Dave and Mike discuss the common sales leadership sins that destroy sales performance, damage the sales culture, and drive away top-producers. They also offer the recipe for creating and sustaining a healthy, high-performance sales culture that every organization craves.

Managing multiple locations and their regional/territory teams requires a unique set of leadership skills and strategies. Join us to learn five key practices of how to lead from a distance effectively. Drawing from our recent national retail industry research study, we will explore the leading practices learned from surveys, interviews, and observations of some of the most productive and profitable multiunit managers on the planet.

We have all heard the closing lines: "What will it take to get you to sign today?" or "Would you like 5 or 10 in the initial order?" or even "We have a special offer, a 15 percent discount, but only if you will commit to signing now." Yet, we all know the gimmicks don’t work—and they certainly don’t lead to lasting customer relationships.

The sales industry is undergoing enormous change. The evolution of the Internet as well as innovations in multi-media and technology have altered the buying journey, forcing B2B sales organizations and salespeople to change how they pursue and win business. For sales leaders who take great pride in building and leading high performing sales teams, there is no greater need that hiring talent who can thrive in these conditions.

Microsoft’s acquisition of LinkedIn for $26.2 billion is one of the largest tech acquisitions in 20 years. The acquisition of the world’s largest social network for business by the world’s largest software company is bound to have far reaching effects for many decades.

Expert selling strategists and "Beyond the Sales Process" authors Steve Andersen and Dave Stein reveal what decades of experience and deep research have taught them about how societal and technological changes are dramatically changing how we need to relate to and engage with our customers and every prospect differently.  In this segment we learn that if we haven’t already evolved, we are already caught behind the curve! Fortunately, they also show us the strategies our sales teams need to adopt to get back out in front.

It's the goal of every salesperson: getting access to senior client executives - the C-Level decision makers responsible for approving top-dollar deals.  Leaders at the highest corporate levels don’t always avoid sales pitches; in fact, they often welcome them, provided the salesperson approaches them the right way.  But how?  

An effective learning management system (LMS) engages your workforce, reduces training costs and elevates skills to maximize productivity. But if your system isn’t optimal, it’s not delivering these benefits.

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.  

If you're a busy mentor, trainer, manager or leader, then developing a strong coaching habit can help you work less hard and have more impact.

For salespeople to succeed, they need the right mindset, the right attributes that build influence and make you someone worth buying from. When you have the mindset, you need skill sets to be accomplish the outcomes that allow you to create and win new business.

Sales organizations often look at the competition as the enemy that must be beaten. With this mindset, salespeople and managers often fight the competition in full view on the customer’s front lawn, damaging your company’s reputation.

Strategy, when executed well, is the biggest differentiator between sales and marketing organizations that succeed and those that don’t. While the CEO must drive strategy, all leaders, and particularly sales and marketing executives, must have a deep understanding of why their ideal customer would buy from them vs. their competition. They must also be able to take a broad company strategy and identify the critical issues within their functional area that must be addressed. Yet, when asked to articulate it, they cannot. As a result, they can never align their sales and marketing teams to focus on the critical issues. This condition can be remedied easily. 

Buyers avoid sellers. They work 2/3 of the way through their buying process and then meet with sellers to negotiate price, commoditizing even the most unique products and making it difficult for sellers to truly understand and deliver value.  

With $40+ billion in annual revenue; 55,000+ employees; and customers in over 160 countries, Lenovo has to appeal and respond to a diverse customer base. Its North American Operations team supports both Global Sales and Services, so access to timely, actionable information is critical. 

It’s no secret that organizations often fail to get a significant return on their sales training investments. Why? Because many organizations use event-based training without change management plans.

Why are so few salespeople highly successful? Why do talented, intelligent people, with outstanding products and excellent training, still plateau well beneath their potential?

It’s no secret, companies with positive cultures thrive while those with negative ones can wither. But how do you build a positive organizational culture? And once you build it, how do you maintain it? This Webinar will teach participants about the nine items needed for a positive company culture so they can get started building a culture that will energize their organization, engage employees, and ultimately delight customers!

Ready to build stronger relationships with your customers and prospects? Looking for opportunities to connect with your audience at a deeper level?  It’s easy and cost-effective with live webinars.  And your key to success is in the planning, setup and execution. 

PowerPoint is the basis for much of the training material you use, and yet it’s text-heavy, dull, and boring. See how you can revolutionize your presentations and other training material using visuals, diagrams, and animated sequences, with some helpful how-to guides, and a collection of awesome PowerPoint tricks, plus a free PowerPoint toolkit to kick start your efforts for everyone that attends.

If you consider… How long it takes to ramp-up a B2B sales rep How many reps miss quota How many opportunities end in "No Decision"…

LinkedIn is rolling out it biggest design change in its 14-year history. If you don't have it yet, you will soon.  Join LinkedIn expert Kurt Shaver as he reveals the new features along with which of your old favorites are disappearing. 

You can build the most awesome webinar ever, but it’s meaningless if no one comes to hear it. For marketers today, building a webinar audience can be a major challenge.

The numbers don’t lie—prospecting is challenging. Consider: It takes 18 dials to connect to a single buyer 10-30% of your customers will stop doing business with you each year Your sales team has a 56% greater chance of attaining quota if they engage buyers prior to buyers contacting potential vendors