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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. 
Are your salespeople faltering with 75% of their prospects and customers? Research shows that salespeople only genuinely connect with 25% of their customers. This means strong customer relationships are rarely built with the other 75%, leaving needs unmet and deals lost.
Funnel looking thin? A bit emaciated? Prospecting is the first activity your reps give up when pressed for time. Any other sales activities feel more important. But when they don’t make time for prospecting, they starve the sales funnel. To refill it, you’re forced to monitor their every activity until you see progress.   
Whether you’re focused on transactional or strategic sales, connecting with your customer is key to your success. The new book Make Someone’s Day is all about creating strong relationships that lead others to say "you made my day!"  That’s something every salesperson and account executive wants to hear because people don’t say that randomly, they only say it when you’ve done something for them, in the right way and the right time, that truly impacts them. It’s important to use this with your employees and colleagues too.
In this webinar, Henry Glickel will discuss the specifics behind the labor shortage for salespeople. Including demographics, the great resignation, generational differences, and how you can step into and find hiring success.
On average, 83% of all newly hired salespeople quit within 3 years while 30% of them quit within just 3 months. One of the biggest reasons that newly hired sales representatives fail is because of their inability to prospect and build a pipeline of opportunities. Without effective prospecting, there will be no sales. Solid prospecting skills thus are of vital importance to the success or failure of any salesperson.
Most salespeople are missing a huge opportunity because they don't understand the power of LinkedIn and Sales Navigator.  
This webinar will teach five specific tools and methodologies they can not only assist in your sales coaching efforts but develop higher performing sales teams. This webinar will illustrate the use of five tools and strategies that have enabled sales teams to become more productive and win more business. 
"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.
A person’s credibility is no different in virtual meetings than face-to-face meetings, yet many people exhibit behavior on camera that undermines their efforts to build trust and calls their credibility into question. Traditional methods of building trust fail in virtual meetings when you are unaware of how the camera (and thus, your customer or team) reads and interprets certain on-screen behaviors. In this session virtual-selling expert 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."
I’ll show you how to teach your sales team to  build the 5 core stories every business needs to attract, engage, and endear high-value audiences. Then discover my ‘Cashflow Content’ system for turning those stories into an endless supply of social media, email, blog, ad, and sales content that converts.
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.
A true webinar experience isn’t just the event itself. It’s everything that happens from concept creation to on-demand archive that determines how much demand and ROI your webinar will generate. To make your webinars stand out from the crowd, it’s time to look at the entire experience through a different lens.
With supply chain constraints, long lead times, and inflationary pressure driving uncertainty, it is more important than ever for your sales team to sell value over price.  Are your salespeople able to drive sales conversations that help buyers discover the full value of your product or service?  Do they ask great questions, uncover compelling reasons to buy, and create urgency to act now?  Are your sales managers coaching your salespeople to get better at selling value?  
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