One of the most significant barriers to sales organizations is bringing their sales cycle under control. Read this research from Aberdeen Group to discover how the use of electronic signature tools can improve sales team performance. 

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.

There is tremendous misinformation as to what sales managers should be spending their time doing.  This fast-paced session will highlight the 5 competencies on which sales managers should be spending 80% of their time, explain what is involved to master those competencies, and how much time should be spent on each.  Here are some favorites that are not on the list:

Today's C-Suite executives have a wide variety of concerns, mostly involved with planning, managing and affecting change throughout the organization.  They are also concerned about multiple constituencies - customers, shareholders, employees, suppliers, competitors, business partners, regulatory agencies and the various governments in which they operate - both domestically and internationally.  C-Suite executives are willing to meet with professional salespeople if they are convinced that the salesperson can deliver true business value to them. This white paper will outline the six steps that will enable you to successfully engage with C-Suite executives - and to maintain and leverage those relationships over the long term.

CSO Insights’ 2017 Sales Manager Enablement Report compared the win rates on forecasted sales opportunities between companies with a formalized approach to coaching—meaning there is a standard approach used by all sales managers—to those companies where coaching strategies were entirely left up to the manager or done informally. Their findings provide proof as to why a sales coaching initiative at your company is so important: companies who had adopted a formal approach to sales coaching achieved a win-rate on forecasted deals that was 19% higher. In short, developing a strong sales coaching culture offers a great ROI. And great leverage: Each sales manager trained is then empowered to improve the win rates of every sales rep on their team. Here are seven keys that will move you in that direction.

Digital Transformation is forcing all businesses to re-examine their business models, partnerships and how they sell. Frontline sales managers have to coach their resources to be sharper & more ready for all manner of customer conversations and to perform better than ever before because there is new competition around every corner.

Sales of the latest handheld devices have been increased 150% over the last quarter. The senior executives asked the question, "What caused it?" Employee turnover has declined 20% in the past nine months. Senior executive asked the question, "What caused it?" This simple question "What caused it?" is asked frequently in organizations around the world.

Sales and Marketing teams exist in highly competitive, ever-shifting environments. Determining your teams’ focus can be a game changer and help set the stage for immediate and long-term WINS.   

As a manager, you can't fix what you can't see. How much easier would it be to help sales reps overcome what keeps them from selling more, if you only knew: What motivates their decisions and behavior? What are their hidden weaknesses in the sales process? Do they have It inside them to be successful in the job? Are they a potential flight risk?

Vengreso recently published an original report titled "The State of Digital Selling with LinkedIn in 2019". The report is based on survey results from B2B sales reps across five industries: professional services, technology, manufacturing, healthcare, and financial services. There were some definite surprises when it comes to how reps are (or are NOT) using LinkedIn for business development.

Traditional linear demos are a thing of the past. New research from 67,000+ demos by Gong.io shows that starting with the conclusion - as opposed to ending with it - is one of the keys to delivering a winning demo.  You’ll learn: Why you need to Flip your Demo with today’s prospects What an "Upside Down" demo looks like Simple steps to build and deliver a results-first demo How to make your demo more conversational  

The 7 Habits of Highly Effective People, authored by Stephen Covey, is one of the most inspiring and impactful bestselling books ever written, having sold more than 40 million copies in 50 plus languages, resulting in profound personal and organizational effectiveness for readers worldwide. It’s transformed the lives of heads of state, presidents, CEO’s, educators, students, parents, and millions of people of all ages and occupations who have accessed its principles, paradigms, and processes in their effort to achieve extraordinary results. It continues to guide and propel generations of readers toward change.  

Measuring the impact of learning and readiness initiatives on revenue is the billion dollar question. In today’s uncertain environment, the answer is even more important. Rapidly changing markets, disrupted supply chains, and increasingly knowledgeable customers mean that companies must upskill employees to compete. But the ability to optimize learning—and maximize productivity—takes deep insight into how employees think, learn, and perform, insight which many companies lack. Today, there’s a new breed of platform that combines learning, communication, and collaboration tools with analytics for a holistic view of learning and development’s impact on results. Workforce readiness technology allows organizations to move beyond assessments and scores to understand how to target activities that move the needle.

With highly technical products and a clinical sales approach, 3M needed to ensure that their more than 1,000 sales reps could deliver key messaging effectively. An integral part of their sales process involved reps having in-depth discussions with medical professionals that covered not only product knowledge, but also the supporting science and research.  Download this case study to learn how 3M addressed this challenge and the results. 

Every sales organization has its top performers—the standout sellers who beat their quotas month after month, quarter after quarter, year after year.  

During this program, participants will learn how to search their current connections in LinkedIn to identify who they want to engage, learn ways to help them build and deepen their relationships, welcome new connections into their network, and start more sales conversations.

Depending upon where you are in the world, you may be back in the office or gearing back up to facilitate in-person classes. Or, you may be getting ready to deliver hybrid classes - which have a mixture of in-person and online audiences.

In our last session, How to Accelerate Sales Effectiveness and Build Champions, we explored how to use technology & automation to train sales teams at scale.  

How would your career change if storytelling was your new superpower? 

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

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.  

For businesses to succeed, it's critical to have a plan offering tangible solutions in the event of an economic downturn. While we have staved off the "R-word" (recession) for now, one never knows when the economy will have a downturn. Have a plan and deploy every tactic to not just survive but THRIVE! Learn successful strategies to WIN the war and why there are always opportunities to capitalize on -- you just have to know where to look. Don't let fear stop you from achieving greatness.

But wait .... can we talk about this tomorrow? We've all done it, waited until the last minute, and then we are stressed. The deadline looms, and it's all we can think about - how this issue (that we set up) will ruin our day or week.