Category: Webinars

Live Webinar – Cloud9 Expert Series: What Secrets Lie in Your Sales History?

Thursday, November 17– 10:00 am Pacific/1:00 pm Eastern

Click Here to Register

What secrets lie in your sales history? Finding out may be the difference between beating the quarter and ending up flat.

Learn more in this month’s Cloud9 Expert Series Webinar, featuring Brian Frank, Vice President of Global Sales Operations at LinkedIn. LinkedIn operates the world’s largest professional network with more than 120 million online members. The company’s high-performance sales team is driving 100% revenue growth.

Learn how LinkedIn:

  • Has increased forecast accuracy
  • Uses sales history to predict future outcomes
  • Drives high performance revenue growth and tighter business plans
  • More effectively sets quotas and drives achievement across the sales team

Brian will detail how LinkedIn uses historical sales insight to drive revenue performance, using Cloud9 – the leading sales forecasting and pipeline management solution.

Cloud9 Expert Series: How Best-in-Class Companies Deliver Rock-Solid Forecasts

What if you had better visibility into changes in your pipeline and could deliver a more accurate forecast?

In this webinar featuring Peter Ostrow, Research Director, Sales Effectiveness for Aberdeen Research, he discusses how best-in-class companies leverage the past and visualize the future to drive greater forecast accuracy and predictability. Peter shares key insights from his recently published Sales Forecasting Benchmark Report.

You’ll learn how leading companies are able to:

  • Grow revenue 4X
  • Increase average deal size by 50%
  • Spend 31% less time creating forecasts and more time selling
Watch Webinar Now
Registration Required

About Our Presenter
Peter Ostrow, Research Director-Sales Effectiveness, Aberdeen Research

Peter is the Research Director for the Sales Effectiveness practice at the Aberdeen Group, a leading provider of fact-based research focused on the global technology-driven value chain.

He has been focused on sales and marketing best practices for 25 years, beginning with a long-time stint at advertising firm JWG Associates. As JWG’s third employee, he participated in every aspect of the company’s sales growth, from $1M to $135M, until its acquisition by Monster Worldwide’s TMP AdComms division. Here, Ostrow deployed additional CRM, pipeline management, lead generation and competitive intelligence practices as VP, Global Sales Administration. He then spent five years as VP, Business Development with MarketOne International, a global provider of lead lifecycle management services to technology sales and marketing executives.

At Aberdeen, Peter leads the Sales Effectiveness practice, covering the technology, service and consulting enablers that enterprise sales forces deploy to become best-in-class organizations. His research is widely publicized and covers topics such as sales training, sales intelligence, CRM/SFA, sales performance management and integrating technologies around customer acquisition and retention.

Cloud9 Expert Series: Building the Business Case for Sales Analytics

What would better sales pipeline predictability and productivity mean to you?

According to Nucleus Research, a leading provider of information technology research and advisory services, CRM data without the analytics not only decreases sales productivity, but also limits the level of predictability to close deals.

In fact, sales analytics may be the missing link that prevents you from measuring and acting on pipeline trends when they have the most impact. Join Rebecca Wettemann, Vice President of Research at Nucleus Research, in this special Cloud9 Expert Series Webinar. An expert on the financial analysis of technology, Ms. Wettemann will discuss:

  • Sales analytics and how they bring the productivity and predictability to the sales pipeline
  • Why payback and ROI are the best measures of risk, flexibility and business impact
  • How human behavior needs to be considered in your business planning and deployment roadmaps

In addition, see how cloud-based sales forecasting and pipeline management solutions are helping companies like yours get more out of their CRM investment.

Watch Webinar Now
Registration Required

About Our Presenter
Rebecca Wettemann, Vice President of Research, Nucleus Research

Rebecca is a founding partner of Nucleus Research where she is responsible for development and execution of their industry-leading investigative research approach. She has written and presented extensively on the topics of return on investment (ROI) and total cost of ownership (TCO), collaborative and knowledge technologies, customer relationship management (CRM), enterprise applications, analytics, on-demand applications, and the business impact of technology.

Cloud9 Expert Series: Boost Revenue with More Effective Sales Coaching

Sales leaders are tasked with ensuring their teams are equipped with the right knowledge, guidance, and tools to be successful. One of the most effective levers to increase sales performance and sales rep engagement is effective sales coaching. The result? Dramatic improvements in win rates, forecast accuracy, sales rep retention and ultimately, top-line revenue growth.

In this month’s Cloud9 Expert Series Webinar, Dave Henrichs, Business Development Manager for Schneider Electric, will detail how his organization has embraced a new sales methodology, along with Cloud9′s sales forecasting and pipeline management solution to:

  • Transform sales coaching sessions from “data management” to focused deal discussions
  • Quickly identify with pinpoint precision which deals need attention
  • Brainstorm new ideas and strategies to close more deals
  • Spend more time on the opportunities with the best probability to close

Join us to see how Cloud9 is helping companies like yours boost sales performance, get more out of their Salesforce CRM investment, and much more.

