First Thursday Recordings
Critical Path Strategies hosts a conference call or Webinar about all things sales on the first Thursday of each month at 10:00 Central. Our First Thursday series is a valuable forum for thought leadership, idea exchange, and knowledge sharing. Here are recordings of some recent First Thursday events.
Bringing Sales Process to the Field (Joint CPS/SAVO Webinar)
Investing in a sales process is just the beginning. How you bring it to the field and make it stick is the end game. In their recent Webinar, Bringing Sales Process to the Field, Critical Path Strategies Managing Partner Ken Evans and SAVO's Jim Moliski, Vice President of Sales Enablement Strategies, gave participants a great play-by-play on institutional best practices that extend sales process adoption in effective and efficient ways. Listen to how some of today's leading companies are leveraging sales certification programs, sales process alignment strategies, and sales playbooks to replace one-time sales training events with real-time coaching models.
Coaching for Sales Success
Selling is not just selling anymore. It takes a sales leader, a sales team, and a sales coach. Coaching can make the difference in the effectiveness of an individual sales team member, the entire sales team, and the selling organization as a whole.
Creating Opportunity
Capex budgets are dwindling. Opex budgets are constricting. Customers’ goals are to sustain, not grow. Other than that, your territory is wide open! Listen up to learn how to change the game to create opportunity where there is none.
How to Collaborate with Customers for a Win-Win
Through collaboration, companies, their customers, and their suppliers learn far more about each other—and themselves. Information flows freely, companies have a clearer picture of what customers need, and the resulting products are more successful in the marketplace.
Learn about the attributes common to companies that collaborate successfully with their customers, and how to effectively align the interests of both the buyer and seller to promote the highest bottom-line value for each party.
How to Implement Global Sales Training
Your salespeople span the globe—from the Americas to Europe to Asia Pacific. How would you go about delivering sales training to them in an efficient and effective way? Critical Path Strategies' managing partner Ken Evans and Aspect Software’s curricula manager Jodie Boeldt review step-by-step how Aspect designed and implemented its sales training program around the world.
How to Leverage the Knowledge in the Room
Too often tribal knowledge is shared in ad-hoc ways: conversations, emails, blogs, portals. How do companies institutionalize information that is useful across sales and sales support organizations, especially with organization knowledge so fluid? Hear CPS managing partner Ken Evans and SAVO account executive Tim Sobocinski discuss best practices in collecting and serving information in ways that salespeople will use it.
The Economic Value of Sales Enablement
Melissa Madian, Senior Director of Sales Enablement at Eloqua, and Critical Path Strategies’ Managing Partner Mike Morton gave listeners a great overview of sales enablement—what it is, what it does, and its economic value. Sales enablement gets your salespeople to have the right conversations with their customers at the right time in the sales cycle, which generates sales, improves the quality of your pipeline, and drives sales efficiencies.
Urgency in Selling
How can you create a sense of urgency within your customers or prospects to close potential deals? How can you uncover their individual motivations to create motion and closure? In this First Thursday session, Mary Ann Costello discusses some variables that could increase your chances to up the urgency in the minds of your customers.
What Does Your New Reality Look Like?
Recent market indicators suggest that the economic forecast appears brighter. And those flexible enough to deal with change stand to enjoy some just rewards. So how do you emerge from the recent head-down, in-the-bunker survival mode to the new reality? Understanding customers and being able to anticipate what they want is critical. CPS partner Ken Evans examines what companies are doing to prepare customer-focused growth plans best suited for their new reality.
White Boarding a Solution for Your Company
White boarding distills complex ideas to their essence, better engaging your customers and allowing them to participate in real time. This interactivity spurs your customer to action, and allows them to help build and own your solution. Listen up for a practical, hands-on approach to white boarding.