Webinars

Archived ReadyTalk Webinars

Missed a recent webinar? Want to review the content from a past session? Check out the ReadyTalk Webinar Series archives for recordings of past events. Access to the archives is free and a great way to review session tips or check out webinars that you missed.

Start Time:
Wednesday, June 13, 2007 6:00:pm EDT
Category: Sales
Townsend Wardlaw

Hiring sales people is one of the most frustrating aspects of any business. On average, companies spend upwards of 45 hours to acquire a single sales resource and for many organizations 50% annual turnover is the norm.

Three Value Logic Sales Institute will share the blueprint we have used to interview thousands of candidates and select for success based on Knowledge, Behavior, and Motivation characteristics.

Topics of discussion will include: The five most common pitfalls to avoid when interviewing sales candidates, how to determine if a candidate who looks good on paper can be successful in your environment, and keeping your salespeople for their useful life.

This web seminar is intended for hiring managers and business owners looking to make better sales resource hiring decisions. It covers best practices in recruiting, interviewing, and candidate selection.

Speaker Bio

Townsend Wardlaw is the Founder and CEO of Three Value Logic Sales Institute. He brings a strong track record of sales leadership with Fortune 500 companies such as AT&T, Lucent, and Avaya.

Townsend has initiated and managed channel relationships with application partners as well as consulting and services organizations including Qwest, Accenture, AT&T Solutions, EDS, Andersen Consulting, and Siebel Systems.

Townsend’s writing can be found on his blog, http://salesbot.blogspot.com/.

Start Time:
Tuesday, June 12, 2007 6:00:pm EDT
Category: Marketing
Shawn Cardinal

They may be conducted online, but web seminars are as serious as traditional, on-ground events. With careful thought, planning and teamwork, your web seminar will be a huge success.

Shawn Cardinal, training director for ReadyTalk, will focus this web seminar on the crucial planning stage of your event. He'll review how determine your objectives, how to reach your audience and structure your agenda and content. Finally, he will give you tips and a timeline for preparing for the main event.

Speaker Bio

As the Training Director for ReadyTalk, Shawn Cardinal is an expert in conducting and managing web seminars. He has served as a moderator and a master of ceremonies for hundreds of events and has taught thousands of people how to create their own events.

His training style is energetic, engaging and delightful. Shawn has a knack for making the most technologically challenged customers feel comfortable and confident when conducting their own events, and is delighted to share his expertise with a new audience.

Shawn has a background in radio voiceover work, advertising sales, direct-mail and newspaper publishing and finance. He also owned and operated his own mobile disc jockey company.

Start Time:
Wednesday, June 06, 2007 6:00:pm EDT
Erica Olsen

It’s half way into 2007—how is your business performance? If you are similar to the majority of business owners, managers and executive directors, you’d probably like to be further along towards accomplishing the goals in your strategic plan. A strategic plan provides a business with the roadmap it needs to pursue a specific strategic direction and set of performance goals, deliver customer value, and be successful. However, this is just a plan; it doesn’t guarantee that the desired performance is reached any more than having a roadmap guarantees the traveler arrives at the desired destination.

That is where the art of execution comes in. Learn how to keep the momentum of your strategic plan alive through best practices, tips and the how-tos of execution. Whether you have a strategic plan or not, this session will provide you with practical tools to boost your business performance.

Speaker Bio

Erica Olsen is the founder and Vice President of M3 Planning, Inc, a strategic planning firm that works with growth-oriented organizations to develop and execute their strategies. Erica holds a BA in Communications and an MBA in International Management from Thunderbird.
Her clients include Miller Heiman, EDAWN, Hallelujah Acres, Austin Radiological Association, Northern Nevada Business Weekly, Washoe County and University of Phoenix. On her way to becoming a serial entrepreneur, M3 Planning is the fourth business she has helped found.
Under her guidance, M3 launched a web-based strategic planning system called MyStrategicPlan.com. With her online strategic planning system, any organization, regardless of size and budget, can build a plan in a matter of weeks (or even days). MyStrategicPlan is just one of several online strategic planning systems developed by Erica’s company M3 Planning. Through M3 Planning’s online client base and onsite strategic planning facilitation work, Erica has developed and reviewed hundreds of strategic plans for organizations across the country.
Most recently, she authored Strategic Planning For Dummies as part of the For Dummies series. In addition to Strategic Planning For Dummies, she has co-authored Strategic Planning Made Easy: A Practical Guide to Growth and Profitability and contributes regular columns to local, regional and national business publications.

