Strategy, when executed well, is the biggest differentiator between sales and marketing organizations that succeed and those that don’t. While the CEO must drive strategy, all leaders, and particularly sales and marketing executives, must have a deep understanding of why their ideal customer would buy from them vs. their competition. They must also be able to take a broad company strategy and identify the critical issues within their functional area that must be addressed. Yet, when asked to articulate it, they cannot. As a result, they can never align their sales and marketing teams to focus on the critical issues. This condition can be remedied easily. 

Sales organizations often look at the competition as the enemy that must be beaten. With this mindset, salespeople and managers often fight the competition in full view on the customer’s front lawn, damaging your company’s reputation.

For salespeople to succeed, they need the right mindset, the right attributes that build influence and make you someone worth buying from. When you have the mindset, you need skill sets to be accomplish the outcomes that allow you to create and win new business.

If you're a busy mentor, trainer, manager or leader, then developing a strong coaching habit can help you work less hard and have more impact.

There are several types of executive presentations required throughout the sales process.  Buyers may require your team to provide an introduction to your organization or perhaps a closing presentation.  It is critical to inform, educate and, most importantly, provide value that will further the buyer’s journey. The goal of this webinar is to help you and your team execute quality presentations.  

An effective learning management system (LMS) engages your workforce, reduces training costs and elevates skills to maximize productivity. But if your system isn’t optimal, it’s not delivering these benefits.

It's the goal of every salesperson: getting access to senior client executives - the C-Level decision makers responsible for approving top-dollar deals.  Leaders at the highest corporate levels don’t always avoid sales pitches; in fact, they often welcome them, provided the salesperson approaches them the right way.  But how?  

Expert selling strategists and "Beyond the Sales Process" authors Steve Andersen and Dave Stein reveal what decades of experience and deep research have taught them about how societal and technological changes are dramatically changing how we need to relate to and engage with our customers and every prospect differently.  In this segment we learn that if we haven’t already evolved, we are already caught behind the curve! Fortunately, they also show us the strategies our sales teams need to adopt to get back out in front.

Microsoft’s acquisition of LinkedIn for $26.2 billion is one of the largest tech acquisitions in 20 years. The acquisition of the world’s largest social network for business by the world’s largest software company is bound to have far reaching effects for many decades.

The sales industry is undergoing enormous change. The evolution of the Internet as well as innovations in multi-media and technology have altered the buying journey, forcing B2B sales organizations and salespeople to change how they pursue and win business. For sales leaders who take great pride in building and leading high performing sales teams, there is no greater need that hiring talent who can thrive in these conditions.

We have all heard the closing lines: "What will it take to get you to sign today?" or "Would you like 5 or 10 in the initial order?" or even "We have a special offer, a 15 percent discount, but only if you will commit to signing now." Yet, we all know the gimmicks don’t work—and they certainly don’t lead to lasting customer relationships.

Managing multiple locations and their regional/territory teams requires a unique set of leadership skills and strategies. Join us to learn five key practices of how to lead from a distance effectively. Drawing from our recent national retail industry research study, we will explore the leading practices learned from surveys, interviews, and observations of some of the most productive and profitable multiunit managers on the planet.

Dave and Mike discuss the common sales leadership sins that destroy sales performance, damage the sales culture, and drive away top-producers. They also offer the recipe for creating and sustaining a healthy, high-performance sales culture that every organization craves.

A recent study asked sales leaders to name the top challenges holding their organizations back. The number one answer?  An inability to cut the time it takes new salespeople to close their first deals.

Every leader needs a framework to become and remain successful. When all is said and done, there are five critical business levers that, when used properly, turn good leaders into great ones.

Everyone knows that gaining access to executives is often critical to success in B2B sales. On one hand, technology like Caller ID, Voicemail, and Email Filters have made it harder than ever to reach C-Level executives.

Managers and leaders find themselves stuck in three vicious circles. They’re frustrated by teams who have become overdependent on them. They’re overwhelmed by the amount of work they have to do. And they’re disconnected from their own Great Work - the work that has impact, the work that has meaning. Sound familiar?

Belief drives behavior! Success in sales doesn’t just happen because someone follows a mechanical set of process-driven rules. It begins within the head and heart of the salesperson. The challenge today is that most sales managers aren’t equipped to understand or address these internal drivers/barriers, much less engage in a meaningful conversation about them with their reps. Unfortunately, that can lead to sales leaders to ignore the emotional side of selling and end up with an anemic sales team or a revolving door of talent. 

Join Chris Cowan, VP of Sales at AchieveGlobal and Stephen Berry, head of corporate sales training at Waste Connections in an online discussion and Q&A session to reveal the success story about how Waste Connections, a leading solid-waste handling services provider, built a unified, skilled, and productive field sales organization through the use of skills training.

There is little question that many sales hiring authorities are taking a new look at this misunderstood, but critical function. They have learned, all too painfully, that their hiring methods of the past don't apply any longer.

Hired and fired! It’s the revolving door of hiring salespeople and firing them 90 days later for poor performance. It’s as if there is an affliction turning rock star sellers into bumbling fools during their first three months with companies.

How do you maximize performance in your sales process?  How do you identify and share best practices strategies and tactics among your sales people?  How does your organization support their performance beyond training?  How do your sales managers coach?

Sales Effectiveness Leader Jeff Weiss will share insights learned and strategies developed from over 25 years of assisting F500/G1000 sales organizations in dramatically improving negotiated results and profit margins.

How does an organization unify a geographically and culturally diverse sales organization around common sales skills, behaviors, and languages? In this webinar, discover how Waste Connections, a leading 29-state solid-waste handling services provider on a quest to gain market share, recently built a more cohesive, skilled, and productive field sales organization.