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:
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.

Start Time:
Thursday, April 26, 2007 6:00 PM EDT
Category: Sales
Scott King

Web Seminars are revolutionizing how marketing organizations generate leads. Sales and marketing professionals reach thousands of prospects, establish credibility and build trust by sharing their solutions and providing valuable education virtually. Join Scott King, ReadyTalk’s Vice President of Sales and Marketing, as he teaches you how to incorporate web conferencing into your marketing mix and turn prospects into long-term customers while maximizing your program ROI.

What you’ll learn:

  • How to implement a successful web seminar
  • How web seminars compare to other traditional lead generation programs
  • Examples of costs for producing a high-impact web seminar
Speaker Bio

As a Co-Founder of ReadyTalk, Scott King is actively involved in building ReadyTalk’s wholesale and retail business units. As Vice President of Sales and Marketing for ReadyTalk, Scott brings over 25 years of experience in the communications market. Scott is responsible for overseeing ReadyTalk’s business development, sales and marketing efforts. Previously, Scott was Vice President of Sales for TellSoft Technologies and was responsible for developing their sales force, channel strategy and product strategy. Prior to TellSoft, Scott was the Western Area Sales Manager for Hewlett-Packard’s Telecommunications Systems Business. During his 15 years at HP, Scott was responsible for directing the sales and business development programs for HP’s MediaStream Server, Quick Burst cable modems and LMDS broadband wireless systems. Scott attended the University of Colorado under a cross country and track scholarship and earned a Bachelor of Science degree in Electrical Engineering. Scott continues to be an avid runner, enjoys coaching his daughter’s soccer team and riding to work from Boulder to Denver with other avid cyclists from ReadyTalk.

Start Time:
Thursday, April 19, 2007 6:00 PM EDT
Category: Sales
Nattalie Hoch and Sharon Williams

In a changing world, the priorities for managing corporate assets have shifted. Companies have moved away from viewing people as their most important asset to focusing on their clients. Reducing the risk of losing these assets is a top-of-mind issue for CEOs and the solution extends well beyond the sales organization. During this briefing, Nattalie Hoch and Sharon Williams will share best practices for managing your customer assets and provide a diagnostic tool for assessing the health of your current management process. Attendees will receive a custom report as a result of attending this session to help guide decisions for reducing risk factors.

Speaker Bio

Sharon Williams: Sharon Williams is president of SAWCO Management and Sales Strategies, specializing in increasing sales efficiencies as well as excellence in key account management with global organizations. She became affiliated with Miller Heiman in 1989 as an independent contractor responsible for sales, consulting, and program instruction. She works directly with clients representing such diverse industries as healthcare (capital equipment, disposables, pharmaceuticals and services), high-tech, financial services, industrial manufacturing, staffing solutions and outsourcing, advertising, telecommunications, automotive, office furniture, transportation and distribution.

As a consultant, Sharon has assisted clients in developing strategies for sales process identification and development; the internal process utilized for sales force automation (SFA) selection and implementation; key account management, both from the selling and buying perspectives; as well as successful implementation and reinforcement of sales processes.

Nattalie Hoch, Director of Sales: Nattalie Hoch is the director of sales for Miller Heiman with responsibilities including the development and management of sales and marketing strategies for expanding business relationships with small and mid-size companies. She brings more than 13 years of sales experience in the hospitality, travel, and technology industries, plus six years with Miller Heiman, to support clients in achieving their sales effectiveness objectives. Nattalie joined Miller Heiman in 2001 in a sales representative role and transitioned to product development before attaining her current position. Her accomplishments include establishing several strategic relationships with product development partners as well as being the project manager for Miller Heiman’s Strategic Account Risk Assessment tool. She is a recognized Miller Heiman content expert and is certified to facilitate Miller Heiman’s key sales development programs, including Large Account Management Process.

Start Time:
Thursday, April 05, 2007 6:00 PM EDT
Category: Management
Mike Ligon

How are franchisors using web and audio conferencing to grow their businesses more effectively than ever? What techniques are your colleagues using that you should know about? Join Mike Ligon, conferencing expert and franchisor consultant, as he demonstrates methods and techniques of using web conferencing for prospecting, closing deals, holding training sessions, recording content and managing expenses. Mike has worked with franchisors and franchise suppliers since 2002 and has collected an arsenal of best practices and tips to share.

This session is ideal for franchisors and multi-unit operators who must recruit and train new owners in multiple cities and who need cost-effective, efficient methods of getting the job done.

Speaker Bio

Mike is a Senior Account Executive at ReadyTalk. He joined the team in 2002, and has been instrumental in building ReadyTalk’s involvement with the franchise community. He spearheaded ReadyTalk’s partnership with the IFA, both as a Supplier Member and as the official conferencing provider for the organization.

Originally from Westfield, Massachusetts, Mike is an avid trail runner and skier and has recently started his own music venture called Home Vibe Presents.

Start Time:
Friday, March 23, 2007 6:00 PM EDT
Ken Molay

Ken Molay, president of Webinar Success, presents tips to help you become a more effective online speaker. Presenting on a webcast or webinar is fundamentally different from speaking in front of an in-room audience. Since you and your audience cannot see each other, your vocal style and the way you interact with the web conferencing software determines how you are perceived.

