It seems as if Social Selling is being talked about everywhere by everyone who is anyone in the world of sales and marketing. Yet, many sales reps haven’t adopted effective methods for selling in our digital age, or worse, are doing damage to their reputations and opportunities by fumbling their way through and alienating prospects in the process.

Research has confirmed that many of the behaviors sales people execute actually drive down performance. Because sales people are largely unaware of how the brain instinctively creates a buying decision, they do not know if they are selling in a way that contradicts it. Yet, there have been thousands of scientific studies that have codified how the brain is hardwired to be influenced. When sales people align how they sell with these scientific principles their ability to sell is enhanced.

Sales organizations often look at the competition as the enemy that must be beaten!  With this mindset, as a salesperson you are often put in a position where you fight the competition on the customer’s front lawn, in full view.  You need to shift the rules of the game from competing against the competition to competing on behalf of the customer by recognizing and delivering value. Value that is defined by the customer, not by a list of features and benefits.  In this session, we will explore an approach to understanding value to the customer, and how specific moves and strategies affect the customer and disable the competition.

It’s not a lie. Prospecting without cold calling is possible. Not only is it possible - it’s possible to be highly successful without picking up the dreaded telephone. The phone is still a valuable tool, but there are many different methods that can take that call from ice cold to pleasantly warm.

How are today’s leading companies becoming more strategic to their most important Customers and what types of strategic account management (SAM) solutions are they deploying to expand key customer relationships? How are they gaining competitive advantage through the implementation of SAM best practices and accelerating growth of their most significant accounts?

Sales organizations often look at the competition as the enemy that must be beaten. With this mindset, salespeople and managers often fight the competition in full view on the customer’s front lawn, damaging your company’s reputation.

Many sales reps struggle to make quota and many companies fail to achieve growth goals. Well-known selling methodologies no longer provide enough differentiation. Worse, even the methodologies that have been around for 50 years, like consultative selling, aren’t widely adopted (at mastery levels). We still sell transactionally and superstitiously. In this webinar on his Sales Transformation Straight Talk™ channel, sales transformation expert Mike Kunkle will share:   The consultative skills that provide differentiation Why they’re not enough and what else to do How to implement a sales methodology so it sticks

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.

Why do executives test and screen professional salespeople?  How can your salespeople circumvent that process and develop trusted advisor level relationships with those executives?

Join us to learn how Hudson's Spot Coaching approach equips managers and leaders with a simple, 3-step coaching method to support just-in-time development of their people. The approach includes elements of feedback, goal-setting, building a plan and establishing follow-up to provide support and track impact.

Sales training is a process, not an event. And it's purpose is to get results. That means that results are dependent not just by what happens during the training, but also before and after. Bob's ideas are being used by 800 of the Fortune 1,000. And more than 150,000 trainers on five continents are graduates of Bob's 2-day train the trainer program.

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.

Key problems for every sales manager are (1) managing performance of 5-10 "Lone Ranger" salespeople with different territories, varied skill levels, lack of proximity and (2) finding time to manage top priorities often lost in an excessive workload. The challenges of mixed activities, high work expectations, a chaotic environment loaded with interruptions sucks up time and creates performance obstacles. The ideal solution lies in two exclusive strategies found only in our new book format, comparable workshops, and this SMM webinar.

Are you managing a remote sales team? Our "new normal" of canceled meetings and travel restrictions means face-to-face sales are impossible.  

New research with buyers reveals a behavioral blueprint for sellers. Spoiler alert: buyers respond favorably to leadership behaviors, and not so much to outdated sales-y behaviors. Buyers want leadership, and so do sellers. That's why Sales Managers have to manage sales using sales enablement strategies AND lead people using techniques for sales ennoblement.

As the marketplace spends significant amounts of money on tools to support the sales process, there still seems to be a troubling fact: more than half of salespeople miss their quota. The sales 

How can sellers break through the noise and differentiate themselves from the crowd?

The global pandemic, caused by Covid-19, has forced many people to work from home. In fact, of all U.S. workers, 56 percent could do all or some of their work from home. According to Global Workplace Analytics (GlobalWorkplaceAnalytics.com), it is estimated that:

Sales leaders know their teams need enablement. Sellers need onboarding to get up to speed, personalized coaching to continually improve, and access to the content and tools that will help them drive deeper buyer engagement and hit their targets.

Selling is social — but onboarding new revenue professionals often lacks the social and collaborative aspects of actual sales. This is especially true in virtual learning, when new sellers are onboarded ad-hoc or with LMS-based experiences that do not equip them with the sophisticated capabilities they need to drive revenue growth. 

Your reps know it’s easy to sell when the economy is booming. They also know that’s not the environment they entered on January 1. Businesses are cautious about spending money. Sales reps need to talk with a new set of decision-makers who are higher up in the organization.

As a sales leader you rely on Salesforce or another CRM system to ensure that your forecast data is accurate. Sales teams typically feel that providing sales data doesn’t help them sell, and is extra "paperwork."  So your forecast data is typically incomplete, inaccurate, or irrelevant.  

With the rise of AI, chatbots, and a barrage of martech innovations, even the savviest of marketing & sales leaders are left feeling lost. That's why we're excited to bring you a game-changing webinar that offers an executive's guide to the latest trends and technologies in digital transformation.  

Sales kickoffs are a great opportunity to inspire teams, build connections, and align on business objectives. SKOs are basically one big learning event: they’re about equipping your sales people with the tools and knowledge they need to be successful and deliver their targets for the coming year.