Name: Unlocking Customer Connections: Strategies for Mapping Dynamic Relationships
Start: 2024-03-11T16:21:00Z
End: 2024-03-11T16:21:22.000Z
Location: BrightTALK
Rating: 0

Altify solutions help B2B sales organizations simplify selling by focusing on three core elements to every successful sales engagement: connections, clarity, and collaboration. Altify applications help sales professionals:  

Forge genuine connections and build relationships that open doors and create trust,  

Deliver clarity and insight to scale best practices to instil lasting change 

Collaborate seamlessly both internally and externally to unlock solutions that produce desirable outcomes.  

Altify is the only vendor uniquely positioned at the effective intersection of a software provider and training partner. With best-in-class applications, built natively on Salesforce and unmatched expertise in account-based selling, Altify delivers the tools, training, and change management needed to drive sustainable revenue growth for your sales organization. 

David Dzienciol from Next DC, a leading Australian provider of digital infrastructure, discussed his organization's implementation of Altify. He explained that Next DC operates data centers across Australia and plans to expand internationally. As Chief Customer and Commercial Officer, David focuses on driving growth by harnessing customers, marketing, and product teams. Next DC serves a diverse customer base, including various organizations that rely on digital infrastructure for their operations.

How NEXTDC simplifed complex sales cycles with Altify

The recent explosion in sales technology has left many teams overwhelmed. To achieve sustainable B2B growth moving
forward, it is crucial that organizations prioritize a unified seller experience.
In this webinar, which features Forrester principal analyst Seth Marrs, you’ll gain expert insights into the potential benefits
of revenue orchestration. As a thought leader in sales technology, Seth, together with experts at Altify, will share
exclusive insights on the latest trends and best practices in sales technology convergence.
Other key topics include:
• How to uncover core capabilities required for successful revenue orchestration
• How to implement cutting-edge AI innovations to enhance seller productivity
• Best practices to align sales tech with business objectives
• And more
By watching, you will learn how to optimize your revenue process and stay ahead of the competition with AI-powered sales
technology. Tune in now to unlock actionable strategies to transform your sales organization.

Sales tech convergence: Actionable strategies to transform your organization

Altify Accounts ensures that sellers focus on accounts with the highest probability of growth in your customer base. Operationalize an account-based sales strategy to uncover new opportunities, deepen relationships, and build trust, natively in Salesforce.

Simplify Account Based Selling with Altify Accounts

In this video, we discuss the journey of an organization (Powerlink) seeking a solution like Altify. Faced with outdated processes and systems that couldn't scale, the company embarked on a transformation to find a modern alternative. They needed a robust customer relationship management (CRM) system paired with an effective sales philosophy to better manage customer needs. Discover how key factors like customer intimacy and a comprehensive understanding of the customer pipeline led them to choose Altify over other solutions.

How Powerlink built key customer relationships with insight mapping

Join Graham Dando from Upland Software for an in-depth overview of Altify Insights, a powerful tool designed to help you understand stakeholders and their priorities within an account or opportunity. Altify Insights is fully integrated with Salesforce and mobile-friendly, making it an essential solution for managing deals, building pipelines, and identifying cross-sell and upsell opportunities.

In this webcast, you'll discover how to use Altify Insights' relationship and stakeholder maps to gain a clear, hierarchical view of the people involved in your opportunities. Learn to identify informal influences, conflict lines, and other dynamics that can impact your success. Prioritize the people and problems that matter most with Altify Insights.

Prioritize People and Problems with Altify Insights

Experience first-hand “a day in the life of an enterprise seller” and learn how you can take control of your sales pipeline and drive revenue growth by focusing on high-growth accounts with Altify Accounts. 

Tired of chasing the wrong leads and neglecting high-potential accounts? 

Watch this pre-recorded session and see how enterprise sellers use Altify Accounts to focus sales efforts on the accounts with the greatest revenue potential, all natively within Salesforce. 