She’s frequently tapped to lecture at the University of Nevada, Reno and the University of Phoenix in Reno on management and planning topics. She hosts workshops and has spoken at conferences nationwide.

Start Time:
Thursday, May 31, 2007 3:00:pm EDT
Category: Management
Robin Mottern

Have you ever hired a person who turned out to be a superior performer? Have you ever hired someone who just didn’t meet your expectations? Did you use the same hiring process in both cases? Did you feel you must have done something different when you hired the non-performer? Traditional hiring methods are inherently flawed and do not produce consistent results. Now you can learn proven tactics and receive tools that will significantly improve your ability to compete for, select, promote and retain superior talent. If building competitive advantage through your people is important to you, then you’ll want to attend this web seminar.

Speaker Bio

In 1998 Robin Mottern joined Carolina Profiles, a regional office of Profiles International, Inc. Mottern moved into the Customer Service role at Carolina Profiles and worked closely with hundreds of clients from that region and then gravitated to Regional Sales where she worked in the field with many major clients, such as Eastman Chemical, Airgas Inc., and Sony Ericsson Mobile Communications. She worked directly with the National Area Director of the Year from 1998 until August 2005, when she joined the Corporate Sales Team where she is responsible for the development and sales of Profiles Internationals’ Strategic Sales Partners. Mottern was the Profiles International Sales Associate of the Year in 2004 and runner-up in 2003.

Mottern formerly co-owned a successful consulting firm in the Charlotte, NC area for 7 years prior to joining Profiles. Her role also included new client acquisition where she worked with companies such as Exxon Chemicals and Regal Manufacturing. Robin has been active with many organizations that focus on human capital potential, such as SHRM (Society for Human Resource Management). Mottern was certified in The MOST Work Measurement Technique and was heavily involved in the JIT Management (Just-In-Time) philosophy. Robin is also one of Profiles Internationals’ instructors in Miller Heiman Strategic Selling.

Robin has two children: Joshua, a Network Engineer in the Charlotte, NC area, and Jordan, who presently resides in eastern Tennessee.

Start Time:
Thursday, May 24, 2007 6:00:pm EDT
Category: Sales
Andy Goodman

Since we first began talking to each other, telling stories has been our most effective way to capture attention, engage an audience, and motivate them to act. In today’s information-saturated environment, however, it has become even harder to communicate both internally and externally. Modern technology has given us shiny new tools to help us communicate—from BlackBerrys to podcasts to iPhones—but in our fervor to remain current (and appear "professional") we often ignore our natural inclination to tell a good story. In "Storytelling: Your Most Powerful Communications Tool", Andy Goodman will explain why he believes storytelling can improve the ways you attract clients (or donors), recruit staff, and maintain a strong organizational culture.

Speaker Bio

A communication consultant, author and trainer based in Los Angeles, Andy Goodman (www.agoodmanonline.com) specializes in helping nonprofits, foundations, government agencies and educational institutions reach more people more effectively. As a nationally-recognized public speaker, Andy regularly delivers presentations including, "The Four Connecting Points", "Storytelling as Best Practice", "Why Bad Ads Happen to Good Causes", and "Dramatically Better Meetings". He publishes a monthly newsletter, free-range thinking that profiles best practices in public interest communications and is author of the books Why Bad Ads Happen to Good Causes and Why Bad Presentations Happen to Good Causes. Andy was recently selected by Al Gore to train 1,000 volunteers who will deliver presentations on global warming around the U.S. in 2007.

Start Time:
Wednesday, May 23, 2007 6:00:pm EDT
Category: Other
Phil Haberstro

The places we live in, work in and the knowledge we have about enhancing our health are in constantly-evolving states of change. In this interactive and enlightening session, Phil Haberstro, Executive Director of the National Association for health and fitness, will lead a discussion on integrating regular physical activity into our daily lives.

