Multi-Day Conference Will Be Held in Boston in August - Putting Hundreds of Attendees on the Path to Data-Driven Sales Readiness

WALTHAM, Mass., Jan. 14, 2020 /PRNewswire/ --Brainshark, Inc., the industry's only data-driven sales readiness platform, today unveiled plans for READY20, the first and only sales enablement event dedicated exclusively to improving the readiness, training and coaching of today's client-facing teams. READY20 will be held August 17-18, 2020, at the Encore Boston Harbor resort providing actionable ideas and insights for elevating sales preparation and performance.

Brainshark, Inc. Logo (PRNewsfoto/Brainshark, Inc.)

With an emphasis on real-world success stories, practical breakout sessions and peer networking, READY20 will help hundreds of attendees spanning sales enablement, sales training, learning and development, sales management, commercial excellence, business development, channel sales and sales operations roles identify new ways to maximize sales results.

"Today, the priority placed on sales readiness is incredibly high," said Brainshark CEO Greg Flynn. "Organizations recognize how critical it is to find better ways to support the unique learning needs of sales and client-facing teams because they truly are unique. The things salespeople need to know and the degree to which they need to master them are different than in any other role at a company. With READY20, we look forward to exploring new pathways to a highly competent and confident sales force, and sharing success strategies from industry experts, our customers, and our own 20+ years of helping organizations improve sales effectiveness."

READY20 will provide strategies for maximizing the impact of sales readiness initiatives in less time, at lower costs and with fewer resources while driving measurable results. According to Forrester Research, effective sales enablement and readiness strategies and solutions can yield far-reaching business benefits. The firm notes: "Productivity gains such as a 24% reduction in ramp time for new reps and an 18% increase in the average number of transactions per rep translate into significant commercial gains for sales leaders."1

Event HighlightsPreparing sales teams to achieve benefits like these and more, READY20 highlights include:

The conference will also offer attendees exclusive, in-depth looks at recent and future additions to the Brainshark platform, coming on the heels of the company's acquisition of Rekenerlast month. Those in attendance (including Brainshark customers) will have the opportunity to see and demo the very latest solutions for fostering data-driven readiness.

READY20 comes at a time when more and more organizations are committing to making sales readiness a strategic priority turning what was previously an "art" into a measurable "science." Guided by data-driven insights, advanced technology solutions and results-oriented processes, companies can assess and improve readiness levels across their sales force to achieve better, more predictable sales outcomes.

"Understanding what sales teams know, versus what they need to know, is part of the challenge for sales enablement teams at any enterprise," said Jim Lundy, founder, CEO, and lead analyst at Aragon Research, in the firm's recent Tech Spectrum for Sales Coaching and Learning.2 "Sales leaders know that it has always been about sales readiness the combination of onboarding, training and knowledge sharing that make for a productive sales individual and team."

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For more information on READY20 including a 30-second video overview, registration details and more please visit http://ready.brainshark.com.

1Forrester Research, Inc., "Building the Business Case for a Modern Sales Enablement Toolset," Mary Shea, November 6, 2019.

2Aragon Research. "The Aragon Research Tech Spectrumfor Sales Coaching and Learning, 2019," Jim Lundy, February 21, 2019.

About Brainshark Brainshark's sales readiness platformgives you the tools to prepare all your client-facing teams with the knowledge and skills they need to perform at the highest level.With best-of-breed solutions for training, coaching, content and more, you can ensure reps are always ready to make the most of any selling situation. With Brainshark, companies can: enable sales teams with on-demand training that accelerates onboarding and keeps reps up-to-speed; validate readiness with sales coaching and practice that ensures reps master your message; and empower sales organizations with rich, dynamic content that can be created quickly, updated easily and accessed anywhere. Thousands of customers including more than half of the Fortune 100 rely on Brainshark to get better results from their sales enablement initiatives. Learn more atwww.brainshark.com.

Media Contact:Lauren Boutwell Email: press@brainshark.com Phone: 781.370.8295

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Brainshark Unveils READY20 - the Only Sales Enablement Event Dedicated to Furthering Sales Readiness - Yahoo Finance

Two sessions at the NRF 2020 conference in New York highlighted how focusing on customer service results in higher sales.

In the session Maximizing Frontline Performance, Tony Aversa, Foot Locker VP of customer experience and sales for North America, Bob Phibbs, CEO of retail consulting firm The Retail Doctor, and Carol Leaman, president and CEO of frontline microlearning platform Axonify, stressed the importance of properly training store associates to ensure traffic and sales.

