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.
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.
What if you could make each sale more profitable for you and your
customer? Today's top performers embrace cross-selling and up-selling,
therefore closing more business at higher profits and capturing market
share in the most efficient way possible.
What you will learn:
- Critical timing of effective cross-selling and up-selling
- Necessary steps for effectively cross-selling and up-selling
- How to prioritize the customers you should pursue
- Who within your client organizations you should target
Vice President of Sales Operations
As a principal member of Miller Heiman's executive team, David has held a number of key management positions over his nearly ten years with the company and has developed a strong background of international experience, which includes developing critical markets throughout Europe, Asia-Pacific, Latin America, in addition to North America. He is a recognized Miller Heiman content expert and is certified to facilitate Miller Heiman's sales development programs. He is also responsible for driving aggressive revenue growth through the hiring, management, and development of Miller Heiman's consulting partner distribution channel. He developed Miller Heiman's sales certification program, and ultimately certifies all of Miller Heiman's consulting partners, ensuring client
engagement consistency and excellence. David has become a sought-after keynote speaker. He has made numerous presentations to private business and executive conferences and has spoken to audiences throughout North America, Europe, and Asia.
President, 3PR Corporation
Frank Troppe, a noted author and speaker on field operations, has 20 years experience aligning teams responsible for sales, marketing and operations. He is author of the book Branching Out and co-authored the book Cross Sell, Up Sell: Helping Your Customers Think Bigger with David Pearson from Miller Heiman. Frank is a graduate of Northwestern University and has a law degree from Loyola University of Chicago. He serves as the Executive Director of the Branch Productivity Institute, a non-profit organization formed to serve as a community for professionals in branch-based and store-based businesses.
Instant messaging is in the workplace to stay.
Productivity benefits, reduced communications costs, and ability to see presence are all great reasons for companies to have IM for business communications. But just like email and all other forms of electronic communications, IM carries risks and liabilities for organizations. No one wants to be responsible for the network where inappropriate instant messages originate, or where intellectual property is being leaked, or where regulated communications are not in compliance with law. This webcast will discuss the challenges of public and enterprise IM use in the workplace and best practices for avoiding the Foley Syndrome.
Don Montgomery is a veteran marketing, sales, and operations executive with more than 20 years experience and over 35 launches of new products, services, and lines of business.
Prior to joining Akonix, Don served as Director of Marketing at Unisys Corp., where he launched Unisys Business Intelligence and established Unisys as an industry leader in large-scale analytics and data warehousing platforms.
Earlier in his career, Don held senior marketing, sales and operations management positions at United Messaging, Inc., Bell Atlantic Network Integration, Bell Atlantic Business Systems Services, Inc., and Digital Equipment Corporation.
As a thought leader in the information technology industry, Don has been quoted in the Wall Street Journal, CNN Money, Information Week, and all leading I.T. publications. He has been a frequent speaker at industry and company conferences and symposia, including the Gartner Business Intelligence Conference, the Bell Atlantic Executive Conference, Digital's Global Telecommunications Symposium, and many other events and briefings.
Don holds a B.S. degree in Management Engineering from Worcester Polytechnic Institute, with graduate and undergraduate studies at the Lesley College School of Management and the College of the Holy Cross.
An overview of affiliate marketing and how you can benefit either from the affiliate side (selling the products or services of a company online) or the merchant side (managing a performance based sales force). Affiliate marketing guru Shawn Collins will cover the history, terms, vendors and opportunities in this industry.
Shawn Collins is CEO of Shawn Collins Consulting, an affiliate program management agency; and co-founder of the Affiliate Summit conference. He authored the book Successful Affiliate Marketing for Merchants and publishes the annual AffStat affiliate marketing benchmark reports.
