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.

Flourish Virtual Conference Sessions

Modern, enterprise B2B buyers have no tolerance for "Jedi mind tricks."  And as professional, consultative sellers, we shouldn’t want to foster an environment where we "overcome" our buyers’ "objections." Could anything be less consultative and more combative?

Why do executives test and screen professional salespeople? How can your salespeople circumvent that process and develop trusted advisor level relationships with those executives?

This 7 day program is comprised of a live webinar and 7 day follow up course designed to help you sell value and avoid price objections.

Why do executives test and screen professional salespeople?  How can your salespeople circumvent that process and develop trusted advisor level relationships with those executives?

Why do executives test and screen salespeople?  How can your sales teams circumvent that process and develop trusted advisor level relationships with those executives? 

Now more than ever, sales managers and company leaders must step up to better equip the sales team with more coaching and direction to lead their reps on the front line to bigger success.  In a "work from home" or even a partial remote work world, the sales team in particular needs a framework where sales reps are accountable and leaders really need to lead. It's not about taking what you did in your office and simply virtualizing it - it is about creating new best practices based on the long accepted training idea of repetition and reinforcement. 

Why do executives test and screen salespeople?  How can your sales teams circumvent that process and develop trusted advisor level relationships with those executives?  

What good does it do participants when the trainer shows he/she can do it? The real measure of impact is whether the lesson is caught and applied by the audience. Breakout rooms are a tool to help you facilitate peer learning and make your job as a trainer easier. Becky’s rule of thumb is never do for participants what they can do for themselves—even in a virtual classroom. The more active they are in their learning, the more they remember and ultimately apply.

Let’s face it: many mentoring programs work more in theory than in practice because neither mentors nor mentees are held accountable for results. At SuccessFactors, we took a different approach. Responding to long ramp times to quota and high attrition rates among new sales reps, and realizing managers were too busy closing deals to provide needed 1:1 support, we simply hired mentors.

Persuasive presentations are the foundation of many sales teams. Yet most sales presentations are BORING! Ellen will show you how you can be persuasive without being salesy! Discover simple techniques that everyone can learn, based on solid research.

With respect to other positions, hiring salespeople is different, isn’t it?  Hiring a top sales performer is like looking for an Olympic athlete in a sea of weekend warriors. Often, candidates excel at selling themselves during interviews, but fail to sell enough of anything else after they’re hired. You need to get sales hiring right, and there is a better way. If you hire salespeople or support the managers who do, this webinar is for you.

A high-performance sales culture is built strategically by building a high-performance team. At the core is building a sales talent pipeline that ultimately leads to building a strong team of A players who achieve revenue results - essentially, your company's competitive advantage. 

If your sales team has not been trained on the latest features and techniques, then they are at a competitive disadvantage. Social Selling is no longer a cutting edge practice. LinkedIn is 13 years old! Many salespeople are now driving a significant percentage of their pipeline through outbound social networking and posting content to attract buyers. According to Forbes, 78% of salespeople using social selling techniques outperform their peers.

Sales continues to change as we continue to learn more about the new normal. In fact, some companies are trying to figure out which channel will move the needle with their sales growth in 2021. How will your company adjust its sales approach? What channels will be the most effective?

According to CSO Insights’ 2017 Sales Manager Transformation Report:   "Sales transformation is a growing trend, but sales performance is not improving... Clearly, something is missing."  

Have you ever heard that Eskimos have multiple words for "snow?" That’s because it’s so much a part of their world and the different types of snow may have different consequences for them. In Sales Enablement, we have the opposite problem with "content." We toss around the word "content" a lot, but it means different things to different people. And yes, there are multiple types of content, each of which has a different potential impact on sales performance. Why not maximize them all?  

We all see the analyst reports about how few reps meet quota. We all know that buying and selling is changing and requires a new approach. And we all know, don’t we, that our reps spend way too much time product pitching - when prospecting, in discovery, and even in solution dialogues.

AI is changing the world. AI in sales is changing the way managers coach. Using AI managers get a deep insight previously unavailable to them for their coaching efforts. With insight from AI managers can craft the exact coaching to match the person and the skill development need. With AI managers can coach selling skills better in less time. 

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.

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.

A recent study from the Lenskold Group/Pedowitz Group identified that companies in which marketing plays a role in revenue production, these companies are outgrowing their competition.  Are you outgrowing your competition?  2013 is the year for you to forget what you think you know about the role of marketing in revenue and embrace a new concept called Revenue Marketing.  In companies in which Revenue Marketing is used, marketing contributes up to 90% of the pipeline.  So if you’re heading into 2013 and you need a little help on growing top line revenue, marketing may turn out to be your secret weapon.

There are several types of executive presentations required throughout the sales process.  Buyers may require your team to provide an introduction to your organization or perhaps a closing presentation.  It is critical to inform, educate and, most importantly, provide value that will further the buyer’s journey. The goal of this webinar is to help you and your team execute quality presentations.