Aversa said a crucial part of training store employees to do their jobs is to collect feedback, through all available mechanisms. So much feedback can be gathered through social media, said Aversa. Also ask store associates and managers what incentives they want. Your store associates may want cash and not an outing.

Since deploying an Axonify-based training app called LaceUp, Aversa said Foot Locker has taken the mystery out of training. We know who engaged with the training, he commented.

Aversa also advised retailers to deploy training solutions slowly, and for executives seeking to implement training technology to first gather data supporting the need and then find like-minded people in the organization who will support the initiative. He also said training itself shouldproceed at a measured pace.

Take it slow, build habits, Aversa stated.

Phibbs told retailers that the real answer to solving in-store customer service issues is to focus on the human factor offered by store associates, rather than enabling technologies.

We dont know how to be human anymore, said Phibbs. I purchased medical products for my elderly father and got offers aimed at him even after he passed away. People feel more confused and alone in stores than ever before, even though stores never looked prettier.

Phibbs also cautioned brick-and-mortar retailers that competing on price is a mistake. There is always somebody cheaper, he said. All you have is the branded experience in your store. The frontline is more critical than ever."

In the session Omnichannel Agility: Maximizing customer service and profitability, Jim Barnes, CEO of unified commerce platform provider enVista, and Gene Bornac, VP, retail of enVista, explained how the changing path customers take to purchase requires retailers to alter how they sell products.

Where demand is generated and fulfilled has been disconnected, said Barnes. Mobile drives the disconnect between physical and digital commerce.

To make sure customers can discover and purchase the products they want, whenever and wherever they want, Barnes told retailers they must be sure that item master data is consistent across brick-and-mortar and online channels.

Nothing is worse than walking in a store and seeing a product marked down but its still full-price on the site, said Barnes.

Bornac said that to properly provide customers with seamless shopping options like buy-online-pickup-in-store (BOPIS), retailers need to obtain a 360-degree, real-time view of inventory data.

You need good inventory management, said Bornac. Where is inventory sitting on your nodes? Data flow is more important than order flow. For seamless retail to meet customer expectations, data has to move in the next few minutes, not the next few hours or when you run a batch at 2 a.m. and its up by 7 a.m.

Bornac added that fulfilling store orders is much cheaper than fulfilling online orders. In the store, the inventory is there and the customers do the work. You should be nudging your online customers toward BOPIS, he said. Create incentives for customers to do what is most profitable for you.

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NRF 2020: It's the customer, stupid - Chain Store Age

CLEVELAND, Jan. 14, 2020 /PRNewswire/ --SPARXiQ, the leader in business analytics and sales training, andWaypointAnalytics, developer of advanced profitability analytics Software-as-a-Service (SaaS), today announced an exclusive, global partnership that combinesSPARXiQ'sindustry-leading provider of pricing and sales analytics and complementary skills training withWaypoint's best-in-class advanced software.

"As a trusted partner to some of the world's elite manufacturing, distribution, technology and services companies, we have a unique vantage point from which to identify and provide the most advanced solutions for our clients," said DavidBauders, CEO,SPARXiQ. "Since our founding as SPA in 1993, SPARXiQhas generated billions of dollars of profitable growth for over six hundred organizations, including twenty-five Fortune 500 companies, and the leading provider of profit-maximizing analytics. InWaypoint, we chose a partner who not only provides best-in-class technology, but also shares our deep commitment to ensuring mutual clients have access to the most powerful, efficient, and effective solutions to meet the challenges of today's complex business environment."

"We're delighted to provide our advanced profit analytics system to SPARXiQ, supporting their mission of providing best-in-class tools and strategies to their customers", said Randy MacLean, president of WayPoint Analytics."We're also excited about our own clients adding strategic plans developed by SPARXiQ to more quickly realize the kinds of record profit and cash-flow gains typically seen where companies have advanced cost and profit analytics."

The companies will also collaborate on future solutions designed to help organizations drive valuation, reduce volatility, deepen stakeholder engagement, and streamline the complex workflows involved in delivering end-to-end solutions that empower increased profitability and margin management while providing high-performance virtual sales training and enablement to accelerate holistic client growth and profitability.

AboutSPARXiQ Today's modern, high-performing business teams need an integrated suite of analytics and complementary skills training that drives improvements in daily behaviors and thus business outcomes to drive profitable growth. Like the double helix of DNA, analytics and training must be integrated to accelerate the desired outcome.SPARXiQintegrates analytics and skills training to accelerate profitable growth.

