Optimizing your lead funnel is expensive and fraught with peril. Different leads are ready to buy at different times - how can you keep track of them all without overloading your sales team? How can you choose among the myriad lead management solutions available?

Sitting down with your salespeople and sales managers every month to review sales results and revenue is like driving by only looking out the rearview mirror. It gives you a good view of where they have been, not where they are going. The key to effective sales leadership is identifying the "leading indicators" of sales performance, finding ways to track them, and focusing your energy on reviewing and coaching to them. Explore how to identify leading sales indicators and how to use them to coach effectively.

In the world of business, it’s important for people across all business functions to help the firm produce visible results.  However, sometimes, the "machine" of the business needs to be fine-tuned because everyone’s running on their functional treadmills, and when this happens, the business isn’t running in tip-top shape!   If you pair this with the fact that resources are scarce, the treadmill runs faster and important cross-functional hand-offs are missed.

Hired and fired! It’s the revolving door of hiring salespeople and firing them 90 days later for poor performance. It’s as if there is an affliction turning rock star sellers into bumbling fools during their first three months with companies.

The numbers don’t lie—prospecting is challenging. Consider: It takes 18 dials to connect to a single buyer 10-30% of your customers will stop doing business with you each year Your sales team has a 56% greater chance of attaining quota if they engage buyers prior to buyers contacting potential vendors

Forget about the Red Coats, Artificial Intelligence (AI) is coming! Yes, consultative sales reps will be around for long-time, but only those who can shift their approach to outcome selling.

Often, salespeople will alter or fudge their forecast to present to upper level management. This never ends well. This webcast will teach managers how to coach using forecasts by their sales team members to identify performance opportunities and ultimately to help each sales team member become more honest with themselves. This webcast will teach five specific strategies of how a forecast can lead a sales manager to understanding each employee's strengths and areas of opportunity to improve.

Are your sales reps operating in a crowded marketplace where prospects are more rapidly becoming more knowledgeable and competitors more aggressive?  In environments like these, it's easier than ever for your sales team and product messages to get lost in the noise. 

Let’s be real. Sales training shouldn’t be like "catch and release" when fishing. The event-based sales training approach of the past hasn’t produced bottom line results, except for the elite producers, who are at the far right of the performance bell-curve and are lifelong learners. We need an approach that works for everyone, or as many as possible.  

You want to be more coach-like. Your organization is expecting it, and you can see how this will elevate your leadership to the next level. But it's difficult. Even with the best of intentions, you slip back into telling people what to do: it just feels faster and easier to do it like that. 

IGCC Virtual Event

New clients are the lifeblood of every business.  With Covid 19 many businesses are reporting their sales pipelines are getting week.  Deals are stalling, pushing out and if you sell to the airlines, or hotels, cancelling.  It is critically important to discover new ways to dramatically increase the number of conversations your sellers / channel is having with prospects. More at bats is one of the more effective ways to de-risk your pipeline and increase for forecasting accuracy. For many leaders this KPI will mean life or death to their business over the next 6 months.

People buy from people they trust . . . and they trust people who are authentic. 

Gamification begins with the effect of human psychology on performance and illustrates the many ways to use behavior to build a better workplace culture.

The era of rep-centric sales enablement has arrived. Are you prepared? Learning and content capabilities are merging. Technologies like conversation intelligence and AI-powered coaching can provide deeper insights and better, more scalable sales support than ever before.

Today, there are lots of ways to get hybrid sales training and enablement wrong.  But fear not! 

Poor data visualization leads to overly complicated charts that take too long to understand and steal valuable time from your audiences. Worse, a careless approach to charting can lead to misinterpretation of your messaging.  

Most salespeople are missing a huge opportunity because they don't understand the power of LinkedIn and Sales Navigator.  

Being able to present online requires tracking a lot of moving parts. Presenters not only need to monitor what they're saying and any visuals they may be presenting, but they also need to keep an eye out for questions, all while making an engaging experience for attendees. Did you know that some ways of asking questions of attendees make all of that harder? It's true, and it's what a lot of presenters do by accident.

Cut Enterprise Accounts Sales Cycles in Half...While Improving the Closing Ratio! In this session, we'll explore a tactical process and technique your sales team can use that cuts the Enterprise sales cycle in half, while improving the closing ratio without having to drop their price.

Life can be a lot like Chutes and Ladders, the classic children’s board game, writes Richard Moran in his brilliant new book, NEVER SAY WHATEVER: How Small Decisions Make a Big Difference (McGraw Hill; April 11, 2023). Each time you say "whatever" you slide down a chute, but each time you make a decision, you have the potential to climb a ladder and move forward.

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.

What if you could pick the brains of the best leaders and managers in the world? Well… veteran leadership coach Ryan Dohrn did, and he has compiled their best advice into ten habits for success that you will want to replicate immediately. Plus, Ryan will add in a few tips gleaned from his own 30-year management career as well.  

In an era dominated by AI, the demand for genuine human connections has never been more crucial. While authenticity comes naturally in face-to-face interactions, the virtual landscape often challenges sellers to convey their true selves, hindering their ability to develop trusted relationships.