In this pre-recorded webinar, you'll discover: 
- How AI-powered insights identify high-growth accounts. 
- Strategies to deepen relationships and build trust. 
- Actionable tips to prioritize your sales pipeline. 
- Real-world examples of companies using Altify Accounts for success.

Selling Simplified with Altify Accounts

In today's dynamic business landscape, the intersection of artificial intelligence and enterprise selling will become a game-changer, redefining how organizations approach sales, buyer engagement, and overall business success.

In fact, the shift is already happening, with IDC noting that 89% of organizations have made AI investments. And those investments are proving to be transformative: 37% of sales professionals believe AI is completely transforming their roles and responsibilities.

However, realizing the potential benefits of AI investments is easier said than done. In this webcast, you’ll gain actionable strategies as industry experts look beyond the hype to discuss:

• The reality of AI transformation in sales processes
• Key considerations for embracing AI in a sales environment
• How to assess the benefits and pitfalls of generative AI before investing in new AI sales capabilities
• And more

Join the session now to discover how AI is reshaping the sales function in 2024.

Embracing AI: The sales assistant of the future

B2B sales organizations are continuously searching for winning strategies to drive revenue growth and improve their bottom line. According to Forrester’s sales research, sales reps only spent 22.8% of their time on direct selling activities in 2022, compared to 25.1% pre-COVID. Seeing that sales productivity is down, and face-to-face interactions are up, Account-Based Selling (ABS) has emerged as a powerful approach to sales that focuses on targeting high-value accounts with a personalized, high-touch approach.

In this on-demand webinar, Upland Altify’s Nigel Cullington, VP of Marketing, and Travis Hill, Managing Director, and Strategic Consultant talked with Guest Speaker and Forrester Principal Analyst, Anne Slough, to discuss why the current economic climate affects B2B sales and how ABS can be a winning strategy to drive success.

Don’t miss this opportunity to take a deep dive into best practices for implementing ABS, including how to build an effective account plan, leverage technology to scale your efforts, and measure the impact of your strategy. Whether you’re new to ABS or looking to optimize your current approach, this webinar will provide valuable insights to help you succeed in today’s challenging sales landscape.

Account-Based Selling: The Winning Strategy for B2B Sales

Four levers directly impact the success of your sales initiatives: the number of deals in play, the deal size, the win rate, and the sales cycle length. Without a firm handle on these four metrics, your company will be unable to capture accurate customer data, decide where to focus sales efforts, achieve business growth targets, and compare past results. 

During this webinar, Deirdre Sommerkamp, VP of Solutions Consulting, Operations & Enablement at Upland Altify, will show you how to apply this sales velocity formula for success. 

Watch the session to learn how to work diligently to create value for each prospect and customer with a well-defined account-based sales methodology and innovative sales process for planning, uncovering, and creating more high-value, win-win opportunities.

The Sales Velocity Formula: 4 Levers Impacting Revenue & Sales Success

Success in the B2B selling environment hinges on the ability to uncover new pipelines, identify key players and their influence within the buying group, become a trusted advisor (not just another vendor), and grow revenue quickly. 

In this video, we'll dive into how Altify Account Plans help selling teams drive revenue growth within their organizations. Tune in for: 

1. An assessment of 4 account planning benefits
2. How to uncover new selling potential with Altify’s Account Plan 
3. And a detailed, first-hand demo of Altify’s platform.

Uncover New Pipeline with Altify Account Plans

Revenue growth isn’t easy. But it can be simplified.

Built natively on Salesforce, Altify is the only vendor uniquely positioned at the effective intersection of a software provider and training partner. With best-in-class applications and unmatched expertise in account-based selling, Altify delivers the tools, training, and change management needed to drive sustainable revenue growth for your sales organization.  

Watch the trailer and see why Altify is trusted by leading companies to deliver simplified selling.

Simplify Complex Sales

Did you know that analysts estimate 70-80% of the average company’s annual revenue is now from existing customers? With that in mind, how is your company approaching account planning beyond just enterprise or named accounts?

