Lack of emotional intelligence skills is the one of the biggest and overlooked reason for missed revenue goals. Often, salespeople know what to do; however, in tough selling situations, they let nonproductive emotions take over. They discount too soon, write practice proposals without proper qualification and continue to meet with non-decision makers. Their inability to execute the right selling behaviors during stressful situations lead to poor sales results. When it comes to sales, emotional intelligence skills are every bit important as hard selling skills.

Objections occur at every stage of the selling process and its vital sales leaders drive the ability to handle each one successfully. Training alone will not work; therefore, managers must facilitate specific coaching strategies to handle each type of objection.

Improving sales performance has never been more important for major global corporations. After years of recession-induced cost cutting, leaders are putting increasing emphasis on implementing go-to-market strategies to boost both top- and bottom-line results, and expecting their sales organizations to execute them.   But times have changed, purchasing organizations have gained more power, and it’s more challenging than ever to close the gap between go-to-market strategy as articulated by senior management and its profitable execution with customers.

The sales industry is undergoing enormous change. The evolution of the Internet as well as innovations in multi-media and technology have altered the buying journey, forcing B2B sales organizations and salespeople to change how they pursue and win business. For sales leaders who take great pride in building and leading high performing sales teams, there is no greater need that hiring talent who can thrive in these conditions.

According to CSO Insights’ 2017 Sales Manager Transformation Report:   "Sales transformation is a growing trend, but sales performance is not improving... Clearly, something is missing."  

Distribution channel partners have their own priorities. Getting their time and attention can be an enormous challenge. But if your success depends on distributors, dealers, agents or retailers selling your products, engaging these channel partners is mission critical.

One of the toughest things in managing a sales team is when you have high talent who is performing consistently well, how do you go about continuing to challenge those people, as well as retain their employment? When a salesperson is having good years, they become extremely marketable, and it positions the team to be vulnerable from having top talent stolen from them. This webcast will teach three specific strategies of how sales managers can use sales coaching to retain and develop top talent.

Every salesperson knows that important buying decisions and complex sales are rarely made by an individual—multiple decision makers are the rule rather than the exception. Yet few salespeople know how to effectively untangle the complexities associated with influencing multiple people, who have multiple priorities, in order to make a single buying decision.

During this webinar we will cover the principles of Self-Determination Theory and the research-based principles of Enthusiastic Employees, exploring the differences in engagement from onboarding and throughout employee careers.

Did you know that depending on how it is used, money and other cash-based awards could actually negatively impact your engagement strategies? This presentation combines scientific studies and examples to show the way that rewards, recognition, program design, and communications should be properly used to stimulate activity and engagement.

Do you really believe that modern B2B buyers want their "objections overcome?" Can you imagine anything more combative?

Now more than ever, sales managers and company leaders must step up to better equip the sales team with more coaching and direction to lead their reps on the front line to bigger success.  In a "work from home" or even a partial remote work world, the sales team in particular needs a framework where sales reps are accountable and leaders really need to lead. It's not about taking what you did in your office and simply virtualizing it - it is about creating new best practices based on the long accepted training idea of repetition and reinforcement. 

How do you ensure installation of learning for your front-line leaders and management team?  No matter the modality, there needs to be a process of engagement in place that ensures successful implementation.  Through an engagement matrix, AMA will outline the necessary steps to ensure a successful transfer of skill development as it aligns to recognizing managerial competence within your organization.  AMA will share best practices on how to ensure the probability for success in a virtual learning environment.

Do your salespeople send one follow-up email and expect results? With everyone working from home during this turbulent time it’s extremely important that your company has a proper follow-up sequence to get the highest conversion. Prospects do reply to cold emails but it’s on you to make sure your sales team is more persistence than your competitors.

70% of today’s buyers wait until they have fully defined needs, and 44% identify the best solution on their own before engaging with sellers. As modern buyers embrace self-service (via the internet, social media, etc.) for much of their buyers’ journey, traditional selling techniques just aren’t cutting it anymore.

As workplaces become more distributed, managers often find themselves managing remote or virtual team members. This geographic distance sets virtual leaders up to make five critical management mistakes that can reduce productivity, derail teamwork, undermine organizational loyalty, and increase turnover. Without team agreements about expectations and processes, working on a virtual team can feel like floating on a rudderless boat in the ocean.

Do your salespeople sound great in role play, then fall apart on a sales call?  It does not matter if you have the perfect sales script - scripts only work if you give the prospect their lines and tell them exactly what to say and how to say it.  If you can do that, your salespeople will be just as effective on sales calls as they are in your sales meetings.  Instead of worrying about developing the "perfect sales script," focus on coaching your sales team for conversational fluency.

Be in on the discussion as The Bob Pike Group and companies all around the world prepare for a return to classroom F2F training. We’ve heard from clients and brainstormed our own solutions to make classrooms safe and attendees comfortable. This is your chance to grab tested ideas and also share what people expect in your workplace or industry as we all figure new normal out together.

How many sales are lost to the competition because they got to the real decision-maker first? How many sales stall because salespeople get stuck with individuals who ‘recommend’ but cannot ‘decide’? Probably more times than salespeople or their sales managers’ like to admit! 

Persona-based marketing has been used for decades to help craft targeted promotions and messages that appeal to prospects. Personas have a role in sales and marketing webinars as well, but they are often misused, resulting in diminished effectiveness and persuasiveness of your message.

A single sale alone does not make for a successful sales career. Top sales performers know that securing a sale is not the final goal but the first step in acquiring a loyal customer who will champion your solutions.

New data privacy laws. Headlines about layoffs and economic turmoil. Distracted prospects.  You can overcome each challenge and generate qualified leads for sales if you leverage the latest, most effective marketing trends.   

Businesses need to have a successful post-purchase experience that drives product-led growth, creates new value streams, and in turn reduces churn. However, to achieve true customer growth, a differentiated customer experience mapped to the post-purchase journey is essential. Learning plays a critical role in augmenting this experience. A self-service model for learning that helps the customer acquire product knowledge to unlock more value helps foster retention, increase loyalty and transform customers into advocates.

The pundits predict a slowing economy in 2024. What does that mean for you and your sales team? Are you concerned about how to lead your team to success?