Sales organizations often look at the competition as the enemy that must be beaten! With this mindset, as a sales manager you and your salespeople are often put in a position where you fight the competition on the customer’s front lawn, in full view. You need to shift the rules of the game from competing against the competition to competing on behalf of the customer by recognizing and delivering value. Value that is defined by the customer, not by a list of features and benefits.  

In our last session, How to Accelerate Sales Effectiveness and Build Champions, we explored how to use technology & automation to train sales teams at scale.  

Do your salespeople sound great in role play, then fall apart on a sales call?  It does not matter if you have the perfect sales script - scripts only work if you give the prospect their lines and tell them exactly what to say and how to say it.  If you can do that, your salespeople will be just as effective on sales calls as they are in your sales meetings.  Instead of worrying about developing the "perfect sales script," focus on coaching your sales team for conversational fluency.

Trainers and 'experts' talk about ways to convert more calls. But, what are the sales skills and marketing tactics that actually matter to closing more business over the phone?

"If I could just get more at-bats! Seriously, if they would just take my call, my business would thrive!" - says almost every business development professional we have ever met.

"If I could just get more at-bats", says almost every sales rep I have ever met. It is all about starting the conversation, and getting your ideal buyers excited to take your call... but you have to earn the right to make that happen!  

Invested in training but still struggling to close the gap between your top and average performers? The secret isn’t more training—it’s uncovering what your best sellers and marketers do differently and making those behaviors replicable across your team.  

A strong network of partners often acts as a crucial differentiator for successful businesses. A motivated partner network drives co-innovation, provides impactful solutions, and creates new experiences for customers. However, the partner landscape is evolving, and partners now have more choices of providers than earlier. Keeping a partner engaged and educated with the right product knowledge often acts as a clincher to drive business at scale across geographies. Building an effective partner learning playbook is therefore an investment in the path of partner-led growth.  

Businesses need to have a successful post-purchase experience that drives product-led growth, creates new value streams, and in turn reduces churn. However, to achieve true customer growth, a differentiated customer experience mapped to the post-purchase journey is essential. Learning plays a critical role in augmenting this experience. A self-service model for learning that helps the customer acquire product knowledge to unlock more value helps foster retention, increase loyalty and transform customers into advocates.

Google Slides is the new kid on the block in presentation software, but it’s also one of the most capable tools out there. With so many now using G-suite for ultimate productive collaboration, and with the increased importance of slideware in online communication, it’s important to know how to use Google Slides to create impressive and engaging decks that communicate effectively. Come along to this masterclass to see how to revamp your slides to make them amazing.

Content marketers are tasked with creating so much that finding the right tools can be challenging. You’d be amazed at how much you could get out of PowerPoint across the marketing and sales continuum, from explainer videos, graphics, infographics, and interactive reports, through to things like presentations, webinars, product updates, video summaries, microlearning/eLearning for the sales team, and even microsites (converted to HTML5) for clients. You can create dynamic, visual content using PowerPoint, and then easily repurpose it to share across all these different channels.  

Marvel at how amazing your presentations can be using only Google Slides. Create visual, dynamic, engaging slides that help your audience learn, in this interactive session packed full of real-life examples of bullet points transformed into meaningful visuals.

We’re all well aware that today’s workforce is very different then that of just last year. Whether your organization is now returning to the office, staying remote, or implementing a hybrid model, there is a need to connect employees together and create meaningful collaboration to support organizational priorities. Plus, employees are looking for ways to stay connected with each other and methods for accelerating their ability to upskill in areas critical to team, organizational and personal success.

Mindset is the missing piece to grow and sustain performance. 80% of success is based on mindset; while only 20% is based on skillset. This webinar is designed to help us achieve higher levels of success by modeling and adopting the mindset of excellence. You will become highly aware of and be able to harness the power of your Inner CEO - the key center of the brain that regulates and improves what we do on a daily basis. 

You immediately will benefit by attending this useful, practical, interactive presentation!   

Now is a great time to re-think how leadership development is conducted in your organization.  

Companies can provide all the fancy sales tools and training in the world, but unless each salesperson starts with the right mindset, they will not achieve peak performance. Over the past few years, neuroscience and cognitive psychology research have revealed proven methods for developing a peak performance mindset. Originally popular in sports, now the practices are being applied to B2B sales.

This presentation is an easy to follow roadmap showing you the necessary beginning steps to achieve success through increased sales. Knowing the importance of having passion and understanding for what everyone is doing. Continuously building the skills necessary to get the job done and remain competitive Effectively communicating roles and responsibilities without confusion. Having the flexibility to do things differently in the ever-changing business environment we all dwell in and taking ownership for the productivity and profitability of the organization.  Creating a culture where people can’t wait to come to work and be their best--a culture with people making a difference for their customers and each other. A culture that nurtures flawless execution of work, promotes teamwork and is fulfilling and fun. 

Industry research indicates that the average tenure for corporate sales leaders is 22 months. As a new sales leader, you're walking into a world of unknowns - and you have a short runway to make an impact. The first six months are critical to create momentum and demonstrate measurable results for the company.

Until last year, in-person, face-to-face training was by far the primary learning modality used to improve leadership and sales performance. The reason for that is not hard to understand—it has simply been the tried and tested way to deliver learning that leads to behavior change and performance improvement. When the ability to deliver face-to-face training was instantly cut off, the need for performance improvement to execute business strategy continued and, in some ways, became even more acute. 

With 2021 looming just a few weeks ahead, you still have just enough time to rethink, redesign and rebuild your onboarding process into a much more effective machine than you were forced into this year: a highly effective and impactful virtual operation that will:   

People call them handouts, leave-behinds, slide docs, downloadables, or just "documents." When you use PowerPoint to create something for distribution and meant to be read by a single person at any given time, it’s not really a presentation anymore—it’s a document. And it should be designed and treated as such. You could use InDesign or Word, but PowerPoint is actually surprisingly powerful for this format when you learn a few tricks and approaches. Microsoft PowerPoint MVP Nolan Haims will show you how to use PowerPoint as a desktop publishing tool to create effective print and PDF materials.

When writing sales presentations, we’re normally worried about the competition. Where do we have the edge? But more sales opportunities are lost to the status quo than competitors. Why? And what can you do about it?  

Did you know that 81% of working professionals say their team is not operating anywhere near its full potential? If you’ve ever heard, "We can’t seem to make a decision," "No one will step up" and "We can’t seem to have a good, healthy debate," you are not alone.