Competitive, challenging and constantly shifting - that is today’s marketplace! To grow and compete you need a new set of sales and leadership strategies, and a new approach to business growth. In this high-energy, power-packed session, Motivational Speaker Meridith Elliott Powell, shares everything you need to know to turn uncertainty to your competitive advantage. She’ll show you how to inspire your team to proactively navigate change, see and prepare for the disruption coming, and how to stay razor-like focused while still remaining highly flexible so you are prepared no matter what this marketplace does.

Budgets are tight in this new pandemic economy. If you’re in charge of training a sales team, you know how hard it is to justify any new investment in your program these days.

You can’t do your job if you don’t know what’s going on.  So, you gather your team for a mandatory staff meeting.  Maybe they grumble and complain about how this impedes their autonomy, or maybe they gleefully prepare dog-and-pony slides in which they play the hero. Either way, you end up sitting through a meeting where each of your team members answers the unasked question of "how’s it going" in his or her own way, and you’re left to decode what’s really happening, what problems they’re glossing over, and what results you can actually expect next week, next month, and next quarter. 

New research with buyers reveals a behavioral blueprint for sellers. Spoiler alert: buyers respond favorably to leadership behaviors, and not so much to outdated sales-y behaviors. Buyers want leadership, and so do sellers. That's why Sales Managers have to manage sales using sales enablement strategies AND lead people using techniques for sales ennoblement.

In today’s COVID-19 economy, EVERY sales position counts! Sales managers are being asked to generate more with less, so you simply cannot afford to make a hiring mistake. The good news is there has never been a deeper pool of talented salespeople to choose from in the past 10 years. The bad news is there have never been more toxic salespeople on the market. Is your hiring process geared for the unique challenges of hiring the right salespeople?  

With work from home and social distancing, email prospecting has become more important than ever and how you write your emails has changed significantly. Remember the rule to put the call to action right at the front? Not any longer. How about the rule to forget what your second-grade teacher taught you? Now you have to remember it!  

Sales training and enablement is tougher than ever before. Whether your sales force is across the street or across the country, you’re working overtime to support your team.  

Forget Photoshop and pricey stock photography—you already have everything you need to create professional looking image-centric slides in PowerPoint.

US companies spent 15 billion on sales training in 2018 according to LinkedIn’s State of Sales Report. For companies who didn’t focus on management training to make that training stick, they likely lost up to 13.5 billion of that investment to the Forgetting Curve- where up to 90% of new information is lost within a week of their training ending.

New clients are the lifeblood of every business.  With Covid 19 many businesses are reporting their sales pipelines are getting week.  Deals are stalling, pushing out and if you sell to the airlines, or hotels, cancelling.  It is critically important to discover new ways to dramatically increase the number of conversations your sellers / channel is having with prospects. More at bats is one of the more effective ways to de-risk your pipeline and increase for forecasting accuracy. For many leaders this KPI will mean life or death to their business over the next 6 months.

Hiring right has always been important, especially for sales roles, which are like the Olympic athletes of business or corporate astronauts (they need to have "the right stuff"). Right now, this is even more true than it usually is, and even more important that your new sales hires can sell (possibly remotely, for a while) and deliver the results you need.

Looking for a way to accelerate sales results, but can’t get buy-in for new tech? Sales readiness technology helps you directly impact the bottom line by targeting activities that move the needle: training, onboarding, coaching, and in-field productivity.

There are a thousand programs out there that teach you "How-To-Sell"--  most of which are really good. What they miss is how to handle the natural adversities and occupational hazards of the sales profession. Sales is one of the few roles where the better you are, the harder it may be to keep your job.  

In this interactive webcast, we'll explore specific referral acquisition strategies.  The key to warm referrals is to give and then to get. All too often referrals are lost because one party is looking to get and forgets to give. 

Make winning sales presentations. Learn the tricks the pros use to get audience agreement and sell a product, solution or idea. Use the latest behavioral psychology and neuromarketing techniques. Use what you learn during class to make a clear, compelling presentation that gets buy-in and improves your success rate. It’s easy—when you know how to do it.

The United States is in a crisis. The Corona pandemic now combined with protests in our streets are shaping what will become the new normal for organizations. Many of our first responders and front-line employees have friends and family members who have been directly impacted by these events.

As sales people, we are always looking for our next prospect. We’re picking up the phone and making calls to brand new people, we’re reaching out to strangers on LinkedIn, and we’re asking for introductions and referrals from our clients and networking partners. While all this activities are important, we’re ignoring the people that are already in our network who we probably should be nurturing.

Just like any good work person knows the tools of their trade, its vitally important as trainers and coaches we understand which behavioral assessment tool best fits the required need.

Has your sales team gone from in-person to virtual selling overnight? Selling while physically distancing is a new approach for many teams. It means big changes for your field sales reps and for sales managers.

Anecdotally, we all know it. Some have experienced it firsthand. Academic and corporate research supports it. Yes, sales coaching can make a significant improvement in the performance of your sales force.

If you’re managing a distributed team, you know getting everyone on the same page to drive productivity is more important than ever. But depending on where you are, this could be difficult. In some states, stay-at-home orders and other restrictions are being lifted, while others are a long way from in-person meetings.

In this session, attendees will gain insight from practitioners who will share their perspectives on using video to drive skill development programs. Skill development programs require: Access to and absorption of knowledge, proof of comprehension and/or demonstration, practice and mentorship, and stick-to-it-ness in order to effectively apply skills to new areas.  

Come join us for a session dedicated to getting you tuned-up for your 2020 marketing efforts.  Author of The Ultimate Guide to LinkedIn for Business, Ted Prodromou, will give you the latest updates on how to become an effective marketer using one of the most effective marketing tools ever developed.    

Are you ready for a remote sales force? Sales for companies around the globe have been disrupted by travel cancellations and remote work in the face of COVID-19. Managing a dispersed sales team is a unique challenge. Corporate travel restrictions mean less contact with prospects, with the industry, and with the market. But with the right strategy, sales managers can succeed.