Hoover's Webinars

Part 2 of Hoover's social media and business series. Duct Tape Marketing's John Jantsch, joined by Hoover's Social Media Manager Tim Walker, provides even more insight into social media and your business with topics that include developing a social media content plan, how to engage prospects and customers, tools and tips for bringing it all together, and more.

A rare opportunity to learn powerful, actionable strategies from one of the most respected leaders in the industry, this event features SBTV.com CEO and author Susan Wilson Solovic and presents core building blocks all women entrepreneurs should know, available resources to get started, marketing options, tips about financials, and much more.

In today's economy most organizations face tighter budgets, larger pools of candidates to filter through, and increased pressure to deliver. Designed specifically for corporate recruiters, this event provides practical steps you can take to meet these challenges and make the most out of your recruiting efforts.

Presented by Duct Tape Marketing founder John Jantsch. Whether you're a small shop or an enterprise-level organization, social media presents new opportunities, targeted channels to customers, and unique options to interact. Let's Talk attendees will learn how to take advantage of the evolving social media trend as a primary marketing strategy - complete with practical, low-cost action steps to help you get started immediately.

In an economy where most sales managers need to close deals faster while also reducing the cost of the sale, understanding and using Sales 2.0 tools effectively is critical. Sales 2.0 takes a look at the technologies and best practices that can improve lead management, accelerate the sales process, decrease costs, and enhance the customer experience.

Even organizations with an established strategy sometimes fail to take advantage of everything their CRMs have to offer. This event shows you how to get started and make the most out of your system with information about common CRM myths, CRM options and how they differ, and how to develop, execute, and support a solid strategy.

What are top-performing sales organizations doing better than their peers? Join this event from Hoover's and Miller Heiman and find out what more than 3,000 sales professionals had to say. Based on the 2009 Miller Heiman Sales Best Practices Study, this event provides insight and practical recommendations about selling strategies, year-over-year trend data, and much more.

In today's economy getting face-time key decision makers is more important than ever. Join Miller Heiman's Eric Wasser for techniques and best practices from world-class selling organizations and find out how to prepare for meetings, how to get in front of the right people, and traps to avoid once you're there.

Part one of Hoover's Expert Selling Strategies series. Presented by author, Executive Sales Coach, and President of Profit Builders, Keith Rosen.

Presented by Dr. Denis Waitley, this event teaches you how to apply the "psychology of winning" to every level of your organization, why optimism will always rule the markets, ways you can utilize knowledge, attitude, skills and habits, and much more.

Networking sites and tools that are organized around business connections are widely recognized as a business tool, yet only a small percentage of site members are fully utilizing the value available to them. Learn how to maximize this growing technology in your sales and marketing specific strategies, tactics, and skills for driving success.

If field marketing is the best-funded marketing function in the B2B universe, why is it often so challenging to pinpoint its role and integrate those efforts with sales? SiriusDecisions' Vice President of Research, Tony Jaros, provides a series of best practices and observations to help you align field marketing more closely with the sales functions it feeds.

The Value Gap can erode your customer base, kill lucrative opportunities, and drive down satisfaction and retention rates. This one-hour, complimentary session will give you proven concepts that will improve your market strength by bridging the Value Gap.

"Being a Customer-Focused Sales Professional" provides insight into the benefits of being customer focused, how to incorporate it into your behavior, and how it differentiates you from competitors. Hosted by Clark Owen, Sales Vice President, Miller Heiman.

Overwhelmed by a customer or prospect database full of duplicate entries, inaccurate contact details and spotty activity history? View this webinar to see how you can clean up your data-and keep it that way-to clear a path to higher sales.

Salesforce.com's sales force automation expert, Brad Mattick and Hoover's Director of Enterprise Products, Malcolm Hawker, will outline a path to better customer data quality management.

• Discover the hidden costs of unreliable contact information
• Pick up best practices for maintaining clean customer data
• Find out how improving your data quality can lead to a huge jump in sales

View this webinar to learn the secrets behind exceptional sales organizations. There are five key performance areas that make or break sales companies, namely:

• Opportunity Creation
• Opportunity Management
• Relationship Management
• Management Controls
• Leveraging Talent

Chris Warwick, VP of Acquisition Marketing at Hoover's, and David Pearson of Miller Heiman walk you through winning strategies to help your business succeed.

Successfully localizing core marketing and sales strategies is creating big wins for companies branching out into emerging and international markets. These companies have discovered the key to international business success in mature markets like Canada, Japan and Western Europe. The same strategies are paying dividends in emerging trade zones worldwide. In this webinar, you will learn:

• How to identify international business development opportunities
• How to adapt your business model to foreign markets
• Success stories (and blunders) to learn from

As a senior executive, you are likely finding that an increasingly important part of your job involves developing and managing valuable relationships with other executives in your industry. And like yours, these firms tend to be global or at least multi-national in scope. This Webcast will focus on the challenges organizations and individuals face in optimizing business performance, and customer relationships in order to help their customers recognize and achieve the value they work so hard to create. During this session you will hear:

• We may not be so different after all — communication strategy that translates well across multiple cultures
• How to balance the business side and the personal side of complex relationships
• How to build trust and credibility across boundaries
• How to translate your value propositions into compelling solutions
• How to move beyond "value added" to "value assurance" and create an unwavering confidence to invest within your customer

Sales organizations track a wide variety of sales performance metrics, but value and relevance of the info being collected is not always clear. The two most common challenges facing sales leaders today are validating that the metrics are relevant and making decisions based on what the data is telling them. Join Dario Priolo, EVP of Corporate Development for Miller Heiman, and Greg Alexander, CEO of Sales Benchmark on this webinar and find out how to transform your dashboard into a more powerful decision-making tool for your organization.

By conservative estimates, it can cost four times as much to sell to a new customer as an existing one. By taking advantage of existing relationships and ongoing contacts with customers, companies can sell more products and services, reduce the cost of sales, and enhance customer loyalty.

This webcast is based on two of the most under-utilized sales practices today: cross-selling and up-selling. If you are not effectively cross-selling and up-selling, you are leaving money on the table every time you close a sale. In fact, when you fail to do this, it can be worse than that. When you have a solution that your customers should have bought, but didn't, you not only left the sale on the table; the customer left some of their ROI there as well.

If you don't feed your funnel through prospecting, you could be doing something even less desirable-looking for a new job. Prospecting ranks low on most salespeople's list of favorite selling activities. But like other activities, the better you are at something, the more you are likely to enjoy it. View this webinar to find out how to improve the way you look for new opportunities. By implementing a process to better qualify your prospects, you'll shorten sales cycles and improve overall productivity. Learn successful strategies for finding the right business to pursue, including:

• Knowing when, where, and why to focus your selling efforts
• Creating a compelling reason for a key decision-maker to take your call
• Understanding pre-call planning best practices
• Learning actionable tips for finding the right information on a prospect before they're pursued

The tip of the social networking iceberg is well above the water line. But there are still big opportunities below the surface for savvy sales professionals. Networking sites that are organized around business connections have turned into a powerful tool for salespeople to add to their toolkit. Join this webinar to learn how to incorporate this growing technology in your prospecting strategy. What you'll learn in this webinar:

• The do's and don'ts of social networking for business
• Reasonable expectations for prospecting online
• Why now is the time to get onboard