On Demand

Live session from June 13, 2012

Inside Sales has finally come into its own as a way to build pipeline and revenue. But, having said that, what are leading edge companies doing to build best practice teams? What is the foundation of repeatable, scalable success?

Now you have the opportunity to ask a panel of experts. Come prepared with your questions. This roundtable is not about pundits "punding" but comprises a group of in-the-trenches executives who have been there, done that and are willing to share.

We discussed:

• What are the most important metrics that sales operations cares about?
• What are the pro's and con's of remote v centralized teams?
• Are leader boards making a comeback?
• Where do you spend your time coaching... with A, B or C players?

On Demand

Live session from March 13, 2012

The techniques and strategies for successful selling are changing. At least that is what we read about every day on the internet. Trying to figure the best route to drive more sales can be confusing and challenging. This SalesGuru Roundtable brought together some of the most respected SalesGurus today to answer your questions and deliver straight actionable advice. SalesGuru Roundtables are interactive and fun, and this event was no exception as we tackle the following topics:

• Best practices for selling in today's environment
• Worst practices in selling in today's environment (what sales should avoid)
• Real-life examples of best practices in action

On Demand

Live session from March 27, 2012

The era of sales technology is upon us. Whether you call it Sales 2.0 or not, the fact is there are a lot of new tools and applications designed to make your sales team more effective. And furthermore, sales management and sales operations are seeing the success by automating sales processes. In this SalesGuru roundtable, we have brought together some of the top SalesGurus in sales technologies to present their recommended toolkits and answer questions from the SalesGuru community.

In this SalesGuru Roundtable we discussed:

• Top sales tools every sales manager should implement
• Best practices for introducing technology to sales teams
• Lively Q/A from the audience on technologies and their experiences with those technologies

On Demand

Live session from August 14, 2012

How do we get the most out of our sales people? The million dollar question every sales manager and organizational leader tries to answer. The successful modern day sales organization is committed to building highly effective sales forces via technology, process, and training and development. For this event, we have brought together sales experts to discuss the best practices and techniques for developing top performing sales people. Attendees will learn:

• Sales training techniques that work
• Best practices for building a scalable training game plan
• Other important insights such as; how often you should offer training

On Demand

Live session from July 25, 2012

As a sales executive, you're always under pressure to improve results, justify budgets and deal with an ever-increasing array of competitors. Implementing performance improvement initiatives while continuing to grow and innovate is very difficult. As you strive to increase and develop sales, don't sacrifice effectiveness for efficiency. To be a top performer you need to keep a balance. Streamline your sales tactics with these expert tips:

• The top tips for making your sales team more effective
• Expert advice on increasing your sales team efficiency
• How to drive process and technology innovations without hurting near-term business

On Demand

Live session from May 8, 2012

There is so much changing in the world, but there is one vexing, age-old issue: getting people on the phone. As a matter of fact, it may be harder today than ever. In this Roundtable, we learned from the pros in the business who can tell you the best practices for reaching your next big sale.

In this Roundtable we discussed:

• To voicemail or not voicemail, that is the question
• How many times you should call/email a prospect
• How to use email to your advantage
• Other tools and tips to getting someone to talk to you

On Demand

Live session from June 12, 2012

LinkedIn is acknowledged by most to be the most productive social platform for B2B sales people. For this roundtable discussion we have gathered recognized LinkedIn authors and experts who use LinkedIn daily, built their business success with LinkedIn, and know those hard to find tips and tricks to get results. Real examples, real companies and an open forum for you to ask our experts how to use LinkedIn in the most productive manner.

In this roundtable you heard answers to these questions and many more:

• Should I display my connections to my network?
• Do you recommend I pay for an account if I am in sales?
• What are some LinkedIn tools the increase efficiency and effectiveness?
• What applications are recommended to strengthen my sales profile?

On Demand

Live session from July 30, 2012

Are you generating a 12% - 20% contact-to-meeting ratio? Social Selling does. Drive net new business via LinkedIn.

Cold calling is dead. World-class sales teams are no longer building a sales pipeline solely via the telephone. Innovative sales leaders understand the new sales rep is a hybrid of traditional sales (phone, email & voicemail) mixed with social presence, social clout and thought-leadership.

Learn the best insider tips for getting that elusive meeting with Jamie Shanks, MBA from Sales for Life. Join us for this informative interview with a top sales expert.