AtSPARXiQ, we bring deep expertise, inspired talent, and relentless energy to uncover new value levers to accelerate our clients' profitable growth and sharpen their economicpositioning to address today's challenges and to build the capabilities to drive future success.SPARXiQpassionately works to make it better to be our clients' customers, employees, and shareholders, and harder to be our clients' competitors.SPARXiQ was formerly known as Strategic Pricing Associates and SPA.

Learn more atwww.SPARXiQ.com

AboutWaypointAnalytics For more than a decade, WayPoint Analytics has provided the most advanced cost and profit analysis system available. Using exclusive metrics and its unique Quantum Costing engine, it shows precisely where companies make and lose money, and why. The system is used by the companies that lead their markets and industries to out-compete their peers.

With hundreds of expert-designed reports, and the ability to drill down to the customer, product and invoice-line level, companies use the system to fine-tune their operating efficiencies and their sales targeting to capture and hold the best part of the market. WithWayPoint, they gain insights their competitors don't have, and actions competitors can't match.

Learn more atwww.WayPointAnalytics.net

Media ContactLisa Hunt (469) 243-0859 lisa.hunt@SPARXiQ.com

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SPARXiQ and Waypoint Analytics Announce Exclusive, Strategic Partnership - PRNewswire

Attorney General William Barr announced Monday that 21 Saudi service members training at U.S. military facilities will be expelled from the country following an investigation into a deadly shooting at a Naval Air Station in Pensacola, Florida that he called an act of terrorism. The Saudi nationals will be removed from the training program after the FBI found they had social media containing jihadi or anti-American sentiment or contact with child pornography or in some cases, both, Barr said.

The December 6 shooting, which killed three U.S. sailors and wounded eight other Americans, triggered a review to find out how a service member from one of the oldest American allies in the Middle East could carry out such an attack. During the course of the probe, investigators found some anti-American beliefs held among Saudi cadets enrolled in a training program at the base. And while there wasnt any evidence that the 21 service members since kicked out of the program had advance knowledge or coordination with the attack, a total of 17 had shared social media posts containing some jihadi or anti-American content, Barr said.

The discovery highlights the latest twist in the strange, turbulent relationship between the U.S. and Saudi Arabia, based on a delicate balance of economic interests for decades. The 77-year alliance between Washington and Riyadh has always been built on a fundamental arrangement: American demand for Saudi oil and Saudi demand for American firepower. But the relationship had soured in recent years under the Obama Administration, which signed the multi-lateral nuclear deal with Iran and briefly halted weapon sales.

Under President Donald Trumps leadership, this economic bond between the two countries has largely won out over any moral opprobrium. Trump has been unable to rein in Crown Prince Mohammed Bin Salmans military adventurism in the region and failed to inflict any cost for 2018 killing Jamal Khashoggi, the Saudi journalist and American resident. He has dismissed calls to end arms sales, roll back defense partnerships or review the diplomatic relationship with the Saudis despite repeated calls by Republicans and Democrats alike.

At the Department of Justice headquarters on Monday, Barr praised Saudi Arabia for its cooperation with the U.S. in its investigation of the shooting. The Kingdom of Saudi Arabia gave complete and total support for our counter-terrorism investigation, and ordered all Saudi trainees to fully cooperate, Barr said. This assistance was critical to helping the FBI determine whether anyone assisted the shooter in the attack.

When asked to clarify whether the United States or Saudi Arabia made the decision to expel the cadets from the program, a senior Justice Department official said that Saudi Arabia recognized that this conduct was unbecoming of an officer in the Royal Saudi Air Force and Navy, and the Department of Defense agreed with that decision.

FBI investigators found the shooter, Saudi Air Force 2nd Lt. Mohammed Alshamrani, posted a message on social media on Sept. 11 of last year that said: The countdown has begun. Then, over Thanksgiving weekend, he visited the 9/11 Memorial in New York City. He also posted other anti-American, anti-Israeli, and jihadi messages on social media, and did so two hours before his attack at the naval base, Barr told reporters.

Alshamrani, like all foreign military trainees, passed a vetting process that examined possible links to terrorism, corruption and other criminal behavior before being allowed in the United States. The process has garnered fresh scrutiny in the wake of the shooting, and Barr acknowledged Monday that the vetting the candidates needed improvement.

But he also acknowledged that the training mission remains an essential element of the Saudi-U.S. relationship. The Royal Saudi Air Force, which flies American-made aircraft, is an important military partner, and has long had a training relationship with us, Barr said.