Speaker Bio

Philip L. Haberstro is founder (1989) and CEO of the Wellness Institute of Greater Buffalo and WNY, Inc. The non-profit Institute provides "Healthy Community" advocacy, training and management services to public, private, civic and non-profit organizations throughout the Greater Buffalo and New York State region. Located in historic downtown Buffalo, the Institute serves the city as a provider for their award winning employee health promotion and community building programs.

Mr. Haberstro utilizes and advocates the "Healthy Community" concept as a guiding model for creating positive cultural change. The Institute is highly respected for its sound planning strategies and capacity to build coalitions among diverse groups at the local level. Phil is a frequent advisor and speaker on leadership and the creation of "Healthy Communities" through the social, environmental, economic and human factors that influence quality of life.

Mr. Haberstro has labored tirelessly to enhance grassroots capacity for city, state and national health promotion and social capital building initiatives that engage the public, private, non-profit and civic sectors in creating sustainable solutions to the challenges our communities face. He previously served as program Chair of the NYS Governor's Council on Lifetime Health and Fitness, President of the NYS Federation of Professional Health Educators and Alumni Chair for the National Civic League's All America City Award.

Currently, Mr. Haberstro’s professional leadership activities include: Coordinator for the Buffalo Niagara All America City committee, Director of the Be Active New York State initiative, and President of the National Association for Health & Fitness

Mr. Haberstro is also one of the five founding directors of Be Active America headquartered in Washington, D.C and serves on the national advisory council of the Institute for Health and Productivity Management and the American Council for Fitness and Nutrition.

Start Time:
Tuesday, May 22, 2007 6:00:pm EDT
Category: Sales
Dario Priolo and Greg Alexander

While sales organizations routinely measure progress related to internal production goals, it is not a complete analysis of performance. Measurements are greatly enhanced when external benchmarking against peers is added. For example, in good market conditions, internal statistics may confirm the sales team is achieving 150 percent of quota—a substantial gain—but the perception changes when compared to competitors who are achieving 250 percent of quota.

Learn how comparing your organization to external benchmarks can provide a better picture of whether your organization is over- or under-performing. This session will also help you determine how to best measure efforts to improve your sales force performance.

Speaker Bio

Dario Priolo oversees global marketing, product management, research and development, and new business development at Miller Heiman. He is a seasoned executive with extensive experience leading global alliances, commercializing intellectual capital and research, and building high-impact brands in professional services. He recently launched the Miller Heiman Sales Performance Journal and the Miller Heiman Sales System, the firm's unique consulting diagnostic.

Dario has worked with companies in Europe, Asia, US and Canada. Prior to joining Miller Heiman, he was Division Director of Sales and Marketing for the Hay Group, a global consulting firm. He has also been a strategy consultant with Deloitte and Touche, and an investment-banking associate with J.P. Morgan & Company. Dario has an engineering degree from McGill University and an MBA from the University of Pennsylvania's Wharton School.

Greg Alexander is managing director of the Sales Benchmark Index, the research, training, and consulting company that leading organizations turn to when in search of cost effective revenue growth through benchmarking sales performance. Prior to founding the Sales Benchmark Index, Greg spent 15 years running and working within sales forces for top technology and business outsourcing companies. Greg was named Sales and Marketing Magazine's "Sales Manager of the Year" in 2004 and throughout his career has a proven track record of turning around under-performing sales forces and restoring them to market leadership positions.

Start Time:
Tuesday, May 08, 2007 6:00:pm EDT
Category: Sales
Dario Priolo and Greg Alexander

There is a wealth of information available to sales leaders. The first challenge is identifying the information that will help you predict the future success of your company. The second challenge is making decisions with missing or inaccurate information. This session will help you recognize if valuable time is being wasted each month collecting, reporting, and acting on the wrong information, and help you establish metrics that will provide the best performance indicators.

Sales benchmarking is a relatively new concept for sales managers and one profoundly different than the mentality of management through reporting driven by today's CRM systems. Some of the points our speaker will cover include:

  • How to resolve the current disconnect between good sales-related data and good sales management decision-making
  • Why using backward-looking sales data is the wrong way to manage and how to transform your sales force through forward-looking leading indicators
  • How Customer-Centric (not Sales-Centric) Management Metrics will transform your sales force
  • How to avoid the dirty data problem of CRM through proprietary metrics
Speaker Bio

Dario Priolo oversees global marketing, product management, research and development, and new business development at Miller Heiman. He is a seasoned executive with extensive experience leading global alliances, commercializing intellectual capital and research, and building high-impact brands in professional services. He recently launched the Miller Heiman Sales Performance Journal and the Miller Heiman Sales System, the firm's unique consulting diagnostic.

