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Executive Impact: C-Suite Selling with Executive Presence

Executive Impact is a new two-day workshop that combines the pragmatic effectiveness and proven outcomes of two leading programs: Selling at the Executive Level (SellXL) and Executive Presence.

Get to SOLD: 4 Steps to Facilitate Consensus and Close More Deals

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).  

How to Implement a Sales Methodology So It Sticks and Delivers Results!

Do any of these statements sound familiar? “We need our reps to do better discovery! Let’s do a refresher training on that.” “Our reps need to shift from a product-focused transactional selling to value-based consultative selling.” “Why do we need to train our reps on qualification again? We just did a session at SKO?”

6 Simple Steps to Get Radical Results from Sales Coaching!

Everyone seems to recognize that sales managers should be coaching. But how? What exactly should they do to maximize their limited and valuable time to get the results they need?

Using Sales Playbooks to Win Deals

Surgeons and pilots save lives using checklists. How can you use sales playbooks to save deals and help your team achieve their goals? How many lives were saved using checklists?  What mistakes do B2B salespeople often do?  How about sales managers - what mistakes do they repeat?  How can a checklist prevent common mistakes and help us sell more?

How to Use a Forecast for Sales Coaching

Often, salespeople will alter or fudge their forecast to present to upper level management. This never ends well. This webcast will teach managers how to coach using forecasts by their sales team members to identify performance opportunities and ultimately to help each sales team member become more honest with themselves. This webcast will teach five specific strategies of how a forecast can lead a sales manager to understanding each employee\'s strengths and areas of opportunity to improve.

Recording: Five Keys to Rapid Funnel Growth

Building and maintaining a qualified funnel large enough to consistently make plan is a challenge for many sales reps and their managers.  

Three Counterintuitive Strategies to Build a Coaching Culture

You want your managers and leaders to coach more. You know coaching is a foundational skill, one that drives both engagement and impact. When you have a successful coaching culture, teams are stronger, and results are better. But if you\'re like most organizations, you\'ve struggled to get your coaching culture to flourish. In this session, you\'ll roll up your sleeves and blow up some of the old rules. 

Managing Change Primer: Change Management at the Core of All Complex Sales Efforts

70% of all change initiatives fail and 16% of a workforce will change their job or use their power to stop change.  Talk about major disruption with no benefit.  To fail and lose 16% of your workforce while being unsuccessful is a pretty scary proposition.  For sales professionals, ultimately you sell change through offering a new environment with the solution or product you offer.  

How to Build an Email List That Converts

If you don’t have a good email list, you can’t build your sales funnel. A good list will convert 22% and greater, generating replies and setting the stage for appointment setting. A bad list can result in response rates as low as 0% - and worse, being blocked from sending emails.

10 Tactics to Become a Master at Consultative Sales

People don’t want to be sold—but they do want help fixing their most pressing problems. Becoming a master at consultative sales will help you earn prospects’ and clients’ trust faster and easier.

Practical Facilitation & Negotiation for Sales Professionals: Moving the Sale Forward and Closing Efficiently

Professionals lose 31 hours per month in unproductive meetings or approximately four days per month.  This figure makes it pretty clear, we need to improve meetings.  Meetings are critical to getting things done so we just can’t stop meeting.  Almost all meetings and anything critical to change in a business involves negotiation.  The problem with negotiation is once that word comes up everyone thinks competition and win at all costs, which is completely wrong on every level of business.  

Selling to the C-Suite - Second Edition

The first edition of Selling to the C-Suite was an instant classic. Based on 10 years of empirical research with more than 500 global CXO-level executives who were asked about their relationships with professional salespeople, it revealed why some salespeople gain trusted advisor status while others get the ejector seat. The first edition became a sales best-seller and has already had a major impact on the sales profession.

The Power of Discovery for Increasing Win Rates

Depending on which sales research you’re reading, Win Rates hover under 50% and No Decision rates vary greatly from 25% to over 50%. The bottom-line? We can do better. And many of us need to make our number.

Selling to Value: Discovering Beyond Stated Needs

It is a fact—you can’t move from a needs-based selling proposition to a value-based proposition without knowing how your customer creates value. Unfortunately, most salespeople don’t have a clue how their customers create value, or what questions to ask about the value creation process to uncover hidden needs. In this session, you will learn what your salespeople need to understand about the customer’s value chain, and how to uncover the hidden needs in order to improve that value creation process. As a result, your salespeople will be able to create greater differentiation and generate higher win rates.

Three Sales Coaching Strategies for Underperforming Teams

If sales managers, who have underperforming teams, should have teams with a minimum of 70% of their team hitting the goals, anything less is not acceptable. An overall goal does not dictate that a team\'s performance is improving. This webcast will teach three specific sales coaching strategies for underperforming teams.

Emotional Intelligence Fundamentals for Sales Professionals: EQ Trumps IQ for Sales Success

You may be familiar with IQ, which measures your cognitive intelligence.  But has anyone ask you about EQ or Emotional quotient? What is EQ? Emotional intelligence is your awareness regarding your actions and feeling, including how they affect the people around you. Successful sales professionals have a VERY HIGH EQ. They understand how to work with people and work within situations.

Secrets of Successful Distribution Channel Incentives

Distribution channel partners have their own priorities. Getting their time and attention can be an enormous challenge. But if your success depends on distributors, dealers, agents or retailers selling your products, engaging these channel partners is mission critical.

Help Your Sales Team STOP Overcoming Objections (and START Resolving Concerns)

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?

Want Results from Your Sales Training? Design for It

If it is true that many organizations spend $10 - $12 thousand on hiring individuals and only $2 thousand per year on sales training, that means that what organizations do spend on sales training needs to count. Making sales training and enablement count requires program design that aligns with the needs of the business. 

Are You Managing or Leading Your Salespeople? Three Keys to Driving Sales Performance

Sales manager leadership has the single biggest impact on salesperson performance, as long as it is the right type of leadership. Sitting down with your salespeople every month to review sales results and revenue is like only looking out the rearview mirror when driving. Effective sales leadership is not just looking at where your salespeople have been but where they are going.  

8 Ways to Get More Sales Out of Your Marketing Leads

You’ve mastered marketing campaigns, but there’s more to email, events and digital marketing if you want to drive sales qualified leads. It’s time to elevate your marketing and sales approaches to convert those marketing qualified leads into the sales pipeline. 

Leading Your Sales Team: Are You Ready? Are You Prepared?

Nearly 60% of companies face leadership talent shortage which impedes their performance and over 50% of first time managers FAIL.  There is a very big difference between a leader and a good leader.  There is a HUGE difference between a good leader and a great leader.  Sales organizations need to learn that what makes a successful individual sales professional doesn’t make a successful sales manager. No matter what, leadership involves preparing, improving, and growing your skills continuously.   What worked leading your team, group, department, company or sales cycle this year could very well be completely ineffective next. 

The 10 Building Blocks of Sales Enablement (and a Look to the Future)

Seven analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In dozens of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives.
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