Year-in and year-out, Saudi Arabia buys more American weapons than any other country. The Pentagon has a team of U.S. service members in Saudi Arabia wholly dedicated to the management and administration of Saudi Arabian Foreign Military Sales, according to the U.S. military documents. It serves as a direct pipeline to move weapons from U.S. arms manufacturers into the arms of the Saudi military. The U.S. militarys Joint Advisory Division works alongside Saudi commanders to help fill their weapons needs.

Once the Saudis commit to what they want tanks, attack helicopters, missiles, ships, laser-guided bombs the arms packages must be approved by the U.S. Defense and State Departments, and Congress. The arrangement falls under the U.S. Military Training Mission to Saudi Arabia, which is led by a two-star American general. The mission is primarily designed to bolster Saudi Arabia against arch-rival Iran in order to assert power and influence in the Middle East.

Saudi pilots and service members need to be trained on how to operate the weaponry. More than 28,000 Saudi Arabian international military students have been trained by the United States, according to the Pentagon. Alshamrani was one of 852 Saudis receiving military training in the U.S. on when he opened fire in a Pensacola classroom.

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Trump, who is no stranger for criticizing both friends and allies, has maintained support of Saudi Arabia. The President has not only pursued a tighter alliance with the kingdom and embraced it as a bulwark against a surging Iran; he has also invested deeply in the crown prince personally, tweeting reassurances through a string of controversies.

Trump refused Congresss calls to halt arms sales to Saudi after Khashoggis murder, saying in October 2018, I dont like the concept of stopping an investment of $110 billion into the United States. Since the spring, Trump has recently been sending more U.S. troops to the region to help protect Saudi Arabia from Iran. The Trump Administration began boosting troop presence in the region in May after U.S. intelligence indicated troubling, escalatory and dangerous behavior by Iran. Since then, the Pentagon deployed about 18,000 additional troops to the Persian Gulf, including 3,500 to Saudi Arabia. The White House also moved ahead with $8.1 billion in weapons sales to Saudi Arabia and other Arab allies, despite Congressional objections.

Trump told Fox News last week that Saudi Arabia is paying for U.S. troops deployed to the country. We have a very good relationship with Saudi Arabia, Trump said. I said, Listen, youre a very rich country. You want more troops? Im going to send them to you, but youve got to pay us. Theyre paying us. Theyve already deposited $1 billion in the bank.

The comment brought criticism that Trump was treating U.S. forces as if they were guns-for-hire, echoing the condemnation from Congress when Trump dismissed calls in to halt future arms sales after Khashoggis death.

The inability to call the Saudis out throws the future of the Saudi American relationship in more doubt today than ever, says Bruce Riedel, a former Middle East analyst at the CIA now at the Brookings Institution. The Trump rapture with the Saudis, especially after the Khashoggi murder, has hurt the relationship, he says. The toxic embrace of Donald Trump has alienated the Democrats and many Republicans.

Write to W.J. Hennigan at william.hennigan@time.com and Tessa Berenson at tessa.berenson@time.com.

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AG Barr: 21 Saudis to Be Removed From Training - TIME

Quick. That's how your salespeople need to be to win a sale.

Quick to catch a prospects attention.

Quick to follow up with them.

Quick to resolve any queries and share relevant materials to close the deal.

And to do that, they can't keep running to your product and marketing teams for help. Every time they do, they will not just lose time but also run the risk of losing the sale.

More than half of all buyers view at least five content pieces from the vendor before they decide to make a purchase. But around 78% of them claim that the salespeople do not provide them with the relevant content they need. This is where sales collateral comes into play. But before we go ahead and list some of the sales collateral, let's first understand what sales collateral is.

Sales collateral is any product or service you offer can be sold only if your salespeople can advocate for its value. Sales collateral, an integral part of your sales enablement strategy, are support materials created to improve the sales team's productivity and close more deals and provide prospects with the information they require to understand your product or service better. With the right sales collateral in hand, your salespeople can influence the decision making of your prospects.

Now that you know what sales collateral is and why businesses need it, lets take a look at the five essential collateral your sales team needs to succeed.

Provide your sales team with email templates for a variety of purposes. For example, you could create templates for cold email outreach, industry and persona-based emails, follow-up sequence, and specific marketing campaigns.

This saves a lot of time for your salespeople that is otherwise spent agonizing over framing the perfect emails. While creating a template from scratch, make sure it resonates with the prospects needs and pain points.

Ask yourself the following questions: why are you reaching out to them? What can you do to help? What are the benefits of starting a business relationship with you? And most importantly, make sure to mention other companies who are benefiting from your solution.