Account planning, if used correctly, helps you increase your revenue share by uncovering new opportunities and allows your whole team to impact every part of the customer experience.

Watch this thought leadership discussion between Travis Hill, Managing Director and Strategic Consultant at Upland Software; Jason Cooper, Head of Sales at Johnson Control; Eric Chapman, VP of Sales Operations and Enablement at Hexagon; and Mark Carrigan, Senior VP at Hexagon.

Together, these experts will share practical advice on real account planning challenges and successes, so you’ll learn how to tailor the right approach for your business, simplify account planning, and enhance sales enablement.

4 Steps to Account Planning Beyond the Key Accounts

Altify Insights elevates team collaboration, builds customer intimacy, and drives revenue by understanding WHO the key players are, and HOW you solve their challenges natively in Salesforce.

Explore our Altify Insights capabilities to:

- Quickly visualize key decision-makers and build effective relationship strategies.
- Prompt your sellers to ask the right questions with powerful out-of-the-box templates.
- Generate insights to focus on deals you can win
- Align your extended revenue team

Surface and visualize essential information intuitively and quickly

Don’t be just another vendor. Altify Insights enables you to become a trusted advisor by helping you get inside each buyer’s mind and capturing what motivates them.

Mastering The Art of Leveraging Customer Insights Effectively

Sellers face a challenging business landscape: buying groups have expanded, competition continues to grow fiercer, and only 14% of companies feel their sales teams are reaching key decision makers.

In this competitive environment, you need to truly demystify these buying groups and get direct insights into your buyers’ technical pain points.

Watch this video to discover how Altify Insights empowers sellers to identify key stakeholders, gain insight into buyers’ business drivers, and create effective relationship strategies to close more deals.

Altify Insights Demystifies Complex Buying Groups & Identifies Stakeholders

A company’s sales organization is structured to achieve one common goal: accelerate selling for the wider business and generate revenue. However, to foster meaningful client relationships often means first assessing your clients’—or potential prospects’—goals and understanding how your brand can solve them before selling them on a product.  

This is just one snippet of advice from the following webinar on how to put your account management into practice in today’s competitive, dynamic, real-time market environments. The can’t-miss thought leadership session delivers real use cases that show account planning challenges and wins from global enterprises. 

Join Tim Zierden, VP Enterprise Dealer Partnerships at Cox Automotive, and Dean Kosh, Director at Global Strategic Accounts at Johnson Controls, as they share how they combine innovative technology with expert strategy and methodology for account planning, opportunity management, and more.

Proven Strategic Account Planning Solutions & Strategies to Unlock Success

What’s the biggest challenge impacting your strategic account planning or sales growth to date? Many companies site planning for long-term revenue, low collaboration selling, building relationships, and uncovering white space as key factors. If similar issues affect your business, you’re not alone. 

Hear this pragmatic thought leadership discussion that uncovers the current demands for always-on strategic account planning, and how to leverage technology to ensure your sales teams align strategy with buyer motivation and to resolve the aforementioned issues. 

The thought leadership webinar panel, who brings their extensive experience in strategic account management to bear on the conversation, includes:
• Richard Scheig, Chief Revenue Officer at Upland Software
• Dave Schweizer, Assistant Director of Knowledge & Training at SAMA
• Harvey Dunham, Managing Director of Strategy & Marketing at SAMA

No Plan? No Win. Strategic Account Planning Thought Leadership Discussion

Sales leaders and entire B2B revenue teams continue to contend with expanding buying groups, competitive markets, complex buying cycles, and a mere 14% of businesses believe sales teams are reaching their key decision makers.

Nevertheless, a seller’s mission remains unchanged: convince buyers that the solution provided is the best for their business. To succeed at that, it’s imperative to cultivate meaningful relationships with the relevant stakeholders. Anticipating your buyers’ needs, ambitions, and comprehending their problems, challenges, and objectives become paramount.

