In this interactive webinar, you’ll learn how sales professionals are nurturing channel relationships to help themselves exceed their sales goals. Our guest co-presenters are Chris Doggett, VP of North America Channel Sales at Kaspersky Lab, and Diane Krakora, CEO of PartnerPath.

Core topics include:

- What it means “to partner” with a company, and how is that different from being a direct sales rep.
- What channel partners care about and how you align your goals with their expectations.
- How to segment, develop and grow partners in your territory.
– Driving the right channel partner behaviors
– Developing effective channel incentives
– Managing and measuring channel partner performance

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We usually talk about Outbound Prospecting with LinkedIn. In the June session of our FREE monthly webinar series, we’ll talk about Inbound Marketing on Linkedin. This session is for every member of your sales team – Salespeople, Sales Managers, and Marketing personnel interested in learning new ways to communicate their message by marketing on LinkedIn. Topics include:

- Attracting Customers with LinkedIn Profile Applications

- Promoting Yourself as a Subject Matter Expert

- Leveraging New Features of LinkedIn Company Pages

Space is limited for this session, so don’t wait. Inbound Marketing on LinkedIn is a skill every member of your sales team needs to understand.

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If you’re a sales hunter and you want to take your prospecting to the next level, then register for this free webinar.

Sales Navigator can help you:
- Find More Prospects
- Leverage Co-worker’s networks
- Increase your email response rate

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Creating a high-performance sales team that consistently exceeds expectations isn’t science fiction. In this webinar, we will hear from Aaron Ross, author of Predictible Revenue, and Bill Binch, SVP of Sales at Marketo, on how to drive your sales team to increased success quarter after quarter.

During this webinar we will discuss:
- Utilizing a sales development team to ensure your reps’ time is spent closing
- Incentives that work, including rewards that lead to increased sales
- Lead prioritization techniques that minimize wasted sales cycles
- Creating the right balance between sales and marketing to ensure continued pipeline

This webinar will go beyond best practices and will share specific examples from both Marketo’s and Xactly’s own sales process. Join us for this rare inside peak into how some of the country’s fastest growing organizations are winning deal after deal.

Register today!

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Closing is certainly an important sales activity, as the time, effort, and resources invested in managing sales cycles are wasted if orders are not secured. However, the real secret to closing sales is doing a great job at the FRONT end of the sales cycle.

In other words, it is the quality of the work that is done during the OPPORTUNITY QUALIFICATION stage of the sales process that determines whether a sale will close, as well as how hard or easy it will be to close.

Plus, when done correctly, the information gathered during sales opportunity qualification can be used to improve the effectiveness of your proposals and product demonstrations.

During this webinar you will learn:

• Six common reasons why sales don’t close
• Why doing a great job of sales opportunity qualification is the secret to closing more sales
• A four-step process for successful sales opportunity qualification
• How to use the information collected during sales opportunity qualification to improve the effectiveness of proposals and product demonstrations
• Five closes that WORK

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Learn how to maximize the success of your tradeshow leads
Presented By Barry Siskind – Available On Demand

Over 43% of trade show leads fail because sales follow-up is too late!

Companies invest an exorbitant amount of money, time, and resources in trade shows. Business leaders hold sales and marketing departments accountable and responsible for generating a return on the investment made in trade shows. With marketing dollars being finite and marketing investment being heavily scrutinized, it is more important now than ever to drive revenue results out of the trade show.

In this webinar, Barry Siskind, author of the best-seller Powerful Exhibit Marketing, international speaker and Fortune 500 consultant, teaches sales and marketing professionals how to win the competitive foot-race of trade show lead conversion. Webinar participants learn how to take the corporate investment in trade shows and translate it into huge revenue results. Barry helps participants recognize the role that both sales and marketing play in driving trade show revenue.

Participants come away from Barry’s webinar with:
• Strategies to convert trade show leads into mega-sales.
• Tactics to gather critical lead data at the trade show.
• Ideas to defeat the competition through an aggressive lead follow-up campaign.
• Appreciation of the “lead-value” timeline. A trade show lead has a very narrow shelf-life.