TIP: Alternatively, using an email template builder can help expedite the process by pre-building templates for your entire sales team to use.

Here is an example of a personalized email template:

Hi {recipient name},

I am reaching out to you because, being the {recipients current role}, I was certain you would know more about the current processes in place at your company for {department}.

Like weve helped {your existing customer}, I felt you might be interested in improving your {the biggest challenge for the prospect}.

I did a fair amount of research on your companys {current system} and Im sharing a few of my thoughts here which could help you save {the benefit your product offers}:

I noticed that {state the current problem and how it can be better}.

Id love to share a few more ideas with you and spend more time in understanding your current process.

{recipient name}, could we spend 15 mins this week to chat about this?

Another way to create email templates is to check the best performing emails sent by your sales team based on the open, click, and reply rate. Using these emails, you could identify the best open lines, pain points to address, and calls-to-action (CTAs).

In most cases, you wont get a reply to the first email you send. There could be various reasons for this: your email is buried in their inbox, or they read your email but didnt get a chance to respond to you.You will never find out until you send a follow-up email.

Your follow-up sequence template could be something like:

Day 1: Personalized email addressing the prospects pain points

Day 3: Follow-up email pitching your product and what the prospect would gain

Day 6: Email case studies with a brief of how youve helped other businesses

Day 8: Email talking about the value-adds and key functionalities on your product.

Here are a few things you need to keep in mind while crafting templates:

A common mistake salespeople make is to end every email with a CTA to schedule a meeting. This is not the right approach. Frame your CTAs based on your email content. It could be to read a case study or article that youve attached or to reply with details that youve requested. The goal is to keep your product/service on top of their minds.

Make it even easier to access these templates by creating them in your CRM software for your sales team. So all they have to do is select the template, make the required changes, and send it out.

TIP:Find the right CRM software for your sales team's needs, only on G2!

Calling scripts act as a guide for initiating contact with the prospect, carrying the call forward, and ending it effectively. A good script will not just help sales reps start a conversation but also keep the prospect on call.

Remember, your prospects will receive numerous sales calls every day, and the goal of every call is to get a meeting. So while creating scripts, here are a few things to keep in mind:

EXAMPLE:

Sales rep: Hello, am I talking to Jane?

Prospect: Yes, this is Jane.

Sales rep: Hi Jane, I am Rebecca calling from Sampleton solutions. I was wondering if you could help me out for a moment?

When you say this with confidence, 90% of the prospects will hint a yes,' and you get the green signal to proceed. If you receive a No, ask them when you can call them back. Once you have them on call, you could say something like:

Sales rep: Great, I really appreciate it. Thank you. *pause*

The reason Im calling Jane, is that most businesses are finding it incredibly challenging to . Does that sound like you?

Prospect: Yes, Tell me more.

Sales rep: You are probably not familiar with us, but companies like have relied on us for , and what they tell is .

But before talking about the other companies you work with, make sure you dont have a non-disclosure agreement (NDA) with them.Another way to create calling scripts is to record your sales calls, listen to them on a regular basis, and identify the best lines that have worked.

While creating calling scripts is important, the tonality and the confidence of your sales reps play a more significant part in the success of a cold call. You could conduct role plays and train your sales reps to talk to different personas of your target industries. You could also provide call scripts for every marketing campaign that you run. This will help your sales reps get context and carry the conversation forward.

If youve had a bad call, you can recover from it by taking it as a lesson. Understand when, where, and why the call went south. Make the necessary adjustments and incorporate it from the next call.

Case studies are hard evidence that your product/solution has brought value to businesses. It is a great asset to share with clients who are in the decision-making stage. Or even in emails while prospecting for leads.

When you create case studies, it is important to showcase your customer as the hero and position yourself as a mentor or a guide who helped solve their challenges. Make sure to outline your customers journey with you from the start and talk about the challenges they faced, the effective solutions provided by your services, and the end results of using it.

While preparing a case study, ask yourself the following questions:

Including testimonials from your customers would be a value add for this material. You could also create case studies in the form of videos that are easily shareable and consumable.

When it comes to designing the case study, you have to make it professional, aesthetically appealing, and easy to read. The format should be skimmable, so avoid large chunks of text.

Your sales team should be prepared for the question: why you and not them? For that, they need to know what they're up against. Prepare battle cards that talk about two or three areas that are important for your customer and highlight how your product/service is unique.

The competitor research material should explain the aspects your competitors are better at, and how you position your product with respect to that. It is important to note that this material should not be designed to bad talk your competition but to educate the salespeople and prospects on your unique selling points.