Join us for an informative webinar featuring a distinguished panel of enterprise sales experts as they discuss the challenges shared by revenue teams, and actions they can take to achieve their business objectives. Gain advice on the following:
• Understand buyer motivation and the hurdles they aim to overcome
• Uncover pivotal stakeholders and who holds the power and influence
• Guide sellers with contextual actions, insights, and best practices
• Synchronize your team and engage with buyers as a trusted advisor
• Identify common “Red flags” and how to leverage them to secure successful deals

A Sales Leader’s Guide to Cultivating Meaningful Buyer Relationships

Today salespeople face a challenging reality: B2B buyers are increasingly adopting a digital self-service approach. Data sourced from Forrester B2B Buying Studies and online surveys conducted by Forrester have detected that 67% of buyers prefer not to interact with a sales rep and 61% prefer to gather information on their own.

Here’s where strategic account planning enters the picture. Strategic account planning empowers buying groups to purchase from those they know best and, as a result, B2B sellers’ top activities are improved with account-based selling (ABS).

Attend this webinar to dive into the strategic account planning essentials and to learn the following, supported by rich data from Forrester:
• How to use strategic account planning to optimize sales outcomes 
• 4 reasons why strategic account planning matters
• Why accounts use buying groups, not individuals 
• How ABS enables the shift to a buying group focus

Why Account Planning Matters: The Future of Account-Based Selling

Discover the full potential of your Salesforce platform with our cutting-edge account-based selling software. Take strides towards empowering your revenue team to master relationship dynamics. Unveil hidden influencers, establish connections with pivotal individuals, and elevate your win rates with the formidable prowess of Relationship Map.

In this webinar, delve into the essence of relationship mapping and its seamless integration within Salesforce. Harness the power to:
• Construct your inaugural relationship map
• Navigate through the strategic attributes of key stakeholders
• Leverage our personas for comprehensive insights into customers at scale
• Identify crucial clusters of individuals based on dynamic attribute sets
• Explore collaborative functionalities directly within your Relationship Map interface

Join us as we redefine the art of relationship-building, equipping you to unlock unparalleled sales potential, all within the familiar confines of Salesforce.

Unlocking Customer Connections: Strategies for Mapping Dynamic Relationships

Relationship Based Selling

Account Management

Sales

Sales Acceleration

Sales Coaching

Sales Development

Sales Management

Collaboration

Buyer Cycle

The inside sales community on BrightTALK is made up of thousands of engaged inside sales professionals. Learn best practices for teleprospecting and lead qualification as well as advice for implementing sales prospecting tools. Join the discussion by attending on-demand and live inside sales webinars and round tables.

Inside Sales

The channel sales community on BrightTALK is made up of thousands of sales professionals specializing in channel sales strategy, reseller sales and channel opportunities. Find relevant content on demand or engage with peers and industry leaders in live channel sales webinars and round table discussions.

Channel Sales

The sales management community on BrightTALK is made up of thousands of sales management professionals. Learn about sales training ideas and techniques while improving pipeline development strategies. Join the conversation by participating in live sales development and management webinars and round tables.

Sales Strategy

In this SaaS and subscription economy, the key to success is customer success. This is much easier said than done as client ecosystems are constantly evolving and their needs and aptitudes vary. Join this community to engage with leaders who are prioritizing and pioneering customer success by helping clients maximize ROI, inspiring account growth and strong client retention.

Customer Success

Get powerful insights on how to best serve today's customers. If you want to create a successful customer experience today, you will have to appeal to the need for “alone together” time. Millennials, Gen X, Boomers or Silent Generation all look for shared but individual experiences.

Customer Experience

Get powerful sales management insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge on the sales strategies that are generating record-breaking booking, revenue and retention numbers.

The sales community on BrightTALK brings together thousands of engaged sales professionals. Learn about careers in IT sales and marketing, sales techniques and selling strategies. Join the discussion by participating in on-demand and live sales webinars and summits with leaders in the sales industry.

Unlocking Customer Connections: Strategies for Mapping Dynamic Relationships

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