Breathe new life into the argument that cold calling may be alive and well, while warm calling and follow up calling bring even better results. All will be discussed in light of the latest technologies and techniques of research, sales training and sales systems. Grant and Ken share value that can make you millions on the phone today.
In this webinar you will learn:
How to Handle Price on the Phone
How to Get Past the Gatekeeper
How to Create Urgency
How to Close on the Phone
How to Separate Yourself from the Competition
How to Qualify the Buyer Over the Phone
What to Never Say on the Phone
How to Follow-Up the Unclosed Buyer
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesInsideSales.com
Featuring Ken Krogue, President, Founder and Chief Strategy Officer at InsideSales.com and Amanda Holmes, CEO of The Chet Holmes Institute
Is your marketing being heard through the noise of your competitors? Does your sales team maximize the leads marketing generates? Learn the art and science of lead generation and management strategies that leverage your marketing spend and increase response rates.
After listening to this webinar you will be able to:
Get 9x the response from your marketing spend and Increase Response 342%
Learn 7 proven ways to increase your response rates
Understand 5 reasons your marketing isn't working like it should (and know how to fix it)
Big business expo 2015 - The Next Generation of SalesInsideSales.com
Ken Krogue presents The Next Generation of Sales as the Keynote for the Big Business Expo 2015. For the 10th year Ken Krogue shares research and best practices about selling in a high velocity business model at the largest annual conference in Utah Valley.
New this year is information on Inside Sales, predictive analytics, innovation, women in sales, and social Selling
InsideSales.com President Ken Krogue, recently recognized as the second most influential social seller in the world on Forbes, has interviewed some of social selling’s greatest influencers. He has compiled these interviews and combined them with his own winning strategies for this webinar.
Watch on Demand: http://www.insidesales.com/webinar/31-social-selling-tips
Join us to learn:
The latest LinkedIn and Twitter strategies, tactics, tools and best practices
How to use the ACQUIRE method for social nurturing
What is really working and what is not
The 7 Levels of Social Media Success
How you can master social selling in 31 days
The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...InsideSales.com
During the 2014 #SalesSummit, InsideSales.com's CMO, Mick Hollison, explained how science holds the key to unlocking human potential. Using technology in predictive analytics, communications, hiring & motivation, and data visualization will deliver revenue growth and eliminate the competition.
Learn How to Make Email your New Favorite Sales ToolInsideSales.com
Despite reports to the contrary, email is not dead. Indeed, it’s still a critical communications tool for sales reps, especially in the later stages of closing deals. Join us as we discuss:
· Which communications methods are preferred – and most effective – to reach prospects
· How email can be used to know your prospects wants and when they want it
· How insights from Vision by InsideSales.com can help you accelerate your pipeline and close more business today
Why LinkedIn is the Ultimate Social Selling Tool InsideSales.com
Last year InsideSales.com, LinkedIn Sales Solutions, and Vorsight partnered on a webinar which turned out to be one of the most successful webinars the companies had ever done. The presenters shared best practices on how to prospect more effectively, including using social networks such as LinkedIn. In part two of this webinar, Ken Krogue and Ralf VonSosen will reflect on the past year and review key metrics on company adoption of social selling and offer strategies to excel at modern prospecting.
Data Science: Your Secret Weapon to Closing More DealsInsideSales.com
Ever wish your sales reps and executives could predict the future? With predictive analytics, they can come pretty close. Predictive analytics is transforming the nature of politics, consumer credit, fraud detection and healthcare outcomes, but nowhere is the use of analytics potentially more valuable than in sales. Predictive analytics helps you make better informed decisions using existing and historical patterns and behaviors of people.
Learn how predictive analytics:
• Improves the accuracy of your sales forecasting
• Enables you to know how and when to communicate with prospects
• Identifies the best leads and predicts who to call and when to call them
• Pinpoints the opportunities that are most likely to close, fastest to close, or that offer the largest revenue
• Empowers you to consistently hire top sales performers
Data-Driven Hiring – Using Science to Build a Winning Sales TeamInsideSales.com
Perhaps the single greatest key to sales success is hiring the right sales people. Get it right and you can accelerate sales. Get it wrong and you waste a lot of time and resources, and miss closing important deals.
A recent study indicated that 87% of employees are not engaged in their jobs. Learn how you can leverage the principles found in video games to harness the competitive spirit of your salespeople – making sales fun and engaging.
Social Selling Tips and Tools for High Velocity Cold CallingInsideSales.com
Join Ken Krogue and Sean Burke to learn how to use social selling to increase your revenue.
Learn to use the ACQUIRE method of Social Selling. Understand how to use LinkedIn the way it was designed to be used. Score your prospects so you always work the most qualified opportunities, Find the relationships you have to refer you to any decision maker.