Watch Webinar Now

About Our Presenter
Dave Henrichs, National Business Development Manager, Schneider Electric

Dave is responsible for sales and marketing alignment, sales processes, as well as sales efficiency and strategies. Since joining Schneider Electric in 1996, Dave has held several different sales and sales management roles. He has been working with for 5 years and implemented Cloud9 Pipeline Accelerator in 2009.

Cloud9 Expert Series: Accountability, Consistency and Performance in Sales Forecasting & Pipeline Management

Sales managers are constantly bombarded with data. And when trying to boost team performance and close more deals, they want to know what to ask – and when – to increase sales forecasting and pipeline management accountability, consistency and performance.

In this month’s Cloud9 Expert Series Webinar, Scott Johnson, Sales Operations Manager for Stanley Black & Decker, will detail his organization’s Cloud9 deployment – and how he and his team are now answering critical questions at the right time, including:

  • What is the right sales pipeline data to look at and why is it important?
  • What is the single truth in our sales forecast and pipeline?
  • Are we getting better at closing deals?

The answers to these questions – thanks to Cloud9 – provide the accountability, consistency, and performance Stanley Black & Decker needs to coach better, manage better, and increase forecast accuracy and win rates.

See how sales forecasting and pipeline management solutions from Cloud9 are helping companies like yours get more out of their CRM investment – and much more.

Watch Webinar Now

About Our Presenter
Scott Johnson, Sales Operations Manager, Stanley Black & Decker

Scott leads the sales operations team for Stanley Black & Decker’s Hardware & Home Improvement Group. His team’s sole purpose is to create, implement and monitor the processes and information required to produce a world class sales team that delivers a remarkable customer experience and delivers on its financial commitments to the organization.

Balancing the needs of both internal and external customers, Scott and his team leverage over 75 years of combined expertise to deliver critical sales reporting, process improvements and solution design in an effort to increase customer face time for the sales team.

During the recent integration, the team played a pivotal role in harmonizing the structure and reporting of two, distinct sales teams. In 2010, the team reduced email traffic by an estimated 15%, consolidated reporting by 25%, and automated multiple administrative tasks. He is currently in his 13th year with Stanley Black & Decker.

Cloud9 Expert Series: Making the Business Case for Executive Sales Pipeline Visibility.

You can’t manage what you can’t see. And for top-level executives, having visibility into the global sales pipeline is a must.

In this Cloud9 Expert Series Webinar, Cloud9 customer Sean Bucknall, Senior Operations Specialist for CA Technologies, reveals how Cloud9 sales forecasting and pipeline management solutions have helped his organization put instantly relevant pipeline data into the hands of sales and corporate leadership – easily and effectively.

In this in-depth Webinar, you’ll learn how:

  • Cloud9 shows pipeline information no one knew existed – and how it dramatically impacts deal closure rates
  • CA Technologies can now manage pipeline complexity across regions, products, and sales teams – all with one click
  • Exposing deferred deals gives sales leadership a leg up on prioritizing sales efforts.
Watch Webinar Now

About Our Presenter
Sean Bucknall, Senior Specialist, Operations, CA Technologies

A 17 year veteran of CA, Sean currently works in the Business Intelligence team within the Global Business Operations group at CA, with a focus on pipeline analysis and customer reporting. Prior to the formation of the GBO team in 2010, Sean worked in Technical Support Operations, where he was latterly responsible for the creation of in-depth product analysis reports, departmental scorecards, enterprise data feedback and cooperative support programs, as well as creating and managing the Technical Support data warehouse. Sean is based in Ditton Park, near Heathrow in the UK.

In Search of the Perfect Sales Pipeline

How do you know if your sales pipeline is perfect?

In a new study by SiriusDecisions - a leading sales and marketing effectiveness consulting firm - long-held assumptions regarding pipeline metrics actually decreased sales productivity.

In fact, the survey results suggest an entirely new way of looking at and measuring your pipeline for optimum performance. Join Joe Galvin, Vice President and Service Director for SiriusDecisions, as he presents this groundbreaking research in this special Cloud9 Expert Series Webinar.

You’ll learn:

  • Why 4X or greater pipelines actually result in fewer closed deals
  • The shocking truth that larger pipeline coverages actually make reps miss quota more often
  • How to detect the opportunity “sweet spot” and close more winnable deals

Watch Webinar Now
Registration Required

About our Presenter
Joe Galvin - Vice President & Service Director, SiriusDecisions
Joe is an industry thought leader with more than 25 years of experience in B2B field sales, sales management, sales operations and sales technologies. Prior to joining SiriusDecisions, Joe spent 17 years with Gartner, most recently as group vice president, worldwide field operations.

In that role, he held global responsibility for field marketing, sales readiness, executive briefings, sales process, compensation and sales technology. Joe spent four years as a Gartner CRM analyst and also served as group vice president, worldwide sales operations for six years, where he was responsible for Gartner’s global sales process and developed the global pipeline and forecast process.