Dario has worked with companies in Europe, Asia, US and Canada. Prior to joining Miller Heiman, he was Division Director of Sales and Marketing for the Hay Group, a global consulting firm. He has also been a strategy consultant with Deloitte and Touche, and an investment-banking associate with J.P. Morgan & Company. Dario has an engineering degree from McGill University and an MBA from the University of Pennsylvania's Wharton School.

Greg Alexander is managing director of the Sales Benchmark Index, the research, training, and consulting company that leading organizations turn to when in search of cost effective revenue growth through benchmarking sales performance. Prior to founding the Sales Benchmark Index, Greg spent 15 years running and working within sales forces for top technology and business outsourcing companies. Greg was named Sales and Marketing Magazine's "Sales Manager of the Year" in 2004 and throughout his career has a proven track record of turning around under-performing sales forces and restoring them to market leadership positions.

Start Time:
Thursday, May 03, 2007 6:00:pm EDT
Don Hazell

A fundamental transformation in the software industry is reshaping how our stakeholders expect development teams to deliver value. We need to provide more value, sooner, in a more manageable flow. Software as a Service (SaaS) is a significant enabler to our ability to provide a continuous flow of value to our customers and to react to rapidly evolving customer requirements and market opportunities. At the same time, given the uncertainties that software organizations face, the single most important competitive advantage is agility—the ability to rapidly adapt to new information and add new capabilities. In many cases, companies will have to break out of their traditional organizational silos and adopt new ways of developing, delivering and managing applications that drive the business.

Participants in this presentation will learn:

  • Why SaaS is an important business model for the future
  • Best practices for SaaS companies
  • What is Agile and why it should be considered for your software development organization
Speaker Bio

Don Hazell is EVP of Worldwide Sales and Field Operations at Rally Software. Don has over 23 years of experience taking technology companies into new markets and establishing leadership positions. During his six years at Weblogic and BEA Systems, Don held several vice president positions where he was responsible for strategic planning, new business penetration and major account management. Don helped build BEA's WebXpress Division, ISV Channels, and Central Region Field Organizations, where his teams of over 100 employees drove revenue between $50-75M while securing many of the largest sales contracts in BEA's history.

Don's experience includes 12 years at Unisys Corporation and four years in the relational database and tools marketplace as a sales manager with Sybase and Ingres. Don received his undergraduate degree from the University of Colorado at Boulder and his Masters in Business Administration from California State University, Long Beach.

Start Time:
Monday, April 30, 2007 6:00:pm EDT
Category: Sales
Chuck Moeller

While creating proposals and adhering to procurement requirements are important factors in government sales, the way you sell prior to the proposal can be the key advantage.

There is tremendous potential revenue in winning government business. After all, the U.S. Government is one of the largest customers of companies in the private sector. Being proactive, getting in early, identifying ideal customers within the government, understanding their issues, as well as the government's procurement process prepare your team for a winning value proposition and proposal.

Speaker Bio

Chuck Moeller brings almost 25 years of leadership experience in sales operations, business development, strategic planning, and executive management to his role as a Miller Heiman independent sales consultant. Chuck's extensive experience in federal business development allows him to provide unique insight into the challenges companies encounter in this unique complex selling environment.

During his 20-year career at the Veridian Corporation, Chuck served in a variety of operational and business development roles. His initial responsibilities involved technical project and program management for US Navy communications, software development, and test and evaluation programs. Chuck participated in, and subsequently managed the development of, competitive proposals in response to government RFPs. He taught proposal writing and facilitated management workshops as a certified Shipley Associates workshop facilitator.

In 1999, Chuck became the director of business development at the engineering division headquarters. He oversaw all government and commercial business development activities and participated in key merger and acquisition activities as part of Veridian's corporate growth strategy.

After serving for eight years in the U.S. Navy, Chuck graduated with honors from Embry-Riddle Aeronautical University with a B.S. in Professional Aeronautics.

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