Based upon ES Research Group's experience and regular surveys, most decisions regarding third-party sales training content providers are made for the wrong reasons in the wrong way. The result is wasted time, money and significant lost business opportunity. 

Research shows when sales people follow their sales process they are more likely to meet their goals and quota. Sales Leaders need to drive the selling process as well as the performance required within each stage of the selling.

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.

It's the goal of every salesperson: getting access to senior client executives - the C-Level decision makers responsible for approving top-dollar deals.  Leaders at the highest corporate levels don’t always avoid sales pitches; in fact, they often welcome them, provided the salesperson approaches them the right way.  But how?  

We all know coaching is important. We all know it can make a huge difference. So why aren’t you seeing more results from your team, for your coaching efforts?

Nearly 60% of companies face leadership talent shortage which impedes their performance and over 50% of first time managers FAIL.  There is a very big difference between a leader and a good leader.  There is a HUGE difference between a good leader and a great leader.  Sales organizations need to learn that what makes a successful individual sales professional doesn’t make a successful sales manager. No matter what, leadership involves preparing, improving, and growing your skills continuously.   What worked leading your team, group, department, company or sales cycle this year could very well be completely ineffective next. 

Participants in this session will receive a Royalty Free License to a best practice sales methodology and free access to the associated training using a new platform.

Do you run incentive programs - or sales contests? How effective are they? Do you conduct sales training and meetings for your salespeople (of course you do!)? Are you getting all the results that you should from what is a significant investment? In this session, you'll explore 3 formulas that companies are using in trying to create sales results -- and learn why one of the three outperforms the others by more than two to one!

Google Slides is a great presentation development tool that you can get completely for free. But is there such a thing as a free lunch? Can you create credible presentations with Google Slides? Yes, yes you can. Not only that, but you can produce amazing presentations with Google Slides.

Sales manager and sales leader jobs are similar, overlap, and are often conducted by one person. Yet there is a huge difference between a typical sales manager and the ultimate sales leader. The sales manager’s position is largely daily management including coaching and directing the sales team. On the other hand, sales leadership is long term, focusing on strategy, planning, making future, long-range decisions. The successful sales manager must grow and eventually transform to a sales leader who can execute both jobs together.  

Have you noticed that some online presenters facilitate their sessions with such passion and skill that it’s a pleasure to participate? You wouldn’t think of multitasking because they command your attention and engage interest. They masterfully manage the web platform, create a powerful learning experience, keep it "up close and personal," and make it seem as if you are in a collaborative classroom.  

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.

You can’t do your job if you don’t know what’s going on.  So, you gather your team for a mandatory staff meeting.  Maybe they grumble and complain about how this impedes their autonomy, or maybe they gleefully prepare dog-and-pony slides in which they play the hero. Either way, you end up sitting through a meeting where each of your team members answers the unasked question of "how’s it going" in his or her own way, and you’re left to decode what’s really happening, what problems they’re glossing over, and what results you can actually expect next week, next month, and next quarter. 

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 

Corporate meetings and marketing events continue to be confined to virtual experiences. Whether you are crafting an internal event for your entire employee base or a conference to invite all your customers to network and engage with your products, we will provide you with some tangible tips and tricks to help guide your planning process.

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. 

Stop pressing the "more" button. More calls. More meetings. More deals. More discounts. That button is broken! Instead, discover how to press the "why" button and unleash the passion that lies deep within each of your salespeople.  

You're on LinkedIn.   You want to be seen as a master of your craft...   Someone who knows what they are talking about.

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.  

Have you ever noticed a gap between what people say they will do and what they actually do after you talk to them? Lack of action and follow-through have negative consequences for the customer journey and business outcomes.  

Do you struggle to communicate your company’s value and uniqueness to prospects? This innovative marketing presentation will show you exactly how to position your business as a top industry leader and authority. Discover how to stand out far above your competitors.