Its also a good idea to include information about your products/services side-by-side with competitors. This way, its easy for your salespeople to compare and contrast prices, features, benefits, and so on.

Your sales reps need to be confident while interacting with your leads. They have to know the product inside out to match it with the prospects needs. But sadly, this cannot always be the case. Every time a sales rep is stuck in doubt, the chances of closing the deal get slim.

While your salespeople might not have the time or patience to go through pages of large chunks of text, a product cheat sheet can help them quickly find key details they require. It should also highlight in simple terms:

You could have cheat sheets that are industry and persona-specific, and provide them in the form of infographics so that it is easily consumable for your leads.

Before you begin, make sure you ask yourself how the sales team benefits from these materials; how the materials fit into your buyer's journey, and what prospects will gain from the collateral you create. Now that you know the must-have collateral for your sales team, start creating them and watch your sales teams productivity boost.

Creating sales enablement content is only half the job. It is not enough to create the necessary collateral and hand it over to the sales team.

A detailed study conducted by CSO showed that sales training and coaching is crucial since it has a significant effect on quota attainment. As a part of your sales enablement plan, your sales team needs to know where they can find the sales collateral, what values it offers. and when and how to use it.

A tool like CRM acts as a central hub for the sales collateral you prepare. It also gives you much-needed input of the effectiveness of the sales team. With a CRM, you can also measure the productivity of your sales teams by comparing their metrics over a period of time.

Finally, when it comes to selling the product, salespeople know what works and what doesnt. It is a good idea to talk to them regularly, get their feedback, and update these materials, increasing their quality with each iteration.

If you're looking for alternative ways to train your sales teams to be the best they can be, check out the top-rated sales training and onboarding software on the market today and see how it can help with molding the best salespeople around!

Nivedita is a developer-turned-writer and a SaaS enthusiast. She is a Content Strategist for Freshsales @Freshworks. When not writing, you can find her binge-watching anime or doodling on the iPad.

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5 Types of Sales Collateral Your Team Needs to Be Successful - G2

Good morning!

When you think of the quintessential, straight out of central casting salesperson, what comes to mind? If you are old enough to remember WKRP in Cincinnati, it might be a slick in the mold of Herb Tarlick. If you are fortunate enough to either be or work with a superstar salesperson, your image might be more professional and polished.

Most people think of sales reps as Type A personalities; they have bright eyes bright smiles and strong handshakes. They are go-getters, self-starters, and are highly motivated. They are always on the go and constantly reaching for the next level of success.

But there is another type: Type U.

Most of the reps that I work with would fit the Type A description. However, not all of them. I work with a fair amount of men and women who are far less assertive, and they still find success. These might be people who are quiet and calm. What's interesting is almost all of them carry a significant amount of self-doubt.

But, here's the thing

Every sales rep has a target market, or a sweet spot. While I might be able to capture some business, I'm not going to click with everyone. A customer might prefer to buy from you, while at the same time, not want anything to do with me.

Being Type U simply means being yourself. You will have far more success selling with authenticity than trying to be something that you're not. If you are gregarious, be gregarious. If you are funny, be funny. But if you're neither of those things and you try to be, it will show, and it will work against you big time!

Be your authentic self; your market exists, and you will find it. Type A's might be the rule, but the exception to that rule can be equally successful.

If you want to sell more in less time, go to BillFarquharson.com and click on the Training link in the header. If you need sales and want ideas for gaining more appointments, buy my book, The 25 Best Print Sales Tips Ever! on Amazon

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The Type U Sales Rep - Printing Impressions

TORONTO, Ontario, Canada Closing the Sales Gap is a new 30-minute webinar series produced by ITWC (IT World Canada) for sales and marketing professionals interested in driving business and capturing customer and prospect insights.

On Thursday, January 16, 2020, join ITWC President and CMO Fawn Annan in conversation with sales training guru Tibor Shanto as they discuss the kinds of content that resonate with business at different points in the sales journey.

Sales cannot do it alone, says Shanto. It takes real co-operation with marketing and sometimes thats a message sales doesnt like to hear.

Content marketing is a long-term strategy that focuses on building a strong relationship with potential customers by giving them high-quality content that is very relevant to them on a consistent basis.

In the discussion, youll hear about the kinds of content that have proven most effective and how you nurture clients rather than simply jam their inboxes with the messages you have at hand.

Do you know what kind of content a client needs and when it will be most effective? If not, register here.

