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, February 20, 2007 7:00 PM EST
Category: Sales
Dario Priolo

What does it take to be a Winning Sales Organization? Attend this complimentary Webinar and you will be one of the first to learn what top-performing sales organizations are doing differently to succeed in complex, business-to-business selling environments. The 2007 Miller Heiman Sales Best Practices Study, considered the most comprehensive in the industry, defines Winning Sales Organizations as being able to significantly grow revenue, add new clients, and increase revenue from existing clients.

Join Miller Heiman executives Dario Priolo, EVP Corporate Development for the results of the this annual study that included more than 5,500 participants worldwide.

You'll learn best practices in these key areas:

  • Identifying and pursuing the right opportunities
  • Minimizing commoditization and discounting pressure
  • Calling on key decision makers
  • Managing strategic relationships
  • Leveraging sales talent
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.

Start Time:
Thursday, February 15, 2007 7:00 PM EST
Category: Marketing
Andy Sernovitz

You've heard the talk, you've heard the hype—word of mouth marketing is the next big thing. But what exactly should you do to create a word of mouth marketing campaign for your company? Learn specific strategies to engage with consumers and generate positive word of mouth about your brand. Learn the 5 steps to starting an impactful, effective, sales-driving campaign. We're going to get specific here: Who to hire, where to start, and how to make it successful.

  • Finding the right people to talk about you (influencers and evangelists)
  • Giving them something to talk about (viral email, samples, buzz, and more)
  • Creating tools to make it easier for them to talk to each other (blogs, discussions, tell-a-friend forms)
  • Participating in the conversation
  • Tracking and measuring results

The first 50 attendees will receive a free copy of Word of Mouth Marketing.

Speaker Bio

Author, Word of Mouth Marketing: How Smart Companies Get People Talking
CEO, GasPedal
Founder, Word of Mouth Marketing Association
President Emeritus, Association for Interactive Marketing

Whenever there's been an innovation in marketing, Andy Sernovitz has been there.

A 16-year veteran of the interactive marketing business, Andy has spent years helping companies learn how to do better marketing.

Andy taught at the Wharton School of Business, ran a business incubator, and started half a dozen companies. GasPedal, his consulting company, advises great brands like TiVo, Ralph Lauren, Sprint, and Kimberly-Clark.

He created the Word of Mouth Marketing Association around the latest revolutions in blogs, buzz, and word of mouth. Before that, in the dot com days, he ran the Association for Interactive Marketing.

Andy sends out an amazing newsletter called "Damn, I Wish I'd Thought of That", and is author of the new book Word of Mouth Marketing: How Smart Companies Get People Talking.

Start Time:
Friday, February 09, 2007 7:00 PM EST
Category: Management
David Handler

Who are this era's most remarkable athletes? Tiger Woods ranks at the top of the list. Tennis star Roger Federer deserves a high spot. Annika Sorenstam may end up as the most prolific female golfer ever. LeBron James is a superstar, as are Albert Pujols and LaDainian Tomlinson. Michelle Wie and Vince Young are just getting started.

To perform at the highest level, professional athletes continually seek feedback and guidance. In his first 10 years on the PGA Tour, Tiger made three major swing changes, all under the watchful eye of an expert. Utilizing professional business coaching skills with your team will help you influence them to increase productivity and results.

By attending this session, you'll learn:

  • 10 coaching techniques that will enhance your leadership effectiveness
  • To implement "Deliberate Practice" to improve individual performance
  • How to start "Thinking Like A Coach" in business situations

Plus, following the seminar, one participant will receive two complimentary 60-minute coaching sessions to help you laser-focus on your own performance improvement.

Speaker Bio

David Handler, founder of Success Handler, LLC, is a professional business coach who specializes in helping leaders find clarity and take action to achieve their goals. Much like sports coaches, he guides clients to compete on level playing fields in their industries, and to explore the business and personal dreams they desire. David has been a senior executive and founder of several organizations, championing talent development as an essential key to producing extraordinary business results.

David is the creator and co-host of The Franchise Formula Internet Seminars, a monthly Webinar series that brings together industry experts to share best practices with franchising executives. He also writes a monthly E-Newsletter that’s read by more than 2,000 business leaders and is a regular contributor to leading association publications.

Start Time:
Tuesday, February 06, 2007 5:00 PM EST
Category: Marketing
Dave Taylor

The rise of Google has fundamentally changed the business landscape and being findable has become critical to the success of a business. There's no better way to be maximally findable online than through a smart business blog, and Dave will explore both the topic of findability and the rewards and risks associated with business blogging. You don't want to miss it!

Speaker Bio

Dave Taylor has been involved with the Internet since 1980 and is widely recognized as an expert on both technical and business issues. He has been published over a thousand times, launched four Internet-related startup companies, has written twenty business and technical books and holds both an MBA and MS Ed. Dave maintains three weblogs, The Intuitive Life Business Blog, focused on business and industry analysis, the eponymous Ask Dave Taylor devoted to tech and business Q&A and The Attachment Parenting Blog, discussing topics of interest to parents. Dave is an award-winning speaker, sought after conference and workshop participant and frequent guest on radio and podcast programs.

Start Time:
Friday, January 26, 2007 4:00 PM EST
Category: Marketing
John Burnett

Nonprofits have entered the world of Marketing. Although research indicates that less than 30% have a formal marketing plan, those that do have a decided advantage. Moreover, it does little good to produce a competitive product or service unless there is a mechanism in place to communicate its virtues to the world. The marketing communication process, as discussed in this Web Seminar, presents the key elements of a formal Marketing Communication process. We will exam the steps employed for a nonprofit that has few resources and little experience with marketing communication. Ultimately, participants will learn how to communicate in a formal and effective manner.

