Did you know that only 1 in 4 North Americans views salespeople as credible in what they say and do? Almost every sales organization attempts to qualify prospects, but they should be giving equal consideration to how buyers qualify (or disqualify) them. It's much more than just price and product.

Let’s be frank: After all these years, PowerPoint still frustrates us left and right as we try to create engaging and effective slides. This session will address the most common problems and failings in the industry standard presentation program and provide practical solutions and workarounds to save you hours of wasted time and trips to Google asking, "Can PowerPoint do this…"

Competencies are often talked about in HR and talent circles, but less commonly in sales. In fact, competencies seem kind of nerdy and confusing to many sales leaders. Should we be teaching sales methodology aligned with sales process, or should we focus on the sales competencies?

Ever wonder How am I doing? Don’t wait for the evals or boss to tell you something’s wrong. Instead, join Becky for a fast-paced hour focused on a diagnostic you can use to assess your virtual training programs. Your learners thank you in advance!  

Wow!  Sales Training and Onboarding Is Tougher Than Ever! How do you address the challenges of high turnover and remote learning New sales reps are unlikely to retain what they learn with repurposed day-long zoom sessions. There’s a better way. Use a modern sales enablement platform to engage your remote teams. You’ll see higher win rates and shorter new hire ramp times.  Join this live webinar to make virtual onboarding and training programs come alive, ramp up retention and close more deals. You’ll learn: How to onboard, train, coach, and collaborate virtually with sales readiness technology How to use mobile, recorded video, and peer-to-peer knowledge sharing to replicate the in-person experience How to speed up sales content creation, build engagement, and reinforce learning How to mine sales conversations at scale for teachable moments and examples of what good looks like

Until last year, in-person, face-to-face training was by far the primary learning modality used to improve leadership and sales performance. The reason for that is not hard to understand—it has simply been the tried and tested way to deliver learning that leads to behavior change and performance improvement. When the ability to deliver face-to-face training was instantly cut off, the need for performance improvement to execute business strategy continued and, in some ways, became even more acute. 

If you haven’t stayed in touch, only 17% of clients return to their original provider for repeat business. These are clients who knew you and once appreciated your value. They’ve just forgotten you. It’s time to dive into your old client list and hunt for new opportunities. Whatever the reason they aren’t engaged with you now, you can win them back.  

Do your salespeople have the right mindset to do whatever it takes to be successful?  With the adversity salespeople face on a day-to-day basis, sales leaders must understand how to coach their team for the resiliency needed to navigate difficult sales conversations.  And while resiliency is crucial to sales success, having the right kind of empathy can dramatically shift a sales conversation.  How strong are your sales leaders’ conversations when it comes to coaching their team for resiliency and empathy?

Struggling to build relationships virtually? You’re not alone. Harvard Business Review confirms that building new relationships is especially difficult in a virtual world. Relationships require certain qualities to grow and flourish, regardless of whether you are communicating face-to-face or virtually. And many of these essential qualities are missing or unrecognizable on virtual meetings and calls. This results in misunderstandings, miscommunication, and missed opportunities for a relationship to take root.

Most economic indicators point to a strengthening economy over the next 12 to 24 months. But is your sales team ready to rise up and reap the benefits of the rebounding economy? Are they able to ask the thought-provoking, forward-thinking questions that create true value- or just describe product and reactively take orders?

Today, more than ever, there is a need to ensure that virtual training works to improve organizational outcomes. Because of the surge in work-at-home arrangements and travel restrictions caused by the global pandemic, most learning shifted to virtual learning without the benefit of careful planning or preparation. This shift requires program owners to design virtual training with desired outcomes in mind and demonstrate that the virtual format works.

Hiring a new salesperson is always difficult - especially in the current job market. But what if your next superstar is already employed by your company? Or what if they're already on your team - just in a different role?  They could even be working in a non-sales role for a business you frequent regularly.

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.

Eric Shinseki, former Chief of Staff of the Army, is quoted as saying, "If you don't like change, you're going to like irrelevance even less." 

Even though they play a huge part in winning deals, most companies’ sales presentations let them down. Prospects have had enough of corporate bull, monologue-mode presenters, and trumpet blowing. And of course, ‘Death by PowerPoint’.

It has been a tough year for salespeople! As we emerge from the peak business impact of the pandemic, it is clear that we are not returning to the pre-COVID normal but to a new normal of Hybrid Selling. 

Webinars do generate leads. People lost faith in webinars as a lead generation source in 2020. They didn’t get leads. Prospects didn’t attend. The problem isn’t the webinar. It’s what you’re doing before, during, and after that’s failing to drive attendance and convert leads.  

Do your salespeople sound great in role play, then fall apart on a sales call?  It does not matter if you have the perfect sales script - scripts only work if you give the prospect their lines and tell them exactly what to say and how to say it.  If you can do that, your salespeople will be just as effective on sales calls as they are in your sales meetings.  Instead of worrying about developing the "perfect sales script," focus on coaching your sales team for conversational fluency.

Sales enablement is an emerging profession that is quickly approaching a crossroads with significant ramifications. Like our training and HR counterparts before us, practitioners of sales enablement face a choice of being viewed as an overhead expense or an essential business partner that provides value as a critical piece of the organizational growth engine.  

Does your business need a mantra, a purpose, a kick-ass marching order to motivate your team? Draw in like-minded people, hire only great fits to your company, and learn a lot about yourself in the process.  Ron will share his extraordinary system in building the best purpose statement on the planet.

Organizations in the top tier of employee engagement outperform their peers by 147% in earnings per share and have a 90% better growth trend than their competition. However, only 36% of U.S. workers are engaged, which means the vast majority sleepwalk through the day giving you zero discretionary effort. 

PowerPoint has a wonderful new presentation option called Live Presentations. You can share a deck with your audience and they can each have a personalized experience with subtitles, multi-language translations, reactions, and feedback. It’s a terrific way to share content, whether remotely or even in-person.

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.

If you're not yet where you want to be in your life and career, what's holding you back? Most of us know the steps we need to take to move up to the next level, but often something gets in the way. And quite frequently that's obtaining "permission" to succeed. The hold-ups can come from many sources; let Dr. Cindy McGovern help you navigate these internal channels, and challenge the inner voices that govern our lives. Whether your biggest goals are professional or personal, Dr. Cindy's strategies will make your permission mission a successful one.