No doubt about it, in these uncertain times prospecting is tough. How do you reach contacts now working for home? How do you tiptoe around budget and pay cuts? What are prospects paying attention to today?  Should you be prospecting at all?

Salespeople need action oriented online training that quickly develops skills.  This is true around new hires, new services, and new market conditions.   Short Sims are learning scenarios that speak the action- and goal- focused language of sales people. Clark Aldrich will present real world examples of how quick-to-develop Short Sims are empowering training groups to empower sales organizations.   

Sales continues to change as we continue to learn more about the new normal. In fact, some companies are trying to figure out which channel will move the needle with their sales growth in 2021. How will your company adjust its sales approach? What channels will be the most effective?

Are your salespeople generating enough first meetings to support their sales goals and, more importantly, your business goals?  Are you tired of hearing excuses around how difficult it is to get in touch with prospective clients?  Let’s interrupt the pattern of too few first meetings and too many excuses by giving the tried-and-true, battle-tested cold call framework implemented with 1,000s of salespeople a new upgrade that adds video messaging.  

Your customers are looking for you online—can they find you? About 70% of the customer journey is complete before they engage with your sales team.

Leaders are challenged to manage change, transform teams and processes, and build talent - all without the benefit of in-person work with their teams. There’s never been a better time to be an improviser - they think on their feet, embrace change and stay positive - all characteristics shared with high performing teams as well.  

Basic Premise:   Sales is often viewed as an occupation that has little job security. In actuality, sales is one of the most secure professions you can enter.

70% of today’s buyers wait until they have fully defined needs, and 44% identify the best solution on their own before engaging with sellers. As modern buyers embrace self-service (via the internet, social media, etc.) for much of their buyers’ journey, traditional selling techniques just aren’t cutting it anymore.

Many sales professional’s world were turned upside down, seemingly overnight. Field salespeople that had spent years honing their face-to-face selling skills were now charged with learning how to prospect and sell in a world gone virtual. Inside salespeople were experiencing deal slippage and frozen budgets.

Sales and marketing alignment is important in the best of times. Today, when teams are working remotely in the midst of a pandemic, it’s absolutely critical.  

Connecting with prospects in today’s climate requires a creative approach to events. Join prospect-attraction authority Kendra Lee and create a blueprint for planning and hosting webinars that attract new prospects and start conversations during these turbulent times. She’ll share how to create and promote a webinar that attracts prospects and digitally engages your community during turbulent times.

We all know video is powerful for individual learning. And, we all know culture is powerful in creating organizational agility, continuous learning, and employee engagement. But what happens when you put the two together, and start using video as a lever to move the culture?

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:   

Sales kickoff season is here. Do you know what your meeting will look like this year? Pre-pandemic, you flew your team in to celebrate past successes, train, and motivate everyone for the next twelve months.

As the marketplace spends significant amounts of money on tools to support the sales process, there still seems to be a troubling fact: more than half of salespeople miss their quota. The sales 

As the marketplace spends significant amounts of money on tools to support the sales process, there still seems to be a troubling fact: more than half of salespeople miss their quota. The sales process or even the technology might not be the issue; often, it is an absence of an effective sales methodology.

What would your revenue look like if you could clone your top producers? Better yet, how much would you grow if you helped your top producers identify at least one area on every call where they could improve?  How confident are you that you know exactly what your salespeople are saying during sales calls and demonstrations?  Do you have a system to provide feedback?  Even without being on every call or in every meeting?

Coaching is tougher today, now that many sellers are working remotely. Without seeing your team in person, it’s difficult to know who’s struggling and how to drive behavior change.

Leaders are challenged to manage change, transform teams and processes, and build talent - all without the benefit of in-person work with their teams. There’s never been a better time to be an improviser - they think on their feet, embrace change and stay positive - all characteristics shared with high performing teams as well.

"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.

People buy from people they trust . . . and they trust people who are authentic. 

The first step in creating top sales coaches is recognizing that most sales managers do not invest enough time coaching their salespeople.  And worse, when they do coach their sales team, they often focus on short-term results rather than mid-to-long-term development.  Top performing sales managers spend at least 50% of their time coaching salespeople and do so in a consistent, structured fashion that drives individual improvement for each team member.  

Want to find more leads with less competition? Your happy clients have the key - their referrals! Create a referral program for your business then get your whole company using it. Referrals are one of the quickest ways to fill your pipeline and close faster than any other lead but how do you reward people who refer you?  

Michael Bungay Stanier was named #1 Thought Leader in Coaching in 2019, and he is the author of the best-selling coaching book of this century: The Coaching Habit.