You will learn how to prepare a presentation that complements the web environment and how to deliver it with confidence and professionalism. Discover ways to consciously adjust your vocal style in order to build rapport with your audience. Identify common presentation errors that can detract from your message.

As an added benefit, attend this event and receive a free speaker evaluation form that can be used to help identify strengths and weaknesses in your own presentation style.

This seminar is appropriate for anyone who delivers public presentations over the web. It is valuable for those currently using webinars in their business and for those just getting started with webinars as a new communications medium. A live question and answer session will let you guide the session to concentrate on topics of the most interest and benefit to you.

What the audience will learn:

  1. How to set up your physical environment for an online presentation
  2. Tips and tricks for improving your vocal style
  3. How to script and practice a presentation to build comfort and confidence
  4. Common presentation errors that drive your audience crazy
  5. How to work with online slide presentations
  6. Effective audience interaction techniques
Speaker Bio

Ken Molay has been producing and delivering business webinars since 1999. His background in public speaking, radio, stage acting, and corporate training has given him a unique perspective on what it takes to create and deliver compelling and effective presentations.

Ken has a background in software development and marketing, working for companies such as Advanced Micro Devices, Syntelligence, Blaze Software, Brokat, HNC Software, and Fair Isaac. He has acted as development manager, product manager, and product marketing manager. In more than 20 years of professional experience, Ken has presented public sessions at numerous industry conferences, as well as presenting information to customers, sales prospects, industry analysts, and the press.

Currently Ken offers consulting services through his company Webinar Success . He also maintains the industry's only vendor-independent blog dedicated solely to issues, news, and tips related to web conferencing and its applications.

Start Time:
Tuesday, March 20, 2007 6:00 PM EDT
Bethany Schultz

If you are new to the role of sales management, join this webcast to learn how to more quickly and smoothly transition from sales to sales management. Learn how to adapt to an entirely different set of expectations and produce the results that will keep you moving up your chosen career ladder.

What you'll learn:

  • Moving from being perceived as a peer to a leader
  • Evaluating your team's strengths and weaknesses
  • Prioritizing coaching objectives for the greatest impact on business results
  • Build a roadmap to take you through the next 30-day, 90-day, and 6-month timeframes with clearly defined objectives
Speaker Bio

Bethany Schultz joined Miller Heiman as Sales VP for the South Central Region after her success as a Miller Heiman Sales Consultant using the Miller Heiman sales system to win business from large manufacturing, electronics and services companies. Her account development brought the largest single training event to Miller Heiman to date.

With almost 20 years experience in sales, management, and consulting services, Bethany brings a real world, hands-on, results-driven approach to her role as she leads the independent sales consultants in the South Central region.

Start Time:
Tuesday, March 13, 2007 5:00 PM EDT
Category: Marketing
Clam Lorenz

Doing well while doing good. Whether you call it "cause marketing" or "corporate social responsibility," social issues should be part of your business plan now more than ever before. You need a social issues strategy that makes the most of the opportunities and manages the risks. Clam Lorenz of MissionFish will show you how companies large and small are making their brands pop, keeping their customers happy, and preventing potential crises with a savvy social issues strategy.

Speaker Bio

Clam Lorenz is Director of Operations for MissionFish, a social enterprise and eBay's exclusive provider for eBay Giving Works (US) and eBay for Charity (UK). A founding member of the MissionFish team, Clam (yes, like the shellfish) has more than 12 years experience in nonprofit marketing and socially-oriented business.

Clam has an MA in public relations from the University of Georgia, and lives a good distance from the waterfront in Washington DC.

Start Time:
Friday, March 09, 2007 4:00 PM EST
Kaye Mitchell, Founding Partner of Women Impacting Public Policy, and Frances E. Jefferson, Region 8 Administrator, U.S. Dept. of Labor Women's Bureau

THE POWER OF PUBLIC POLICY: Exactly what does Public Policy mean to you? Do you pay taxes? Do regulations influence some part of your life and/or business? If so and you are not involved in Public Policy, someone else is helping make key decisions that affect you and your bottom line. You do not have to become a politician to be involved in Public Policy and make a difference, but you must do more than read the paper and listen to television. Kaye Mitchell will provide simple ways to participate constructively in Public Policy to avoid the likelihood of others running your life/business for you. She will also demonstrate how participating in Public Policy can propel you into strategic networks that increase your visibility and potential income.

Speaker Bio

Since 1995, Kaye Mitchell has been consulting small businesses in strategic planning and development, especially when navigating the intricacies of government contracting. She is CEO of Certify to Success and a National Founding Partner as well as the Colorado Instant Impact Team Leader of Women Impacting Public Policy (WIPP).

Frances E. Jefferson joined the U. S. Department of Labor Women's Bureau in June 1988. She is Regional Administrator for the Region VIII, Women's Bureau, U. S. Department of Labor, where she is responsible for administering programs in Colorado, Montana, North and South Dakota, Utah and Wyoming.

Fran has a Bachelor of Arts degree in English and a Master’s degree in Public Administration from the University of Colorado. She is the proud mother of two extraordinary sons, Adofo and Valentino and five grandsons and two granddaughters.