All too often sales leaders in organizations tend to focus on the people who are not producing sales when their most valuable talent is really the most marketable asset they have. With this webinar will teach how to maintain engagement and accelerate top performer’s sales ability and career development. 

50% OF WORKERS SAY anxiety negatively affects their performance. 75% SAY most stressful part of job is immediate supervisor. 60% OF ORGANIZATIONS plan to address anxiety & well-being in the next three years

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.  

Attend this high-energy, interactive webinar and get the top five practical marketing and sales techniques successful organizations use to eclipse their competitors. Use one or more to increase sales and revenue.  

Prospecting changes constantly. Nothing works forever. The tactics constantly evolve. What's on the horizon this year and what should we keep an eye on?

In an increasingly hybrid sales environment, virtual selling will never be optional again. Even seasoned sales reps need to learn new skills to succeed. According to McKinsey, 80% of B2B buyers prefer remote selling over in-person. 

This webinar will teach conversational skills that can expand sales performance and results. Sales has so many situations that sales reps need to be ready for; therefore, it's imperative that reps are conversational ready. Often success can be attributed to product knowledge or relationships when in fact what we say, how we say things and when we say things can often deter or accelerate the sales process.

The days when a salesperson could close a sale with a "feature dump" presentation and win the sale are long gone. Unfortunately, many salespeople don’t know there is an alternative. They know they need to talk about "value" but how to do so isn’t as obvious.

How many sales are lost to the competition because they got to the real decision-maker first? How many sales stall because salespeople get stuck with individuals who ‘recommend’ but cannot ‘decide’? Probably more times than salespeople or their sales managers’ like to admit! 

During this Sales and Marketing webinar, Allan Schweyer, the Incentive Research Foundation’s Chief Academic Advisor will present highlights and insights from the IRF’s new study, The Psychology of Points. Allan will discuss how participating in points programs increases employee engagement, intrinsic motivation, and identification with the organization. He will relate his findings to current workplace conditions and to foundational theories of human motivation to provide practical guidance on how to design and implement a successful points program.

This webinar will teach specific methodologies to building a sales coaching culture that enables sales teams not only to be successful but produce a succession plan and future leadership successfully.   

A healthy pipeline begins with quality prospecting. However, it’s one thing to have an identified prospect in front of you. It’s another thing entirely to have a qualified prospect.

Where do your sales managers focus their coaching attention?  Are the "problem children" on your sales team getting too much attention?  Chances are, your sales managers are not investing enough time coaching salespeople in general.  And if they are, they may not be spending enough time coaching the high-performing and high-potential salespeople on your team.  Instead, it is often the low performers who steal all the time, energy, and attention from your sales manager.  However, the payoff from focusing high-quality coaching on high-performing and high-potential salespeople can be enormous.

Video can bring people together but it can’t create a meaningful or memorable encounter that drives results. That requires a unique skillset. Luckily, screen actors, television reporters, and other on-camera pros have unlocked the secret to creating personal relationships and memorable experiences with a virtual audience. In this session, actor and sales author Julie Hansen shares the must-know secrets from her new book, "Look Me In The Eye: Using Video to Build Relationships with Customers, Partners and Teams."

Sales leaders know their teams need enablement. Sellers need onboarding to get up to speed, personalized coaching to continually improve, and access to the content and tools that will help them drive deeper buyer engagement and hit their targets.

It’s no secret that B2B buyers have higher standards and expectations for each sale they’re involved in. And their attention is short and fleeting. This makes each touchpoint all the more important. 

Technology is rapidly evolving in current times and businesses must keep up with the latest innovations to ensure they can retain and grow their customer base. As your business gets more advanced, it is important to ensure your customers not only understand but are able to adopt these changes as well. 

"Hybrid" is the word that describes the unpredictable environments required to present your sales demonstrations. As you navigate the changes occurring in workplaces, you may have felt unprepared for handling a physical audience along with a virtual audience. Have you ever discovered that a key buyer was at the conference table at the conclusion of your sales presentation? Have you been caught flat-footed when asked to present virtually to an on-premises team? Have you found it difficult to engage both the face-to-face and virtual audiences at the same time?

One-way facilitation, where virtual trainers ask one question and move on to the next subject, is like the - Hi!, Hello, and Good-bye!" - conversation. The virtual trainer signals to the learner that the learning is bound to be shallow, most likely lacking depth, expectedly boring, and possibly a total waste of time.  For virtual learners to be engaged, we need to facilitate penetrating and in-depth conversations. We want learners to be glued to your session - all ears, excited, and anticipating the end of the session so they can quickly apply ideas.

Spend a week with high-performing sales professionals and you’ll find a common theme. They plan and intentionally invest in the right prospects, clients, and sales activities. They’re both strategic and tactical, and they over-achieve in their sales results.

In an environment of nonstop meetings, there are few tools as indispensable as the icebreaker. If you’ve tried to run meetings with Zoom, Google Meet, or other video conferencing software, you’ve probably noticed screens can impose a distance that is challenging to overcome. When participants don’t feel engaged, meetings are less productive. But when you deploy the right icebreaker at the start of your virtual meeting, you help participants get mentally in the room, connect with one another, focus on a common goal, and  get energized to contribute.  

During this webinar, five specific strategies will be taught to help sales organizations launch sales coaching practices for success in 2022. Sales coaching is not a new industry or endeavor, rather due to recent times the practice of sales coaching has dramatically changed and provided unique opportunities.

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.

Work as we know it has changed. Forever. In order to thrive, organizations must re-invent themselves and embrace the new normal. A Top 200 Global Thought Leader to Watch in 2021 and author of the newly released book, Remote 101: The Secret to Engaging Virtual Workers, Jill understands how organizations operate, and what they need to do to attract, retain, and engage employees. Are remote workers incredibly productive? Yes, but they also say they feel unsupported and disconnected. The companies that will come out on top are the ones which create and execute a strategy to effectively manage remote workers, and the new hybrid work environment.