In this webinar, we will explore how to develop a branded customer experience that enhances the perceived value of your company, while impacting revenue.  Specifically, you will learn the risks you face when your customer experience does not consistently meet customers' expectations, the key ingredients to every customer experience encounter, and the areas that are crucial to transforming your customers' experience with your brand.  We will leverage this understanding of the customer experience to go beyond the expected and deliver an experience that enhances value and provides for additional revenue opportunities.

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.

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.

This webcast will discuss the importance business acumen plays in the world of selling. After all, knowing your customers and meeting their specific needs has never been more important. On top of that, customers have higher expectations than ever before. If your sales team isn't meeting the client on their level they miss a chance to strengthen the relationship.

The standard, oral sales proposal is dead. Salespeople know it, and they're increasingly turning to different presentation approaches as a result. But no matter the platform, it's easy to forget that the content you develop isn't just about you - it's about your audience...their pain points, requests, questions, you name it. We know that prospects who receive tailored content are 40 percent more willing to buy. So, how can you develop a personalized proposal that will make every client feel like a big deal? 

Coaching is one of the highest leverage activities a sales manager can undertake in driving the performance of each individual on the team. Yet managers face two huge challenges, finding the time to coach, leveraging that time effectively with everyone in the organization. Too often, managers think "Coaching" is something separate from day to day business management. In the daily rush to focus on the business, coaching gets lost, ultimately rarely done or rarely done effectively.

For years, marketers have managed corporate social network accounts (i.e. LinkedIn, Twitter, Facebook,...) for branding purposes. Now, leading companies like IBM, ADP, and Hewlett Packard are going one step further. They are teaching their sales people how to leverage their social networks to generate high quality leads. The reason is simple. As B2B buyers rely more and more on social networks for purchasing decisions, successful sellers are sharing valuable content to position themselves as experts and attract buyers.

  In nearly every organization, leaders are being held accountable to do something they cannot do-motivate others. Leaders can't motivate people, because people are already motivated. The question is not if a person is motivated but why.

Studies have shown that salespeople can improve their performance by more than 50% by using the skills of Versatility. Versatility allows salespeople to adapt their selling approach to the customer's buying approach, maximize their social selling capabilities, and create a more engaging customer experience. 

Your top producers consistently make their goal every year. Imagine what your sales would be like if everyone on your team joined that elite group.

Problem: Research shows that effective sales coaching can dramatically improve the performance of sales teams - in some cases driving up revenues by 20% or more. But all too often sales organizations find it challenging to develop a sales coaching program that's embedded in a coaching culture.  

Sales manager coaching has the single biggest impact on salesperson effectiveness. Unfortunately, sales manager coaching is at an all-time low, resulting in as much as 85% of sales skills never being used to drive sales performance. Why are the majority of sales managers ill-prepared to coach and support salespeople?

OK. Your company's Social Selling strategy is set and Marketing is on board to supply content. Now, what is the modern sales manager supposed to do on a daily basis to get the most out this new sales approach? Join us to learn ten tips to help sales managers maximize their team's social selling success.

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.

Annual performance reviews are a given in business. What is not a given is timely and meaningful feedback throughout the year. Yet research shows that providing ongoing feedback in smaller chunks, while situations and circumstances are still fresh in the employee's mind, is more effective than a one hour meeting once per year.

Research indicates that sales managers have the single biggest impact on the use of new skills to drive salesperson effectiveness. Unfortunately, the majority of sales managers feels ill-prepared to coach and support salespeople on the skills they learn in sales training efforts. This webcast will show how our best practices for the first 90 days after sales training as a critical period to translating new sales skills into sales performance. During this session, you will learn about our process of supporting learning transfer and be able to audit your own sales coaching efforts against this learning transfer approach.

The common sales manager nightmare - your salesperson comes in with a "great opportunity," but …the customer needs a 10% discount. Why does this happen so often? Because your salespeople only know how to bargain ("He wanted a 20% discount but I talked him down to accepting only 10%")! What we really want salespeople to do is negotiate in a way that is respectful of the customer and the value they seek, while keeping in mind your company’s pricing and strategy needs.

In Q1 and Q2 the LogMyCalls Conversation Analytics engine analyzed millions of calls across dozens of industries. This data was analyzed using speech recognition technology and hundreds of thousands of proprietary algorithms. We extracted data about caller lead score, conversion rate, missed opportunities, sales skills, and even caller confusion and frustration.

Improving performance of the sales team is likely the most difficult task any sales manager or trainer faces. The pace at which we work and the amount of information needed on the job is overwhelming. Traditional methods of training just don’t work. Join experts from Sales and Marketing Management (SMM) magazine and Brainshark to learn how to turn training from a one-time event into a continuous journey that leads to increased sales.

Sales people hate to role-play. I hear all the time, but what if there were a way to get your sales team practicing consistently ultimately driving performance and revenue up? This webinar will teach 7 strategies you can deploy to drive greater acceptance of practice sessions and skill development.

Are your salespeople standing out in a crowded marketplace? Do they know how to differentiate on value or do they rely on discounting to close sales? In the quest to discover value as defined by the customer, salespeople diligently ask the customer questions to identify a need they are trying to solve! All salespeople know this, so they come up with the same list of needs and therefore the same expected solutions.

61% of B2B marketers send all leads directly to Sales. Yet, only 27% of those leads will be qualified. And, only half of the qualified leads are ready to buy. Too many companies are wasting valuable sales time. Generating leads is easy—finding great prospects is harder.

Dave Stein maintains that there are three reasons salespeople lose business. First, they haven’t properly qualified the opportunity. Second, they don’t have a formal plan to win. The third reason is that they are simply outsold.

Times have changed. Contacting prospects and even established customers continues to get harder and harder. So how can anyone expect a sales person to be successful? During this webinar learn how you can use LinkedIn in ways you have never used, Google services that make gaining referrals easy, etc. This webinar is dedicated to teaching innovative methods and coaching strategies to drive Unlimited Referrals.