For More information:

Sophia Khan

Webinar Project Manager

skhan@itwc.ca

As Canadas premier source for content creation and technology news, ITWC provides businesses with leading digital capabilities and unparalleled access to technology professionals across Canada. Our highly skilled and diversely talented team works with you to develop stand-alone or fully integrated campaigns that build brands and connect you with your target audience from managers to C-suite executives and line of business leaders.

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Closing the Sales Gap- IT World Canada hosts a webinar on building value with content - ITBusiness.ca

The International Gemological Institute (IGI) has expanded its operations with inaugurated new offices in the heart of Shanghai, in the presence of high-profile personalities and major brand representatives.

Moving after ten years from the Podung area to the prestigious Fosun building in the core of the Bund Financial Center, the new offices include multiple classrooms and a state-of-the-art laboratory.

IGIs Shanghai base is positioned as a hub in the Asia-Pacific region and will offer enhanced educational and grading services as well as gemological information to everyone interested in gems and jewellery.

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IGIs Shanghai base will promote mutual understanding between IGI and the domestic jewelry industry and establish its reputation and influence among consumers, which leads the domestic consuming market to gain more internationalized information, expresses Yan Nanhai, vice president of the Shanghai Diamond Exchange.

IGI was one of the few representatives of international companies that was invited to participate in the second Belt and Road International Cooperation Summit Forum, a successful model of cooperation between Western and Chinese companies under the national strategic framework, continues Nanhai. We hope that in the new year, IGIs Shanghai base will play a leading role in the industry.

For decades, IGI has cooperated with numerous departments of the Shanghai Municipal Government to train a large number of internationally qualified professionals for the jewelry industry at the time. Even before becoming established in the region, IGI has been professionally supporting the local industry, working with well-known jewelry brands and independent jewelers to build a gem industry talent training system.

Established in China in 2010, IGI has trained thousands of people to become experts and provided extensive sales training for the countrys most prominent national and international brands. Through its School of Gemology, IGI can also offer Chinese future professionals an advanced curriculum culminating in a coveted IGI diploma.

IGI serves industry peers and consumers, providing professional services and quality assurance and helps the jewelry industry to improve their skills, says Roland Lorie, global chief executive officer of IGI. With the rapid development of the Chinese jewelry market, IGI education offers the possibility for the domestic industry to improve acumen and gain international empowerment.

IGI started in 1975 in Antwerp, Belgium, the birthplace of the diamond industry. Today, IGI has 24 laboratories and information centers all around the world. Over 800 dedicated employees and experts grade and certify every day over 10,000 gems and jewelry articles, including some of the worlds most renowned pieces.

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IGI expands operations with new offices in Shanghai - Professional Jeweller

LAIX (NYSE:LAIX) and GP Strategies (NYSE:GPX) are both small-cap business services companies, but which is the better investment? We will compare the two businesses based on the strength of their analyst recommendations, valuation, earnings, profitability, institutional ownership, risk and dividends.

Volatility & Risk

LAIX has a beta of 2.91, indicating that its share price is 191% more volatile than the S&P 500. Comparatively, GP Strategies has a beta of 1.02, indicating that its share price is 2% more volatile than the S&P 500.

Institutional & Insider Ownership

14.0% of LAIX shares are owned by institutional investors. Comparatively, 85.9% of GP Strategies shares are owned by institutional investors. 24.5% of GP Strategies shares are owned by insiders. Strong institutional ownership is an indication that endowments, hedge funds and large money managers believe a company is poised for long-term growth.

Earnings and Valuation

This table compares LAIX and GP Strategies gross revenue, earnings per share and valuation.

GP Strategies has higher revenue and earnings than LAIX.

Analyst Recommendations

This is a summary of recent recommendations and price targets for LAIX and GP Strategies, as provided by MarketBeat.com.

LAIX presently has a consensus target price of $4.75, suggesting a potential downside of 25.78%. GP Strategies has a consensus target price of $19.75, suggesting a potential upside of 36.58%. Given GP Strategies stronger consensus rating and higher possible upside, analysts plainly believe GP Strategies is more favorable than LAIX.

Profitability

This table compares LAIX and GP Strategies net margins, return on equity and return on assets.

Summary

GP Strategies beats LAIX on 10 of the 12 factors compared between the two stocks.

About LAIX

LAIX Inc., an artificial intelligence company, provides online English learning services through Liulishuo mobile app in the People's Republic of China. It is also involved in the artificial intelligence lab operation; technology development; and loan arrangement activities. The company was formerly known as LingoChamp Inc. LAIX Inc. was founded in 2013 and is headquartered in Shanghai, the People's Republic of China.