Speaker Bio

John Burnett is a partner in the marketing firm and interactive agency Scenario d LLC. The firm provides a full range of technology-enabled strategic and tactical marketing services. John is also a Professor of marketing and Director of the DU Marketing Roundtable at the Daniels College of Business, University of Denver. He has taught at five universities during his 38-year career and specializes in Marketing Communications and Nonprofit Marketing. He is the co-author of the number one Advertising textbook in the world and has published over 60 articles across a number of marketing-related topics. He has worked in the nonprofit sector for 20 years and has a new book coming out in March of 2007—"Nonprofit Marketing Best Practices."

Start Time:
Tuesday, January 23, 2007 7:00 PM EST
Category: Sales
Juliet Dixon

Title: Improving the Results of Your Prospecting Efforts

Ineffective prospecting is far too common, yet prospecting effectiveness is something we can control. By making improvements to prospecting and qualification efforts, you will be able to focus your limited time on opportunities that have the best chance of resulting in good business. This presentation will review the causes of ineffective prospecting and offer solutions to improve this critical sales activity.

What you will learn:

  1. How to properly target companies most likely to purchase from you
  2. How to gain the attention of a senior executive
  3. How to differentiate yourself and make your message stand out
Speaker Bio

With over 20 years experience in working with the Fortune 1000, Juliet has the insight and perspective to understand the challenges today’s sales leaders are facing. She is a recognized expert in merger and acquisition activities, in global implementation of Miller Heiman's solutions, and in working with clients' branch operations. Known for her ability to excel in diverse environments, she and her team of independent sales consultants drive sales growth and develop highly skilled sales teams.

Juliet has been a valuable member of Miller Heiman's management team since 2000 and has helped implement the Miller Heiman Sales System for a diverse client base.

Start Time:
Friday, January 19, 2007 7:00 PM EST
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:
Thursday, January 18, 2007 7:00 PM EST
Category: Sales
Clark Owen

Many companies experience wild fluctuation in their revenues. During one quarter, new offerings are selling faster than proverbial hotcakes. But in the next quarter, the sales force can't seem to give those same products away. At the beginning of every quarter, sales tend to falter; at the end, they often surge. This continuous roller coaster can be a huge problem when big deals fail to materialize at the last minute. Join us for this webinar to learn how to achieve a more continuous and predictable revenue stream by prioritizing your sales activities.

What You'll Learn:

  • Avoiding common mistakes in funnel management
  • Prioritizing selling activities that will reduce "boom and bust" sales cycles
  • Ideas to continually build prospects while closing deals
Speaker Bio

Clark Owen's sales career includes having built four highly successful consultative sales organizations and developing business with Global 1000 companies. He turned around two stagnant organizations with ongoing revenue losses into record breaking earners in the second year and earned a reputation for leading several cultural turnarounds and creating highly competitive, winning organizations. Clark is known for his ability to attract, develop, and inspire high performing senior-level people.

As sales vice president for the Heartland Region, Clark is responsible for business development, account support, and funnel management for sales consultants in the region.

Start Time:
Thursday, January 11, 2007 7:00 PM EST
Andrew Hudson

Andrew Hudson will talk about his career in PR and discuss how to break into this exciting profession. He'll also discuss new trends in PR and tips on how to break news, strategies for crisis communications and how to deal with difficult reporters. Hudson will share his more than 17 years in the limelight to help you get your organization the kind of press coverage it deserves.

Speaker Bio

Andrew Hudson, Senior Director of Marketing, Communication and Sales has spent his life in public relations. For the past 4 years, Hudson served as Senior Director of Marketing, Sales and Communications for Frontier Airlines. In that role, Hudson led the division responsible for Frontier's award winning advertising campaign as well Frontier's inflight entertainment, community relations, media relations, marketing and corporate sales programs.

Prior to working for Frontier, Hudson served 8 years as Press Secretary for Denver Mayor Wellington E. Webb and has also has served in communications roles for the American Water Works Association, the Regional Transportation District and for United States Senator Timothy Wirth.

In addition, Hudson runs the popular www.prJobslist.com, a comprehensive weekly listing of pr and marketing job opportunities in the Denver metro area.

Start Time:
Wednesday, January 10, 2007 7:00 PM EST
Category: IT
Todd Berkowitz

Web 2.0 technogies aren't just for consumers. They can actually help organizations of all sizes communicate more effectively and reduce information overload. In this seminar, you"ll learn about some of the key "Enterprise 2.0" technologies such as blogs, wikis and RSS feeds and understand how they can be used to improve communication and collaboration, increase productivity, capture tacit knowledge and reduce the reliance on everyone's favorite dumping ground—the e-mail inbox. We'll cover the creation, dissemination and consumption of content, discuss best practices and provide examples and demonstrations of how it can be used.

Speaker Bio

As Director of Marketing for NewsGator, Todd oversees all of the companies’ marketing efforts including strategy, product marketing, corporate communication and marketing communications.. Before joining NewsGator, he spent four years at Oracle Corporation as a Director of Product Marketing for several product/solution areas including Outsourcing/On Demand and Mobile. Prior to Oracle, he was a Marketing Manager for Nuance Communications, a leading speech recognition software firm, where he ran corporate communications and marketing programs. He also worked for several high-technology public relations firms, leading teams for enterprise software, e-commerce and hardware accounts. He has an MBA from Santa Clara University and a BA in Political Science from Lehigh University.