Webcast

Webcast

Social Selling: From Cold to Close

September 02, 2014


“Social selling” – a trendy, yet ill-defined phrase. How many business-to-business salespeople are actually using social media to sell – and how? In this session we introduce a framework for leveraging social media to improve sales productivity, and share examples of sales organizations who have unlocked the power of social for their direct sales force. This presentation address the following questions:

  • What is “social selling?”
  • How do we move social selling beyond networking to cultivate and expand key relationships?
  • How can I improve sales productivity by improving the efficiency and effectiveness of reps’ social media skills?
  • How can our reps use social to “listen” more effectively to their buyers?
  • How do we ensure that our reps online presences aligns to the offline presence we strive for?



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Webcast

Webcast

Three Best Practices for Modernizing Lead-to-Money Processes

August 22, 2014

 

Smart devices, cloud platforms, and mobile applications promise productivity increases for sales organizations. By 2020, 450 billion business transactions will take place on the Internet daily, and already mobile device sales are out-pacing those of PCs. But some sales organizations may find themselves scrambling to keep pace with these changes, while transitioning away from spreadsheet and paper-based processes.



This webcast presents three best-practice approaches for modernizing sales processes essential for converting leads to revenue.

 

Specific topics addressed include:

  • How to shorten the sales cycle through electronic workflows and approval processes
  • How technology can help you reduce errors in contract, product selection and pricing
  • How to increase productivity
  • How to eliminate paper, hassles and wasted time

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Webcast

Webcast

Aligning Strategy and Sales

August 20, 2014

 

The most crucial connection in an organization seeking to grow is between sales and strategy. US companies, for example, spend more than 3x on sales efforts than they spend on all media advertising and 20x more than the total spent on digital marketing. Yet, research indicates that, on average, companies deliver only about 50-60% of the financial performance their strategies promise. That’s a lot of wasted money and managerial effort.

 

In this webinar, Frank Cespedes, author of Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press, 2014), can help your firm improve performance. He focuses on what both strategists and sales leaders must do to close the gap, provide practical advice about pricing and sales productivity, and leave you with diagnostics that you can use with your team after the webinar.

 

Frank Cespedes teaches at Harvard Business School. He has run a business, served on Boards for start-ups and corporations, and consulted to many companies around the world. He is the author of five books as well as articles in Harvard Business Review, Wall Street Journal, California Management Review, and other publications.

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Webcast

Webcast

Managing Unfair Competition: Sales Organizations and the Law

August 18, 2014


Sales organizations thrive in competitive environments, but how should sales leadership respond when competitors take unfair advantage? This webcast reviews several common competitive scenarios faced by sales management, explains their legal context, and suggests proactive management approaches for avoiding outcomes disadvantageous to your firm.

Presented by Elarbee Thompson attorneys Richard Escoffery and Douglas Duerr, this session focuses on:

• External Relationships – Who really “owns” the client relationships and how can you safely allow your employees to develop relationships with your customers?
• Information – How do you ensure your proprietary company and product information is kept confidential and out of the hands of your competitors?
• Internal Relationships – People are your most valuable asset. How do you retain them when their “favorite” sales manager leaves?

Using real-life case studies and non-legal jargon, this session presents management with easily understandable options for anticipating risk, avoiding liability, and competing fairly.

 

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