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Everyone wants good sales coaching, but it\'s not easy to get stakeholders aligned on how to do it. Where\'s the disconnect, and what can you do about it? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn important insights from the new 2019 State of Sales Coaching survey. Our speakers will compare survey responses from sales reps, managers and sales enablement pros to uncover:
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Why do executives test and screen professional salespeople? How can your salespeople circumvent that process and develop trusted advisor level relationships with those executives?
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94% of buying executives expect salespeople to have business impact discussions with them. But only 19% of salespeople are effective at this.
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Management can be, well, difficult to manage. In too many organizations the term itself is a synonym for unnecessary paperwork and uninformative meetings, conjuring an image somewhere between befuddled bureaucrat and dominating parent. But the real function of management - it\'s highest function - is to keep the organization on track, constantly adjusting resources, activities, and priorities so that the highest priority outputs are delivered despite significant, unforeseeable changes along the way. If you\'re running a management team you need everyone working together on your higher-level goals, not creating silos and arguments among themselves.
State of sales coaching 2019.pdf   adobe acrobat reader dc 2019 02 01 12.46.49
High-quality coaching requires not only effort and collaboration between sales managers, reps, and sales enablement professionals, but also agreement on coaching effectiveness and best practices. Without agreement, it’s hard to make improvements and drive increased sales success. To find out how these stakeholders feel about coaching effectiveness, we surveyed nearly 300 sales reps, managers, and sales enablement professionals, asking them fundamental questions about their perceptions and preferences. While we found alignment in some areas, reps, managers, and sales enablement leaders differed in their opinions about coaching quality, coaching needs, and even the impact of coaching on results. Left unchecked, differences between key stakeholders on coaching quality and value can pose a significant risk to revenue goals, and even threaten the relationship between reps and managers. Click below to download and learn what the data showed, what it means, and how you can use this information to improve coaching efforts at your organization.
Iterate by ed muzio   preview   chapter 1.pdf (secured)   adobe acrobat reader dc 2019 01 31 09.00.21
This preview chapter will allow you a peek into this guide to the iterative organization, the only kind of organization that can learn and adapt fast enough to keep up in today’s world. For anyone running a team of managers, or advising someone who does, it describes the fundamental behaviors that create iteration, explains how to implement them, and includes videos and online assessment to get the process started. Iterate defines what management really is and helps readers create a fast, flexible, focused management team that does it well. Ed Muzio, award-winning author, CEO, and “one of the planet’s clearest thinkers on management practice,” provides a research-based blueprint for a management team that will take the next best step for the organization in any situation. This book enables senior leadership, front line and middle management, and human resource executives to equip their teams with both knowledge and practical skills so that they not only understand their own purpose but also perform that purpose well amidst ever-changing conditions. Iterate will help readers create measurable business results on any management team, of any size, in any industry where complex work and frequent change are the norm. Click below to download this preview.
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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.
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Most sales training ILT has never been effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.”
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Companies spend around $90 billion dollars annually on non-cash incentive programs.  Yet, even among the most admired companies, satisfaction with recognition is almost always among the lowest rated items on employee opinion surveys.  With so much investment, why is there so little return? 
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According to research done by the Bridge Group, annual turnover in sales positions ranges from 20% to 34%. A recent study by the Society of Human Resource Management estimates that every time a business replaces an employee, it can cost, on average, 6 to 9 months\' salary. This means that for a sales representative making $40,000 a year, it might cost $20,000 to $30,000 in recruiting and training expenses to replace them if or when they leave.
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With Facebook\'s publicity struggles, LinkedIn is finally hitting the mainstream. The effects of Microsoft\'s acquisition of LinkedIn two years ago are beginning to appear and LinkedIn engagement is skyrocketing.
Ww
The following excerpt is from "A Practical Guide to Getting Sales Teams to Prospect," by Wendy Weiss, The Queen of Cold Calling™ In The Feeling Good Handbook, Dr. Burns lists "Ten Forms of Twisted Thinking" that occur when people are depressed. My years of training and coaching sales professionals have made it clear that people who are not depressed can fall into these twisted ways of thinking, too — and many, many sales professionals, unfortunately, employ "twisted thinking" when it comes to prospecting. Click below to download this excerpt and for the link to download the complete eBook
Flourish
Branded currency plays a critical role in a merchant’s marketing mix and customer retention strategy. Gift cards, points, loyalty, rewards and promotional value all help merchants expand their market share, reach new corporate customers and retain those customers. As branded currency continues to evolve and promotional and loyalty programs grow more complex, merchants are increasingly teaming up with specialized prepaid card companies to turbocharge their B2B gift card sales. From basic fulfillment to lead management and fraud prevention, this guide is designed to walk merchants through the considerations of setting up and launching a successful B2B gift card program.

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During this webcast for specific strategies will be taught illustrating coaching strategies that drive talent and how that talent improvement can save organizations money. Often, coaching is viewed as this extra item managers should do time permitted when in fact coaching is now being realized is a great talent and retention tool along with tremendous financial benefits.
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Ongoing sales research repeatedly tells us that modern buyers want something different from sales reps than they’re getting today. Yet, for the most part, sellers continue to do the same old things they’ve always done. This does not bode well for 2019, which is right around the corner.  
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The end of the year is a traditional time to recognize employees, but how you recognize them will define the difference between boring and exciting, between ineffective and engaging, and inspire greater performance in the coming year.  Join Dr. Bob Nelson, multi-million copy bestselling author (1501 Ways to Reward Employees, The 1001 Recognition & Rewards Fieldbook+) and the world\'s leading authority on employee recognition, rewards and engagement to discuss creative ways you can recognize your employees this holiday season that goes beyond a glass of eggnog at the holiday office party. 
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As a sales leader, you rely on your forecast data to be accurate. As a salesperson you feel providing sales data doesn’t help you sell, and is extra “paperwork.”  So the forecast data is typically incomplete, inaccurate, or irrelevant.   
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If you are not getting leads off LinkedIn, you are not using it properly. LinkedIn has over 400 million business professionals on their platform that can potentially help your business. On the other side, if you are not using a sales automation tool to reach out to the leads you get from LinkedIn, you are wasting hours a day that could be spent closing sales..
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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. 
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PowerPoint graphs and charts are an excellent way to show information visually, allowing an audience to see the trend or result straight away.
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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.   
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You can keep taking your best guesses on how best to engage your team, your bosses and your customers ... or you could understand the science behind what really makes the difference. The science of the brain is the cutting-edge of the art of management. The Neuroscience of Engagement webinar shares insights and strategies that help us raise our game.  
18 ways to improve sales training with video white paper.pdf   adobe acrobat reader dc 2018 10 15 12.27.44
How to use video in your sales enablement practice to help your reps ramp up more quickly, sell more efficiently, and share best practices more easily. Click below to download this Whitepaper.
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It’s the common sales manager’s nightmare: your salesperson comes in with a “great opportunity,” but the customer needs a massive discount.
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