Do you have a sales strategy for enabling your Social Enterprise? Building your social enterprise requires your sales organization to transform the way it works - with co-workers, partners, prospects and customers. In this TAS Group webinar, Greg Brush, Vice President of Sales and Customer Success at Insideview, will discuss how social selling is impacting how, to whom and where you sell your products and services.
So you think you have a $500,000 sales forecast?
April 18th, 2012It’s no secret that sales forecasting can be difficult. Most managers believe they are good at forecasting. However, their forecasts usually turn out to be wrong. Many argue about whether sales forecasting is a science or an art. The short answer is that it is a bit of both. In this TAS Group webinar, Will Wiegler, Chief Marketing Officer for The TAS Group will discuss how to use automated intelligence in the sales cycle to increase deal win rate and average deal value, and shorten sales cycles. He will discuss how smart automated deal coaching applied in context, identifies risks and vulnerabilities. Based on detailed data collected over four years from millions of sales cycles, Will will provide insight in to changing nature of sales and buying processes, how information is power and what to do about it to increase revenue today – and automatically get accurate sales forecasts.
It’s Not What You Want - It’s What The Customer Wants
March 14th, 2012While the process of exchanging money for products and services has been around for centuries, the dynamics of that exchange have changed dramatically. The key to mastering this change is knowing that regardless of circumstance, the sales team does not drive the process - the customer does. In this TAS Group Webinar Mary Anne Gillespie, EVP Global Sales for The TAS Group will explore how to reframe your thinking to increase sales productivity.
The Silent Killer - The Hidden Cost of Sales
February 15th, 2012As sales leaders enter 2012—one of the main goals is how to continue and accelerate the momentum that was so hard earned in 2011. How do you increase revenue growth as well as drive significant increases in profitability per client, per deal, per region, and per sales person? In this TAS Group webinar, Bruce Wedderburn, EVP Channel and Enablement for Huthwaite, explores these common missteps and provides you with specific strategies to incorporate into your 2012 plan.
The Evolution of Sales - 2012 Vision
January 18th, 2012Planning for 2012 is well underway; and sales leaders are being challenged by executive demands in an economy that is still somewhat volatile and slow to recover. Significant changes are required if sales leaders are going to meet executive demands and maximize their sales performance in 2012. In this TAS Group Webinar, presenters Dave Stein (CEO, ES Research) and Bob Kelly (Chairman, Sales Management Association) will share their insight on how sales organizations are evolving to face the year ahead.
Maximizing Renewal Revenue - Continuing to Deliver the Value to Earn the Renewal
December 8th, 2011If your organization has been in the recurring revenue, maintenance, support, membership or subscription business for more than just a few years, it’s likely that your existing customers will account for around half of your revenues—and the majority of your profit in 2012. But what if your customers are planning to negotiate down, or cancel, their renewal commitments next year? What if your renewal teams lack the ‘value prop’ and selling skills to secure and grow your most important line of business. What if you don’t have a plan for your renewal revenues in 2012? Even if you do have a plan, how much would an extra few percentage points on this high margin business do for your top and bottom line next year? In this TAS Group webinar, Steve Maul, Vice President Customer Learning and Training Development and Nora Laughton, Manager of Customer Learning will show you how to develop a value strategy around your renewals business. Steve and Nora will explore how your renewal specialists can correctly position the value of existing customers’ investment in your products and services and so maximize the renewals of recurring revenue, subscription, membership and maintenance fees.
92 Signposts to a Roadmap for Sales Success in 2012
November 17th, 2011Do you know how your sales organization measures up? Now you can find out, and get a personalized roadmap for success. In this TAS Group webinar, Donal Daly, CEO of The TAS Group will present the results of the global Dealmaker Index study and show companies and individuals how to assess and improve their sales performance. Based on an analysis of 92 sales performance factors, mapped against proven successful approaches, the Dealmaker Index measures the effectiveness of sales organizations and sales individuals across areas such as deal close rates, sales cycle management, value creation and sales opportunity development. You can learn how you stack up against your peers across the world.
Sales Analytics - Removing the Risk from Your Forecast
August 10th, 2011Forecasting is time-consuming and isn’t accurate! Sales people spend on average 2.5 hours per week on sales forecasting and in most cases—deals do not close as forecasted. Business planning becomes very difficult when organizations are never really sure if their ‘actual’ is going to resemble their ‘forecast’. In this TAS Group webinar, Mary Anne Gillespie, Executive Vice President of Sales for The TAS Group shares her insight and expertise on how to remove the risk from your forecast using sales analytics.
The ‘Feel Good’ Funnel
July 13th, 2011Is the Feel Good Funnel having an impact on your sales organization? If you answer yes to one or more of the questions below, then there is a high likelihood that it is. For sales opportunities that initially progress through the early stages of your pipeline, do they lose momentum, stagnate and eventually disappear? Do you have late-stage revenue that shrinks in value or disappears from your company forecast without warning or explanation? Do you have sales pipeline that initially promise so much but fail to follow through on that promise? In this TAS Group webinar, Bruce Wedderburn, Executive Vice President of Channel & Enablement for Huthwaite shares his insight and expertise on the impact of the “Feel Good Funnel” on your sales organization.