The right team structure can unlock additional revenue today, without more people, marketing spend, or additional leads. Whether you call it sales development (SDR), business development (BDR), or lead qualification (LQ), building the team can accelerate revenue from both your inbound and outbound efforts. In this webinar, you’ll learn: How you can turn your inbound marketing leads into revenue growths, How you can improve your outbound/self-sourced sales leads, Best practices for building, measuring, incenting and equipping an SDR team that can unlock sales growth.
Whether your looking to build a new SDR team or optimize the team you already have, join Mike Plante and Tom Pilkington for this must-see webinar.
Annual 2014 Lead Response Report by @InsideSalesInsideSales.com
Lead Response Report 2014 - Download the full report here: http://www.insidesales.com/2014-lead-response-report
Summary - Learn how companies are responding to their leads
50% of buys choose the vendor that responds first. So the question is, are you beating your competitors to the punch?
The InsideSales.com research team tested over 14,000 sales teams by "secret shopping" their websites by submitting a lead and then recording how quickly and persistently each sales teams responded.
Download this benchmark report and learn the best practices for lead response.
About The Research Team:
James W. Phillips, Lead Researcher - Business Intelligence Analyst at InsideSales.com
Dave Elkington - CEO and Co-Founder of InsideSales.com
Ken Krogue, President and Co-Founder of InsideSales.com
Steve Richard - Handling Objections and Getting to YesInsideSales.com
http://www.insidesales.com/events/2014/sales-acceleration-summit/steve-richard
Session Overview
During a cold call, it's not uncommon to get an objection or two from top decision makers. What you do with those objections can make or break a deal.
In "Handling Objections and Getting to Yes" Steve Richard will give you the tools to:
Understand what objections actually mean
Prevent objections all together
Overcome objections at the top of the funnel
Utilize insight selling to remove objections at the bottom of the funnel
Stan Slap - Creating the Competitive Edge and a Brandable Customer ExperienceInsideSales.com
Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/stan-slap
Session Overview
Every company sells both a product and a “process”—an experience that customers go through to buy and use that product. It’s the quality of the process that most decides your customers’ decision to advertise and sell for you—to brand you.
In this myth-busting keynote speech, Stan will explain how to create a brandable customer experience, cause your employees to protect and promote it and your customers to recognize it as intentional. He’ll explain what doesn’t work even though it’s most often tried, what will work, and the ultimate key to creating a compelling, competitive and durable brand- key that is held by every employee in your company.
Shaheen Parks - Metrics for Measuring the ROI of Sales TechnologyInsideSales.com
Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/shaheen-parks
Session Overview
This session is going to provide ideas and typical metrics for measuring the value of sales technology in quantifiable ways. We’ll discuss specific ways to identify and quantify positive impact and how to build a compelling business case.
Shaheen Parks - Metrics for Measuring the ROI of Sales Technology
Are You Ready For Account-Based Everything? Five Focus Areas Hold the Answer
1. ARE YOU READY FOR
ACCOUNT-BASED
EVERYTHING? FIVE FOCUS
AREAS HOLD THE ANSWER
Featuring: Bridge Group CEO Trish
Bertuzzi
Director Sales Acceleration Services at
InsideSales.com Gabe Larsen
Special Guest: Heinz Marketing President
Matt Heinz
2. How this will work
• This webinar will last about 45 mins + Q&A
• Type in your questions in the Q&A box as you think of
them
• Join the conversation using #InsideSalesWebinar
• This is being recorded… I’ll tell you how to access the
recording at the end
4. Today’s Speakers
Trish Bertuzzi
CEO
Bridge Group
LinkedIn.com/in/trishbertuzzi
@bridgegroupinc
Gabe Larsen
Director InsideSales.com Labs
LinkedIn.com/in/GabeLarsen
@GabeLarsen
Matt Heinz
President
Heinz Marketing Inc
LinkedIn.com/in/MattHeinz
@HeinzMarketing
5. Account-Based Everything
• Account-Based Sales
• Why are we even talking about this?
• Account-Based Marketing
• How do you integrate marketing and sales?
• Account-Based Revenue
• How you do structure the math for an account-based
revenue strategy?
6. “90% of respondents
acknowledged an
account-‐based strategy
was very important”
SiriusDecisions
“60 percent survey
respondents planned to
implement an account-‐
based program within the
next year”
Terminus
Why are we talking about this?
9. Unified strategy, in a multi-‐decision maker
environment, that generates revenue
through personalized prospecting and
value-‐based selling.