Author of Mommy Wars: Stay-at-Home and Career Moms Face Off on Their Choices, Their Lives, Their Families, Leslie Morgan Steiner will discuss the lives and choices facing parents in the workplace. Issues she will tackle include:
- Signaling to potential employees that you are a family-friendly employer
- Aligning incentives to maximize productivity
- Treating parents as partners: making flexibility a win-win situation
- Defusing potential resentment among co-workers
- Unique situations confronting moms and dads at work
With motherhood comes one of the toughest decisions of a woman's life: stay at home or pursue a career? Wharton MBA graduate Leslie Morgan Steiner has been there. As an executive at The Washington Post, Johnson & Johnson, Leo Burnett -- and a mother of three - she lived and breathed every side of the "mommy wars" and decided to do something about it. She commissioned 26 outspoken mothers to write about their lives, their families, and the choices that have worked for them. The result is Mommy Wars: Stay-at-Home and Career Moms Face Off on Their Choices, Their Lives, Their Families (Random House March 2006) a frank, surprising, and utterly refreshing look at American motherhood.
After graduating from Wharton in 1992 with an MBA in Marketing, Leslie Morgan Steiner launched Splenda Brand Sweetener throughout Australia, the Mid-East and Latin America for Johnson & Johnson. She managed U.S. public relations supporting 1998 FDA approval of Splenda, which generated 130 television stories within a 24-hour period. Splenda is now the #1 low-calorie sweetener in the United States.
She returned to her hometown of Washington, DC in 2001 to become General Manager of the 1.1 million-circulation Washington Post Magazine. Her accomplishments at The Washington Post include turning around the Sunday magazine into a profitable venture for the first time in its 17 year history; serving as advertising team lead on the 2003 launch of Express, The Washington Post's free 175,000-circulation newspaper targeted to nontraditional readers outside the flagship paper's demographic base; and the 2004 launch of Washington Post At Home, a luxury home and design magazine. She currently writes the popular "On Balance" online column for The Washington Post.
Steiner holds a BA in English from Harvard College. Her first job was as an editor at Seventeen Magazine; she financed her Wharton degree by writing for Seventeen, Mademoiselle, New England Monthly and Money Magazine. She is a member of Advertising Women of New York (AWNY), serves on the board of trustees for the Wharton Alumni Council and The Maret School, and is a former spokeswoman for The Harriet Tubman Center in Minneapolis, the country's oldest shelter for abused women and children. She lives with her husband and three children in Washington, DC.
In the past few years public instant messaging (IM) use has been adopted, either officially or unofficially, in a majority of organizations. While the benefits of improved communications and efficiency are apparent to most, the limitations and risks of public IM may not be as easily recognized. In this seminar, Dave Uhlir will offer his expert perspective on public versus enterprise IM, with special attention to key issues such as security and compliance, flexibility, extensibility, and intellectual property protection.
Dave Uhlir brings more than 12 years of technology marketing and product development experience to his role as Vice President of Marketing for Jabber, Inc. Prior to joining Jabber, Inc., Uhlir spent six years at Sun Microsystems where as the senior director of services product management he had profit and loss responsibility for a strategic portion of Sun's multi-billion dollar Services business. At Sun, Uhlir also held product management roles in the Solaris and System Management Software groups. Prior to Sun, Uhlir spent six years at Research Systems, Inc. where he was the vice president of product marketing, playing a pivotal role in that company's acquisition by Eastman Kodak in 2000. Uhlir earned a master of business administration degree from the University of Colorado as well as a Ph.D. from Iowa State University and a B.S. from Tufts University.
Whether you're pitching products to a new prospect, fending off competitors from an existing customer, jumpstarting a new enterprise, or selling yourself to your next employer, marketing yourself to an audience of one is essential. This session will show you five tactics every "salesperson" must have in their own Marketing "Playbook."
And don't be fooled, this session is not about some lofty goals and expensive creative collateral only some of us can afford. These tactics are for everyone on any budget!
John's methodology for getting Sales and Marketing on the same page is encapsulated in his book, Marketing Playbook: The Manual for Growing Organizations. The book has been endorsed by Seth Godin, Guy Kawasaki, Rieva Lesonsky, Al Ries, Ben McConnell and Doug Hall from ABC-TV's American Inventor.