About GP Strategies

GP Strategies Corporation provides performance improvement and learning solutions worldwide. It operates through four segments: Learning Solutions, Professional & Technical Services, Sandy Training & Marketing, and Performance Readiness Solutions. The Learning Solutions segment delivers training, curriculum design and development, digital learning, system hosting, managed learning, and consulting services to electronics and semiconductors, healthcare, software, financial services, and other industries, as well as government agencies; and provides apprenticeship and vocational skills training services. The Professional & Technical Services segment offers training, consulting, engineering, and technical services, including lean consulting, emergency preparedness, safety and regulatory compliance, chemical demilitarization, and environmental services to the manufacturing, steel, pharmaceutical, energy, and petrochemical industries, as well as federal and state government agencies, and government contractors. The Sandy Training & Marketing segment provides custom product sales training to customer sales forces; and technical training services to automotive manufacturers and customers in other industries. The Performance Readiness Solutions segment offers performance and technology consulting services, such as platform adoption, end-user training, change and knowledge management, customer product training outsourcing, training content development, and sales enablement solutions; and organization performance solutions comprising leadership development training, strategy-through-implementation consulting services, and employee engagement tools and services to manufacturing, aerospace, healthcare, life sciences, consumer products, financial, telecommunications, and higher education industries, as well as government agencies. GP Strategies Corporation was founded in 1959 and is headquartered in Columbia, Maryland.

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LAIX (NYSE:LAIX) & GP Strategies (NYSE:GPX) Head to Head Review - Riverton Roll

Global Unified Communications as a Service (UCaaS) Market has been thriving with considerable revenue from previous decades and it is likely to perform vigorously over the forecast period from 2019 to 2024. Various factors such as development, rapidly increasing demand, lifting population, economic stability are directly and indirectly fuelling growth in the market.

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Scope of Report:

The Unified Communications as a Service (UCaaS) market revenue was xx.xx Million USD in 2014, grew to xx.xx Million USD in 2018, and will reach xx.xx Million USD in 2024, with a CAGR of x.x% during 2019-2024. Based on the Unified Communications as a Service (UCaaS) industrial chain, this report mainly elaborates the definition, types, applications and major players of Unified Communications as a Service (UCaaS) market in details. Deep analysis about market status (2014-2019), enterprise competition pattern, advantages and disadvantages of enterprise products, industry development trends (2019-2024), regional industrial layout characteristics and macroeconomic policies, industrial policy has also be included. From raw materials to downstream buyers of this industry will be analyzed scientifically, the feature of product circulation and sales channel will be presented as well. In a word, this report will help you to establish a panorama of industrial development and characteristics of the Unified Communications as a Service (UCaaS) market.

Pages 182

Market segmentation, by product types: VOIP Internet Telephony Unified Messaging Conferencing Other

Market segmentation, by applications: BFSI Telecom & IT Retail Utilities Other

Unified Communications as a Service (UCaaS) market Production Breakdown Data by Top Regions:

United States (Canada, Mexico)

Europe (Germany, France, UK, Italy, Russia, Spain)

APAC (China, Japan, Korea, Australia)

Africa (Egypt, Israel, Turkey)

Unified Communications as a Service (UCaaS) Market Research Report Offers The Below Industry Insights:

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Table of Contents:

Major Points from Table of Contents:

1 Global Unified Communications as a Service (UCaaS) Market Overview

2 Global Unified Communications as a Service (UCaaS) Market Competition by Manufacturers

3 Global Unified Communications as a Service (UCaaS) Production, Revenue (Value) by Region (2013-2019)

4 Global Unified Communications as a Service (UCaaS) Supply (Production), Consumption, Export, Import by Regions (2013-2019)

5 Global Unified Communications as a Service (UCaaS) Production, Revenue (Value), Price Trend by Type

6 Global Unified Communications as a Service (UCaaS) Market Analysis by Application

7 Global Unified Communications as a Service (UCaaS) Manufacturers Profiles/Analysis

8 Global Unified Communications as a Service (UCaaS) Market Manufacturing Cost Analysis

9 Industrial Chain, Sourcing Strategy and Downstream Buyers

10 Marketing Strategy Analysis, Distributors/Traders

11 Market Effect Factors Analysis

12 Global Unified Communications as a Service (UCaaS) Market Forecast (2019-2024)

13 Research Findings and Conclusion

14 Appendix

Author List

Disclosure Section

Research Methodology

Data Source

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