This webinar will help participants discover the specific activities and day-to-day operations of a truly effective corporate sales coach. Tim will host this session with guest Michael Bigley from Zones, an international technology enterprise provider.

Today’s digitally educated buyers require more value from their interactions with sales. Are your reps ready? Not many are. In fact, studies show that nearly 9 out of 10 sales meetings fail to meet the expectations of executive buyers.

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.

Your business has great potential - if only you could hire the right sales people. But whenever you invest, the sales reps aren’t what you expected. Some are still not producing six months into the job. Others don’t quite understand your solutions. They aren’t prospecting or closing.

Buyers avoid sellers. They work 2/3 of the way through their buying process and then meet with sellers to negotiate price, commoditizing even the most unique products and making it difficult for sellers to truly understand and deliver value.  

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

You may be familiar with IQ, which measures your cognitive intelligence.  But has anyone ask you about EQ or Emotional quotient? What is EQ? Emotional intelligence is your awareness regarding your actions and feeling, including how they affect the people around you. Successful sales professionals have a VERY HIGH EQ. They understand how to work with people and work within situations.

Are your salespeople faltering with 75% of their prospects and customers? Research shows that salespeople only connect well with 25% of customers. This means strong customer relationships are never built with the other 75%, leaving needs unmet and lost deals.

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.

When presenting, it's imperative that you grab your audience's attention right from the beginning, even before saying a single word. One of the best ways anyone can do this by designing a jaw-droppingly beautiful front cover. After all, a front cover is the very first slide that anyone's going to see - it pretty much sets the tone for the entire presentation, and give a strong indication on how great your talk is going to be!

Coronavirus is causing businesses to cut or make drastic reductions in business travel, and to cancel or move conferences and events online. But conference organizers, training teams, and trainers still have jobs to do - so the question immediately becomes How do you do your job when people can’t travel or meet face-to-face?

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.

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.

This webinar will teach five specific tools and methodologies they can not only assist in your sales coaching efforts but develop higher performing sales teams. This webinar will illustrate the use of five tools and strategies that have enabled sales teams to become more productive and win more business. 

Just because the world is starting to open up again doesn’t mean things are going to back to the "old normal"--nor should they! Dr. Cindy McGovern will guide you through actionable steps to take to combine the best of old ways and new to create a winning a sales plan.  Many of the changes we were forced to implement in 2020 and 2021 actually turned out to be good for business; find out which ones deserve to stick around, and keep both face time AND Facetime in your toolbox.

Learn a content strategy to ensure that you are curating, creating, sharing and engaging on the right content and attracting the right ideal customer persona.

Retaining existing talent is second only to recruiting new talent on the current list of biggest CEO concerns [Fortune/Deloitte, Fall 2022].  

The core material of this workshop is based on a behavioral and communication model called DISC. Understanding the personality styles of your team members, prospects, customers, boss, direct reports, clients (and even family members and friends) will improve your effectiveness twenty-five percent and help people buy into your requests as well as improve your understanding of others.  

A 2020 Southern New Hampshire University study found that sales training can deliver a 353% return on investment. This study has been cited numerous times by others who want a quick data point to make the case for investing in sales training. Sadly, these citations lack context, process, or standards, leaving some readers questioning the reliability of the data.

Stop losing pitches on purpose. Winning a pitch is about more than "telling" your audience about your great idea. Close more business with a process for persuasion from one of the world’s most successful pitch specialists.

Conflict is hard. You weren't born knowing the perfect words to say when you're angry, dealing with a difficult stakeholder, or when someone calls your game-changing idea "stupid." This practical program incorporates findings from our expansive World Workplace Conflict and Collaboration research. You'll leave with the courage, confidence, and competence to navigate even the trickiest conflict scenarios and build better, lasting collaboration.