The cash vs. tangible incentives argument is an old one. This paper suggests that there is room for both, and both can be effective when used in the proper application.

In this new workshop, which is based on sales principles in Selling to the C-Suite and social selling strategies from The New Handshake: Sales Meets Social Media, professional salespeople learn to integrate the use of social selling skills and business intelligence tools into the sales process to develop, maintain and leverage relationships with C-Suite executives. 

Although it would be nice, having strategic planning sessions for every sales opportunity, especially the low-value ones, is inappropriate. However, those bigger, must-win deals often require more than a sales rep’s standard approach. There are a number of critical components that all must be in place to win those big sales opportunities and the best way to be sure each component is in place and that they are the right components is through a formal deal planning session.

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.

Professionals lose 31 hours per month in unproductive meetings or approximately four days per month.  This figure makes it pretty clear, we need to improve meetings.  Meetings are critical to getting things done so we just can’t stop meeting.  Almost all meetings and anything critical to change in a business involves negotiation.  The problem with negotiation is once that word comes up everyone thinks competition and win at all costs, which is completely wrong on every level of business.  

Frequently selected for their ease of use and accessibility, gift cards are a tried and true incentive often used to encourage sales teams to meet and exceed their goals. However, many people think gift cards can be impersonal, and that the recipient may not feel truly recognized. When managers and executives shift their view of gift cards to branded currency, these simple rewards can quickly energize the sales team's engagement and performance.

One of the toughest challenges salespeople experience is objections. We get objections during the prospecting such as were already working with someone I don't have any time. We get competitor objections. We get price objections. We get budgetary objections.

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!

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.

Budgets are tight in this new pandemic economy. If you’re in charge of training a sales team, you know how hard it is to justify any new investment in your program these days.

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

Technical sales representatives, sometimes also referred to as "sales engineers", are a critical part of many companies.   They work in a variety of industries, such as:  industrial/manufacturing, software, building materials, automation, HVAC controls, telcomm... just to name a few.   In general, they are selling complex technical products or services and they are a merger between the typical sales rep/AE and a technical support specialist or engineer.  It takes a unique blend of traits and skills to be a successful TSR.  

During this webinar we will teach an amazingly simple to implement three step assessment methodology that is guaranteed to improve sales expectations, performance, and application of sales coaching.

94% of buying executives expect salespeople to have business impact discussions with them, but only 25% of salespeople are effective at this.

A recent survey found that organizations exceeding revenue goals stand out as developing thoughtful, buyer-first strategies. And at the heart of these strategies is sales and marketing alignment.  

Aside from my usual training/consulting business at that time,I also had a business in what was called "premiums or "custom publishing". You have likely gotten a mailing from a magazine, offering you a subscription with a free gift - a gadget, a diary, or a book of tips or ideas. I’d come up with an idea for one of the magazines in the Time-Life group. First, they would test it by send out a mailing offering my idea as well as two other ideas to a test audience. Whichever of the 3 ideas got more responses was the winner, and that idea was then "rolled out" for a much larger project, sometimes to a million or more potential customers. Usually, they got about 5,000 affirmative responses. What this meant, to a small vendor like me, was that I’d have to create the actual 5,000 booklets (at enormous cost, usually a loss) to fulfill the first 5,000 customers.

This webinar will teach 4 unique strategies that will position and enable sales managers to be more successful. For the past 30 years sales teams have hovered around roughly 48 to 52% not hitting their quotas with this statistic changing very little. This means the sales industry to a certain extent has flatlined. This webinar will teach accountability tactics that can position sales managers to be more successful when managing their teams. 

Are your managers and trainers armed with the right tools to coach teams effectively? In today's business landscape, fulfilling the growing demand for impactful and measurable skill development poses a significant challenge. Employing a sophisticated ai-driven coaching platform can revolutionize this process, enhancing consistency, tracking progress, and leading to measurable improvements in employee performance and satisfaction.  

New 75,000-Person Research Study Unveils Findings to Unlock Workforce Potential With almost universal awareness about the business benefits of employee motivation, why are employees checking out in droves? New research unveils findings about employee motivation that is stemming this trend in some organizations. Critical steps detailed that can help increase employee motivation in an organization.

The use of AI in the workplace is exploding and your employees’ ability to discern fact from AI hallucination is increasingly imperative. Without critical thinking skills, we face a danger where falsehoods will negatively impact workplaces and consumer interactions.  

In our fast-paced modern world, workplace burnout and confusion have become the norm.

We will review topics such as: LinkedIn Automation: Using Groups and Events as anchors Email Automation: How to safely send thousands of emails and what the new Google and Yahoo mail limitations mean

Objective: During this live webinar the agenda will actually come from the audience prompting the facilitators to demonstrate coaching conversation models specific to real world workplace situations driven by the audience.