John and his team conduct management consulting for growing B-B firms, and he serves as a Global Consultant for DSI Investment Banking Services, Inc. A graduate engineer from University of Illinois at Urbana-Champaign's prestigious Department of Computer Science, John now serves on the Dean's Executive Advisory Council. He has an MBA-Marketing from Keller Graduate School of Management. He and his wife, Ruth, of 24 years live in Naperville, Illinois with their five entrepreneurially-minded children.
Whether you've been tapped by your organization to become the podcasting expert or you simply want to learn more about podcasting this webinar is a good fit. Kris Smith will bring his insider's view of podcasting from the beginning of this exciting medium straight through to today and into the future. We'll discuss podcasting's history, tools, music, theme, content creation, copyright and other tips that can help you hit the ground running as a producer.
Kris Smith is Founder and CEO of Palegroove.com. On February 17, 2005, Kris opened Palegroove Studios, the first podcast production company. Since then Palegroove Studios has consulted and produced podcasts for many clients including MTV Networks, NASCAR racing teams and NFL Players. Smith has also authored articles for podcasting websites, been interviewed and highlighted by numerous media on the topic like The New York Times, NBC, FOX and Detroit Free Press.
He launched his own podcast series, Croncast, on November 8, 2004. The show stands out for its high quality production, consistency, storytelling and an extremely talented co-host, Betsy Smith. Together they have logged over 275 episodes of Croncast with a total runtime nearing 140 hours.
A seasoned tech professional, Kris is a multimedia designer with an impressive technology career that spans web development, DVD authoring, CD-ROM production, audio production and graphic design.
How are savvy networkers leveraging the power of social networking sites to build and sustain profitable business relationships? Online networking guru Liz Ryan, CEO of the global online community WorldWIT, author (Happy About Online Networking) and popular keynoter on workplace and networking topics, shares her advice on building an online network and making fruitful connections. Liz's talk will cover creating your online profile; reaching out to other online networkers; using social networks like LinkedIn, WorldWIT, and OpenBC; making, requesting, and accepting introductions; and dozens of useful online networking etiquette tips. Join us for this lively and practical workshop to get your own online network growing!
Liz Ryan-successful entrepreneur, former corporate executive, working mother, and author and speaker on business and workplace issues-started WorldWIT in July 1999 because she believed "smart women should know each other." Today, there are 75 chapters worldwide, providing networking, mentoring and support to 40,000 members in 25 countries around the planet. In fact, WorldWIT was hailed Woman's Business Association of the Year at The 2004 Stevie Awards for Women Entrepreneurs.
Since founding WorldWIT, Liz has been featured in TIME magazine, Fortune magazine, The New York Times and on CNN, CNBC and CN8. Her sharp, edgy, humorous and very current observations on the new-millennium workplace, the role of corporate leaders, entrepreneurism and women in business have been highlighted by USA Today, The Chicago Tribune, Entrepreneur, Essence and Pregnancy magazines.
Ryan resides in Boulder, CO with her husband and their five children. To contact Liz Ryan visit www.worldwit.org
Blogging, Podcasting, RSS Feeds, Social Media, Word of Mouth, Viral Campaigns, Search Engine Optimization, Pay Per Click....all tools in the online conversation. James Clark from Room 214 discusses online marketing strategies to enter and capture the conversation.
James Clark has over 10 years' experience creating, managing and implementing successful communications campaigns for consumer product and high-tech companies. As president and COO of Metzger Associates, James grew the company to become the Rocky Mountain Region's largest public relations and investor relations firm while being recognized and listed on the Inc. 500 Fastest Growing Companies and The Best Places to Work.
James serves on the communications steering committee for the Colorado March of Dimes, and is the communications chair for the Colorado Chapter of Young Entrepreneurs Organization in which he is also a member. He graduated from Colorado State University with a Bachelors Degree in technical journalism. He is happily married with two children and one Australian Shepherd.