On Demand

Live session from April 24, 2012

Join Jim Dickie, Managing Partner, at CSO Insights as he shares how successful companies leverage best practices from their peers as highlighted in CSO Insights' Sales Management 2.0 eBook series. By tapping into a wealth of experiences and wisdom from CSOs (Chief Sales Officers) at successful and innovative firms worldwide, CSO Insights delivers an eBook a quarter designed to help sales leaders see how their colleagues are successfully solving sales challenges. CSO Insights interviews leaders in sales management on a variety of topics like compensation design and management, sales transformation, sales enablement, lead generation and management, analytics, CRM, CRM 2.0, and more. These eBooks are published in the public domain where anyone can freely benefit from thought leaders in sales management.

On Demand

Live session from August 28, 2012

Join Meredith Schmidt - VP of Global Sales Operations at Salesforce.com, Brian Frank - Global Sales Operations at LinkedIn, Michael Machado - CRM Manager at Yamaha, and other Sales Ops Leaders as they discuss techniques and tools to make sales reps more efficient and effective. DocuSign has brought together an expert panel of people that don't just talk about Sales Operations, they know what works. The audience can expect tangible, practical advice on the tips, tactics, and best practices from peers in the industry.

Attendees learned:

• What best-in-class sales operations organizations are doing today
• What progressive steps can be taken to reach sales productivity
• What are the "gotchas" and "pitfalls" every sales ops leader should watch out for
• What sales ops tools they recommend, such as LinkedIn Sales Navigator and DocuSign for Salesforce.com

On Demand

Live session from May 16, 2012

It's one thing to talk about social selling strategies and tactics. But some of today's most successful sales professionals are putting them to action every day with unbelievable results. In this special conversation with Eloqua Director of Key Accounts Jill Rowley, discussed specifically how she uses social selling techniques to manage her growing network and sales pipeline, and generate record sales on a regular basis.

Jill is the reigning 2011 Eloqua Employee of the Year, and has been their top sales rep for seven of the last eight years. In this Sales Gurus roundtable Jill explained her strategy and methodology, her favorite tools, and the daily discipline she uses to build relationships, rapport, thought leadership and ongoing closed business.

On Demand

Live session from April 10, 2012

"Social" anything is the hot topic in every industry and sales is no exception. Social selling is here and it can pay enormous dividends for sales teams looking to hit and exceed their sales quotas. For this roundtable, we have gathered SalesGurus who understand social selling and provide real tactics and real stories of social selling results.

In this event, attendees discussed:

• Social selling tips and tactics that are proven to work
• Advice on how to get started without compromising time
• Tools and other applications that can make a positive difference
• Social selling success stories

On Demand

Live session from June 19, 2012

As any sales professional knows, things change quickly and it is important to monitor your results regularly. Looking back over the last two quarters and analyzing your performance is important for garnering a better understanding of how you can improve results for the second half of the year. Armed with this information, you have the power to finish the year strong with an effective, integrated sales strategy.

In this roundtable our panelists discussed:

• What metrics do you use to gauge where you are and what needs to change in the 2nd half of year?
• Is it too late to change the outcome for the rest of the year?
• Some have said that if a manager does not know how the year will end by the end of Q1, he will miss his quota for the year. Is this accurate?
• If you could only change one aspect of your sales approach to salvage the year, what would it be?

On Demand

Live session from June 21, 2012

Strategic sourcing and procurement are critical functions in more organizations. Sales has usually had a difficult relationship with Sourcing and Procurement organizations, yet these functions are critical to success and creating great value for the customer. Chris Locke has held Senior Level strategic sourcing and procurement positions in some of the largest organizations in business. Chris and Dave will discuss the shared issues sourcing and sales have, how to work together most effectively. Some of the things we discussed include:

• What are buyers' expectations of sales? How does sales most effectively connect with and engage procurement professionals?
• Isn't it really just about price? The procurement perspective of pricing.
• What does sales need to know about the role of Strategic Sourcing and Procurement in the future? How should sales respond?

On Demand

Live session from May 22, 2012

What's better, making 100 cold calls with lousy results or 20 cold calls with great results?

If you favor call quality over call quantity, then pre-call research is a must. You'll want tools that can help you prepare for calls quickly but sufficiently. In this SalesGuru roundtable, we brought back the round-robin discussion-style and top sales tool experts to share their favorite tools for warming cold-calls with pre-call research.

In this SalesGuru Roundtable, we talked tools:

• To identify key strategic initiatives and industry trends for the prospect company
• To determine what value the prospect company can expect from your products or services
• To learn about the prospect's background and interests