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Presented By Andy Miller – Available On Demand

It’s the end of the month and you’re off quota by 30%. Your need to sell is overwhelming — your boss wants you to close more sales, your prospects want a huge price break. You are feeling squeezed! Do you discount and lose margin and commission dollars, or do you lose the deal entirely? The pressure is on!

Andy Miller has taught thousands of salespeople around the world a unique negotiating strategy to close more deals — without using discounting as a strategy. You’ll learn to use his powerful “art of the takeaway” technique that helps you qualify prospects early in the buying process and close without sacrificing margin.

In this webinar, you’ll discover:

• Secrets for turning the tables on your prospects so they sell you
• Proven tactics to sell at the price you want
• How to become a confident, sales powerhouse and get rid of the “head-trash” that sabotages your sales
• Strategies to overcome price objections — When was the last time you haggled over price at the gas station?

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How Small Businesses Can Win Contracts Without Losing Their Shirt
Presented By Jeanette Nyden – Available On Demand

Every small-business owner dreams of landing big clients. But doing business with the big guys doesn’t automatically mean big profits. Their executives and procurement officers are well-trained and ready to put the squeeze on you during contract negotiations. If you can’t hold your own in the negotiation, be prepared to sacrifice all of the profits from your dream.

Jeanette Nyden, 15-year negotiation expert and author of “Negotiation Rules!” helps small businesses prepare for tough negotiations with the big guys. She teaches you the strategies and techniques to handle contract negotiations with professional buyers without giving away the kitchen sink. David beat Goliath…and you can too – armed with Jeanette’s negotiation secrets.

In this webinar, you’ll learn how to:

• Use the 3 myths of power to your advantage
• Work with the big guys, not against them to get your deal done
• Say “no” and still get the deal
• Understand and use both negative and positive leverage
• Utilize your sources of negotiation power

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Presented By Andrea Sittig-Rolf – Available On Demand

Tom Ziglar says, “If you could set a higher number of better and more qualified appointments, would it help your sales career? If you answered yes, then The Seven Keys to Effective Business-to-Business Appointments Setting is just for you.” This webinar offers a unique compilation of tactical appointment setting techniques that have been proven effective for sales professionals in the business-to-business sales industry. Time and time again these techniques have helped thousands of salespeople schedule appointments with qualified prospects leading to million of dollars in sales.

Over her twenty year career, Andrea Sittig-Rolf has recruited, led, and trained sales teams to sell millions of dollars worth of products and services. In this webinar you’ll learn how to:

• Prepare for scheduling quality appointments
• Get past gatekeepers
• Overcome common objections
• Leave effective voicemail messages that get returned
• Set quality appointments
• Track your numbers to understand how to reach your sales goals

As an added bonus, the first 50 registrants will receive a FREE copy of Andrea’s book “The Seven Keys to Effective Business-to-Business Appointment Setting: Unlock Your Sales Potential” (Thomson Reuters, 2006), foreword by Tom Ziglar.

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Learn to Use Sales Writing for a Competitive Edge
Presented By Julie Miller – Available on demand

With the economy in strife, there are fewer sales opportunities in play. How do you make sure you are the one who wins the account? You need a competitive edge that will push you over the top…and there is one at your fingertips. Sales people who master written sales communication get the account and the commission.

Dr. Julie Miller, author of “Business Writing That Counts!” helps sales professionals to master the art of sales writing. Sales people are known for having the gift of gab, but few can deliver the same oomph in written form. Whether it’s a prospecting email, a scope of work, or an executive summary in a proposal, Dr. Miller teaches you the nuances that give you the edge over the competition.

In this webinar, you will learn how to:

• Evaluate your sales copy based on the Power Selling checklist
• Avoid the Five Never’s of sales writing
• Motivate buyers to act with compelling words and expressions
• Critique your proposal…from your reader’s point of view
• Develop an executive summary that hits the mark with your prospect

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