10. Is this right for me?
Attributes
Relational
(Account-‐Based)
Transactional
(High-‐Velocity)
Decision Maker Many (4+) Few (1-‐3)
Deal Size >$50,000 <$50,000
Sales Cycle >90 days <90 days
Segments > 100 employees < 100 employees
Customer
Preference
As the customer guides
11. Keys
to
integrating
ABM
with
your
sales
team
1. Make
sales
an
early
partner
&
collaborator
15. A
common
set
of
definitions
Stage Definition Sales
Next
Step(s) Marketing
Next
Step(s)
Leads
Open/Not
Attempted
New
lead,
has
not
been
attempted
or
contacted
by
sales Begin
follow-‐up
to
get
on
the
phone
live
to
qualify
as
opportunity
Provide
scripts
and
response
offers
as
needed
to
increase
call-‐backs
Attempting
to
Contact
Sales
has
begun
the
process
of
following
the
lead
follow-‐up
process
to
reach
the
prospect
live
Continue
follow-‐up
attempts
via
phone,
email,
"zero
out"
to
reach
prospect
live
Provide
scripts
and
response
offers
as
needed
to
increase
call-‐backs
Interested
Prospect
has
expressed
interest
in
ABC
Company
and/or
achieving
better
results,
and
is
interested
in
learning
more;
full
qualification
criteria
intent/purchase
timeline
still
unknown
Once
prospect
has
been
qualified,
either
move
into
a
"Qualified"
opportunity
or
move
to
Nurture
(if
timeline
is
long-‐term
or
undetermined)
Provide
collateral,
case
studies
and
other
information
as
needed
to
help
prospect
determine
sales
intent
Nurture
Prospect
is
interested,
but
there
is
no
near-‐term
opportunity
to
buy
(prospect
may
have
other
immediate
priorities,
or
may
just
need
more
time
to
consider
interest/intent)
no
action Drip
marketing
to
prospect
1-‐2
times
per
month
with
value-‐added
offers,
until
they're
ready
to
engage
in
a
short-‐term
buying
cycle
again
Unresponsive
Haven't
been
able
to
get
ahold
of
prospect
after
repeated
attempts
no
action Drip
marketing
to
prospect
1-‐2
times
per
month
with
value-‐added
offers,
until
they're
ready
to
engage
in
a
short-‐term
buying
cycle
again
No
Further
Action Lead
is
not
a
qualified
prospect no
action no
action
Opportunities
Qualified
Prospect
has
a
need
&
budget,
and
is
actively
evaluating
solutions
Get
demo
commitment,
plan
next
steps
and
timeline
to
buy
(or
at
least
make
decision)
with
prospect
Provide
additional
support
tools
as
needed
(case
studies,
etc.)
to
help
accelerate
prospect
interest
and
buying
cycle
Presentation
&
Demo
Demo
has
been
scheduled
or
completed;
working
through
objections
&
questions
Get
permission
to
present
formal
proposal Provide
additional
support
tools
as
needed
(case
studies,
etc.)
to
help
accelerate
prospect
interest
and
buying
cycle
Proposal
Formal
proposal
is
in
process
or
has
been
delivered
outlining
terms,
services,
fees
Get
verbal
commitment
to
buy
pending
finalization
of
terms
no
action
Negotiation
Prospect
has
verbally
agreed
to
do
business;
both
sides
are
working
through
final
legal/term/service/fee
details
Sign,
seal
and
return
baby! no
action
Close Agreement
has
been
signed
and
returned victory
lap no
action
Closed
Lost
Opportunity
has
stalled
indefinitely
or
is
dead no
action Drip
marketing
to
prospect
1-‐2
times
per
month
with
value-‐added
offers,
until
they're
ready
to
engage
in
a
short-‐term
buying
cycle
again
16. Keys
to
integrating
ABM
with
your
sales
team
3.
Build
and
manage
a
common
set
of
target
lists
17. What
are
your
data
filters?
• Companies
• Individuals
• Full/complete
contact
information
19. Real-‐time
data
updates
• What’s
your
platform
&
integration
point(s)?
• How
do
you
respond
to
trigger
events
&
real-‐time
changes?
• Who’s
following
up,
how,
when,
with
what?
• Where
do
you
record
that?
20. Keys
to
integrating
ABM
with
your
sales
team
4.
Execute
from
a
consolidated
engagement
plan
21. A
coordination
example
• The
right
person
at
the
right
company
attends
your
webinar
• How
is
follow-‐up
different?
• Who
does
it
– with
what
message
– in
what
format
and
channel?
• What
next
step
communication
triggers
does
that
imply?
• How
do
you
coordinate
sales
&
marketing
messages?
22. Keys
to
integrating
ABM
with
your
sales
team
5.
Think
in
terms
of
macro
and
micro
campaigns
23. Keys
to
integrating
ABM
with
your
sales
team
6.
Develop
shared
data
and
insights
40. Webinar Recording &
Free Resources
• Tomorrow we will email you a link to today’s recorded
webinar, feel free to share it with your colleagues
• Take advantage of the resources available for download
41. Learn More: Click the Links in the ”Free Resource” Window
ON-‐DEMAND WEBINAR
In this webinar you’ll learn:
• How to move beyond the high velocity sales model to
account-‐based selling strategies
• How to build a pipeline of targeted accounts
• What you must do to expand existing relationships quickly
• How you can discover and connect better with more
decision makers
• Latest digital sociological research on the interest, attitudes
and opinions of account-‐based sales personas
WATCH NOW link in the free resources window