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  

Flourish Virtual Conference Sessions

As companies calibrate the balance between remote and in-office work, company cultures may be facing their greatest challenge in generations.  

Four critical fears have proven to be the greatest barrier to improved sales performance. Our experience has shown that leveraging personal power is, by far, the most important factor in addressing the Four Fears and ultimately determines success. Personal power is the single biggest "make or break" factor in performance for any career, sales or otherwise!

We all know video is powerful for individual learning. And, we all know culture is powerful in creating organizational agility, continuous learning, and employee engagement. But what happens when you put the two together, and start using video as a lever to move the culture?

Belief drives behavior! Success in sales doesn’t just happen because someone follows a mechanical set of process-driven rules. It begins within the head and heart of the salesperson. The challenge today is that most sales managers aren’t equipped to understand or address these internal drivers/barriers, much less engage in a meaningful conversation about them with their reps. Unfortunately, that can lead to sales leaders to ignore the emotional side of selling and end up with an anemic sales team or a revolving door of talent. 

How well are your B2B organization’s sales and marketing behaviors, practices and processes reliably and sustainably producing required outcomes? Are you mired in chaos, spending lots of time getting little done? Are you like most companies, achieving just average results and not knowing why? Or are you among the few that are kickin’ it?

Sales manager and sales leader jobs are similar, overlap, and are often conducted by one person. Yet there is a huge difference between a typical sales manager and the ultimate sales leader. The sales manager’s position is largely daily management including coaching and directing the sales team. On the other hand, sales leadership is long term, focusing on strategy, planning, making future, long-range decisions. The successful sales manager must grow and eventually transform to a sales leader who can execute both jobs together.  

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. 

Two kinds of people dread weekly one-on-one’s: salespeople and sales managers. Guess what? That’s everyone! When one-on-one’s are done well, however, they are the the single most powerful tool in delivering high performance.   

How does an organization unify a geographically and culturally diverse sales organization around common sales skills, behaviors, and languages? In this webinar, discover how Waste Connections, a leading 29-state solid-waste handling services provider on a quest to gain market share, recently built a more cohesive, skilled, and productive field sales organization.

94% of buying executives expect salespeople to have business impact discussions with them. But only 19% of salespeople are effective at this.

The makeup of today's sales organization can span up to four generations.  Engaging sales professionals across this spectrum requires a blended training approach, and new thinking about the content we develop and the modalities we use to deliver it.    

We all know coaching is important. We all know it can make a huge difference. So why aren’t you seeing more results from your team, for your coaching efforts?

Building the right sales compensation plan can be confusing.  Sales compensation has numerous unique words, practices and solutions.  But the fundamentals are known and the classic challenges have some great tested solutions.  

When sales opportunities grow into huge whales, the group of stakeholders usually grows too. Your job gets harder with more people at the decision-making table. Every extra person, team, and department can slow down the sale (at best) or has the chance of running it off the rails (at worst).  

Hired and fired! It’s the revolving door of hiring salespeople and firing them 90 days later for poor performance. It’s as if there is an affliction turning rock star sellers into bumbling fools during their first three months with companies.

The toughest thing for sales people is to ask questions and REALLY stay silent. They just talk too much and sabotage a sales person’s success. Sadly, most sales people are not aware of this as prospects and client typically don t share this. This webinar will teach creative ways to build great sales people who ask consistently open-ended questions, actively listen, and DO NOT TALK TOO MUCH!

"But I’m not in sales." We’ve heard it before, and we’ve even said it before. But here’s the thing: You are. We all are, so we’ll address it head on to show you why the word "sales" isn’t what you think it is.  

It’s become cliche to call the B2B buyer journey more complex and challenging than ever before. But that doesn’t make it untrue or less significant for sales enablement leaders.

Sales managers have a big job but they need to remember that reps do the heavy lifting. The key is to create an environment where the reps are prone to success. In this webinar, you will learn about three critical (and low-budget or no-budget) tools to help your reps become the best they can be. By helping them set goals, stay focused on the most important aspects of the job and get emotionally engaged, you will ensure your own success as a sales leader.

Sales coaching desperately needs help: sales managers average only 10% of their time coaching, 50% of new sales managers fail in two years, 65% of sales reps miss quota, turnover for many sales forces is 20% or more. The culprit is not the sales manager but methods and training to improve performance. The new gold standard for high-achieving sales manager has arrived with, new skills and, strategies:  in book format, comparable workshops, and this SMM webinar. 

Key problems for every sales manager are (1) managing performance of 5-10 "Lone Ranger" salespeople with different territories, varied skill levels, lack of proximity and (2) finding time to manage top priorities often lost in an excessive workload. The challenges of mixed activities, high work expectations, a chaotic environment loaded with interruptions sucks up time and creates performance obstacles. The ideal solution lies in two exclusive strategies found only in our new book format, comparable workshops, and this SMM webinar.

PowerPoint graphs and charts are an excellent way to show information visually, allowing an audience to see the trend or result straight away.