5 Steps to Sales Process Improvement

According to the latest research conducted by CSO Insights, the top performing sales organizations enjoy several advantages:

  • 12% higher rate of salesperson quota attainment
  • 10% higher level of company sales plan realization
  • 12% better sales forecast accuracy
  • Much lower sales force turnover

What are the common success factors for all these top performing sales organizations? They all have invested in an improved sales process – a template of selling best practices that enables their people to perform at a consistently higher level of productivity.

In November’s Cloud9 Expert Series Webinar, Tim Sullivan, Director of Business Development for Sales Performance International, describes how process improves sales results, what elements need to be included in an effective sales process, and the five steps that you can take to establish an improved sales process in your own company.

Watch Webinar Now
Registration Required

About our Presenter
Tim Sullivan - Director, Sales Performance International
Tim brings over 25 years of sales, marketing and management consulting experience to his role as director at Sales Performance International. He works with SPI’s innovation team to find and capture the best practices of the world’s top performing sales professionals and teams.

Before joining SPI, Tim held product marketing and sales roles at Siebel, OnTarget, Culpepper and Associates, and Dun & Bradstreet Software. He is a sought-after speaker and co-author of “The Solution Selling Fieldbook” and the editor of the Solution Selling blog.

Managing Uncertainty, Risk and Opportunity in the Sales Pipeline

What do sales managers fear most? What they don’t know. That’s why sales forecasts are full of probabilities, sandbagging, and wishful thinking. Because there is so much in the pipeline that is unknown. But what if you could turn what is unknown into opportunity and risk – things you can actually see and manage?

For Brainshark, a leading on-demand presentation technology provider, visibility into pipeline risk and opportunity translated to $1.6M in additional revenue!

This Cloud9 Expert Series Webinar explores how a new class of performance management applications from Cloud9 are helping organizations turn uncertainty into known quantities today. And by knowing what opportunities and risks to manage, how organizations can improve win rates and boost forecast accuracy.

Join industry luminary Denis Pombriant of Beagle Research and Cloud9 customer Dave Fitzgerald, EVP of Sales, Marketing and Services for Brainshark, as they discuss how reducing uncertainty and managing risk and opportunity in the pipeline can help you:

  • Boost forecast win rates to increase revenue
  • Focus on working the deals that matter most
  • Run more efficient weekly sales meetings

About our Presenter
Dave Fitzgerald, executive vice president, oversees all aspects of Brainshark’s sales, marketing and service operations. He brings more than 20 years of sales, marketing, and customer services operations at high growth software companies. Prior to Brainshark, Dave was the senior VP of sales & services at ClearStory Systems, a digital asset management software company. He served as president and COO of the Americas operations for Eyretel, a British company providing call center optimization solutions.

During his three years at the company, his operations grew quarterly revenue and gross margins by over 250%. Prior to Eyretel, Dave was senior VP of sales & alliances at Xchange Applications where he participated in a very successful IPO. His career has been focused on building very successful, high-growth sales, services, and marketing operations focused on delivering value based business solutions.

How Sales Management Delivers Revenue Predictability

For senior executives, accurate forecasts and revenue predictability go hand in hand. And even if the forecast isn’t exactly what they expected, having confidence in the numbers makes all of the difference in the world. Because if you know what you’re up against, you can manage it. It’s uncertainty that undermines confidence in any forecast.

In this month’s Expert Webinar, Luis Curet, Senior Vice President, Americas for M86 Security shared how he ensures that senior executives and board members at M86 Security receive rock-solid numbers with Cloud9 Pipeline Accelerator.

See how Cloud9 provides Luis and his sales managers with the tools they need to deliver accurate forecasts and exactly how he and his team has delivered:

  • Unprecedented revenue predictability all the way up to the board level
  • Visibility into “What’s Changed” in the pipeline that has dramatically improved sales productivity
  • Exceptionally productive weekly sales meetings

As a sales leader, Luis’ management-level perspective as to what makes his team more productive is invaluable for organizations looking to improve sales productivity and forecast accuracy.

About the Author
Luis Curet - Senior Vice President, Americas, M86 Security
Luis Curet brings over 25 years of experience in sales, channels and marketing to his role as senior vice president of the Americas. In this position, Mr. Curet is responsible for all customer touch points and will drive new business development as the company expands their growing Secure Internet Gateway.

Prior to joining M86 Security, Mr. Curet held the position of vice president for Rainbow Technologies, a $125 million IT security solutions firm that was acquired by SafeNet Inc. Mr. Curet began his career at IBM, where he held a variety of sales and management positions. He received his Bachelor of Science in Industrial Engineering from the University of Wisconsin, Madison.

Cloud9 raised our forecast accuracy at the first week of the quarter from 60% to 95%.
Jon Jung,
Sales Ops Manager
Jon Jung,<br>Sales Ops Manager