During this webinar, five specific strategies will be taught to help sales organizations launch sales coaching practices for success in 2022. Sales coaching is not a new industry or endeavor, rather due to recent times the practice of sales coaching has dramatically changed and provided unique opportunities.

Have you ever heard that Eskimos have multiple words for "snow?" That’s because it’s so much a part of their world and the different types of snow may have different consequences for them. In Sales Enablement, we have the opposite problem with "content." We toss around the word "content" a lot, but it means different things to different people. And yes, there are multiple types of content, each of which has a different potential impact on sales performance. Why not maximize them all?  

Just about every business professional is on LinkedIn, but few truly understand the power of the platform and how to make it work for them. Ted Prodromou will show you how.  

Depending upon where you are in the world, you may be back in the office or gearing back up to facilitate in-person classes. Or, you may be getting ready to deliver hybrid classes - which have a mixture of in-person and online audiences.

Sales hunters proactively look for business opportunities. They start every day ready to pound the virtual pavement and convert prospects. They’re effective and difficult to find. Too often, business leaders think they’re hiring a stellar hunter. A few months later, they realized the candidate’s greatest sales skill was selling themselves.  

Work as we know it has changed. Forever. In order to thrive, organizations must re-invent themselves and embrace the new normal. A Top 200 Global Thought Leader to Watch in 2021 and author of the newly released book, Remote 101: The Secret to Engaging Virtual Workers, Jill understands how organizations operate, and what they need to do to attract, retain, and engage employees. Are remote workers incredibly productive? Yes, but they also say they feel unsupported and disconnected. The companies that will come out on top are the ones which create and execute a strategy to effectively manage remote workers, and the new hybrid work environment.   

Be in on the discussion as The Bob Pike Group and companies all around the world prepare for a return to classroom F2F training. We’ve heard from clients and brainstormed our own solutions to make classrooms safe and attendees comfortable. This is your chance to grab tested ideas and also share what people expect in your workplace or industry as we all figure new normal out together.

Sales is not just a numbers game, it's an intelligence game. B2B buyers expect sellers to know their business and consistently bring relevant ideas for improving it. Remarkably, HALF of U.S. salespeople don’t even look at the prospect’s website before making their first call. When salespeople take just a few minutes to do pre-call preparation using this framework, they stand apart from their competition.

As companies calibrate the balance between remote and in-office work, company cultures may be facing their greatest challenge in generations.  

Do you want 2022 to be your best year yet? It may feel counterintuitive, with 2021 still barreling toward a close, but if you haven’t already started, this is the time to be planning.

Leveraging existing connections to gain access to targeted stakeholders is one of the most powerful tools LinkedIn offers. Through targeted LinkedIn searches, participants will learn how to find out who in your network can make introductions to ideal clients and referral partners and proven outreach strategies to start meaningful conversations.

94% of buying executives expect salespeople to have business impact discussions with them, but only 25% of salespeople are effective at this.

Poor data visualization leads to overly complicated charts that take too long to understand and steal valuable time from your audiences. Worse, a careless approach to charting can lead to misinterpretation of your messaging.  

Today, there are lots of ways to get hybrid sales training and enablement wrong.  But fear not! 

Did you know that only 1 in 4 North Americans views salespeople as credible in what they say and do? Almost every sales organization attempts to qualify prospects, but they should be giving equal consideration to how buyers qualify (or disqualify) them. It's much more than just price and product.

Let’s be frank: After all these years, PowerPoint still frustrates us left and right as we try to create engaging and effective slides. This session will address the most common problems and failings in the industry standard presentation program and provide practical solutions and workarounds to save you hours of wasted time and trips to Google asking, "Can PowerPoint do this…"

Competencies are often talked about in HR and talent circles, but less commonly in sales. In fact, competencies seem kind of nerdy and confusing to many sales leaders. Should we be teaching sales methodology aligned with sales process, or should we focus on the sales competencies?

Ever wonder How am I doing? Don’t wait for the evals or boss to tell you something’s wrong. Instead, join Becky for a fast-paced hour focused on a diagnostic you can use to assess your virtual training programs. Your learners thank you in advance!  

Wow!  Sales Training and Onboarding Is Tougher Than Ever! How do you address the challenges of high turnover and remote learning New sales reps are unlikely to retain what they learn with repurposed day-long zoom sessions. There’s a better way. Use a modern sales enablement platform to engage your remote teams. You’ll see higher win rates and shorter new hire ramp times.  Join this live webinar to make virtual onboarding and training programs come alive, ramp up retention and close more deals. You’ll learn: How to onboard, train, coach, and collaborate virtually with sales readiness technology How to use mobile, recorded video, and peer-to-peer knowledge sharing to replicate the in-person experience How to speed up sales content creation, build engagement, and reinforce learning How to mine sales conversations at scale for teachable moments and examples of what good looks like

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. 

If you haven’t stayed in touch, only 17% of clients return to their original provider for repeat business. These are clients who knew you and once appreciated your value. They’ve just forgotten you. It’s time to dive into your old client list and hunt for new opportunities. Whatever the reason they aren’t engaged with you now, you can win them back.  

Do your salespeople have the right mindset to do whatever it takes to be successful?  With the adversity salespeople face on a day-to-day basis, sales leaders must understand how to coach their team for the resiliency needed to navigate difficult sales conversations.  And while resiliency is crucial to sales success, having the right kind of empathy can dramatically shift a sales conversation.  How strong are your sales leaders’ conversations when it comes to coaching their team for resiliency and empathy?

Struggling to build relationships virtually? You’re not alone. Harvard Business Review confirms that building new relationships is especially difficult in a virtual world. Relationships require certain qualities to grow and flourish, regardless of whether you are communicating face-to-face or virtually. And many of these essential qualities are missing or unrecognizable on virtual meetings and calls. This results in misunderstandings, miscommunication, and missed opportunities for a relationship to take root.

Most economic indicators point to a strengthening economy over the next 12 to 24 months. But is your sales team ready to rise up and reap the benefits of the rebounding economy? Are they able to ask the thought-provoking, forward-thinking questions that create true value- or just describe product and reactively take orders?