The real reason Q4 stresses your sales team is… Standard prospecting tactics stop working. Your sales reps quickly fall into a pattern of self-defeating thoughts like prospects don’t have budget. Or, it’s year end. Decision makers are too busy to talk.  

Feedback contributes to improvement, productive changes, effectiveness, clear direction, an open culture, and, ultimately, success. Yet 95% of managers are unhappy with their performance review/management system and 59% of employees polled said that performance reviews are not worth the time. We are on a mission to change those perceptions!  

Every salesperson knows that important buying decisions and complex sales are rarely made by an individual—multiple decision-makers are the rule rather than the exception. Yet few salespeople know how to effectively untangle the complexities associated with influencing multiple people with various priorities in making a single buying decision.   

What if you had unlimited energy capable of self-generating as much as you needed, on demand, whenever you wanted it?  How would your life change?

Why are most virtual meetings still so awkward, unmemorable and ineffective? Because no one is born knowing how to talk to a camera! Like an actor going from stage to screen, being successful in a new medium requires new skills.  Fortunately, screen actors have spent decades developing techniques for connecting, engaging and influencing others through the camera. In this session, actor and author Julie Hansen shares the top actors’ secrets for more engaging and successful virtual meetings from her award-winning book, "Look Me In The Eye: Using Video to Build Relationships with Customers, Partners and Teams."

Your sales forecast should be the single source of truth when it comes to making the decisions that drive your business with confidence.  For example, do you know exactly when the revenue in your sales forecast will hit and can you comfortably plan around it? 

Economic news is not rosy and buyers are changing their priorities. What are the best ways to coach your sales team to find new accounts, expand existing ones, and retain more of them? Join Carole Mahoney, author of the upcoming book "Buyer First" and discover what sales research and the largest data set of sales performance suggests you focus on for more predictable revenue attainment and retention of your best sellers and customers. 

It may seem simple—just move your sales meetings online, right? But that isn’t all you need to master virtual sales and keep up with the competition. Being a great virtual salesperson doesn’t just mean long days of videoconference calls. You have other new skills to learn.

Most proposals aren’t effective at winning new business, especially in highly competitive situations. Why? The most common reason is that proposals tend to focus inwardly on you organization and its capabilities, instead of outwardly on the client and their business. Why does that happen and how can you prevent it? Tune into this webinar to find out.

Recognition and rewards can drive performance increases of 20% or more by leveraging the power of motivation psychology, social dynamics and workers’ desire for aspirational awards within a positive culture that encourages the collaboration and success of all individuals and teams.  This seems like common sense, but it is not easy to implement in the workplace unless you create programs that are designed with recognition and reward best practices. There is an art and a science element to effective recognition. This includes smart program structure, rules, training, recognition tactics, reward choices, actionable analytics and more. 

For CLOs, Training Managers, and all L&D professionals who want to learn about the new Adobe Learning Manager...

How would your career change if storytelling was your new superpower? 

Are you confident your important presentations always lead to the results you want? 

A single sale alone does not make for a successful sales career. Top sales performers know that securing a sale is not the final goal but the first step in acquiring a loyal customer who will champion your solutions.

Persona-based marketing has been used for decades to help craft targeted promotions and messages that appeal to prospects. Personas have a role in sales and marketing webinars as well, but they are often misused, resulting in diminished effectiveness and persuasiveness of your message.

You see the Google Analytics stats showing that people visit your website. Prospects meander through your site. They spend time reading your content. But they don’t fill out your web forms - and you have no idea who they are.

How often do your salespeople practice sales conversations?  When you ask your salespeople to do a role play exercise, do their reactions range from polite eye rolls to outright hostility?  But here’s an important question - if your sales team is not comfortable practicing with each other, where are they practicing?  Are you ok with salespeople practicing with prospective clients?

Sometimes it seems as if today's "winners" have some kind of magic going for them. They always seem to make just the right impression - even with difficult people - and get exactly what they want.

This the third in Mike’s incredibly popular Super Simple PowerPoint Slide Design series. Learn how to make simple yet engaging and professional slides quickly. Mike shares new, innovative designs that you can easily make—when you know how. Using the latest trends, discover tips, tricks, and techniques to developing amazing slides. Less is best in this session.

Leadership is hard! But it doesn’t have to be hard to understand. In this fast-paced webinar, you’ll learn the surprising essentials that improve leadership growth, impact, and enjoyment. The time-tested lessons and insights you’ll learn are drawn directly from the leadership trenches, and include:

Over the past 18 months, we’ve seen a global pandemic, social unrest not seen since the civil rights movement, working parents stressed with having to home school, and a country deeply divided, we’ve also seen a changing workplace, where remote employment now being the norm in many office locations, and employees demanding that DEI (diversity / equity / inclusion) becomes a corporate initiative.  The boundaries between work - life have never been less clear.

Selling is social — but onboarding new revenue professionals often lacks the social and collaborative aspects of actual sales. This is especially true in virtual learning, when new sellers are onboarded ad-hoc or with LMS-based experiences that do not equip them with the sophisticated capabilities they need to drive revenue growth. 

How do cold email experts write their own emails? There is a ton of advice out there, and everybody has an opinion. But it's always harder to apply advice to your own work. We wanted to see how top, top sales experts write their own cold emails. To see which techniques they used. Which CTAs. The types of subject line they used. The number of sentences. The level of personalization. 

Over the past 18 months, we’ve seen a global pandemic, social unrest not seen since the civil rights movement, working parents stressed with having to home school, and a country deeply divided, we’ve also seen a changing workplace, where remote employment now being the norm in many office locations, and employees demanding that DEI (diversity / equity / inclusion) becomes a corporate initiative.  The boundaries between work - life have never been less clear.