Managing a sales team is one of the most important positions in a company. Great sales managers have a profound impact on the productivity of their sales teams and produce better results. But, too often training initiatives focus on salespeople and not sales managers.

The common sales manager nightmare - your salesperson comes in with a "great opportunity," but …the customer needs a 10% discount. Why does this happen so often? Because your salespeople only know how to bargain ("He wanted a 20% discount but I talked him down to accepting only 10%")! What we really want salespeople to do is negotiate in a way that is respectful of the customer and the value they seek, while keeping in mind your company’s pricing and strategy needs.

s sales management the weak link in the revenue chain? Tony explores what he regards as the top three mistakes and how to avoid them:

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?

The makeup of today's sales organization can span up to four generations.  Engaging sales professionals across this spectrum requires a blended training approach, and new thinking about the content we develop and the modalities we use to deliver it.    

Excellence in team selling is critical to success for commercial selling organizations today. Customers bring more stakeholders to the table and expect to meet more than the salesperson before making a commitment.  To manage these moments effectively, salespeople need to ensure all players are operating at peak performance -- individually and as a unit -- in those high-stakes meetings.

Sales of the latest handheld devices have been increased 150% over the last quarter. The senior executives asked the question, "What caused it?" Employee turnover has declined 20% in the past nine months. Senior executive asked the question, "What caused it?" This simple question "What caused it?" is asked frequently in organizations around the world.

Companies spend around $90 billion dollars annually on non-cash incentive programs.  Yet, even among the most admired companies, satisfaction with recognition is almost always among the lowest rated items on employee opinion surveys.  With so much investment, why is there so little return? 

There is a lot hype these days about "Modern This" and "Modern That." What does Modern Selling even mean? And what is Modern Learning? And how can you get past the hype and combine these modern maxims to improve sales performance and deliver profitable growth for your company?

Sales coaching desperately needs help: sales managers average only 10% of their time coaching, 50% of new sales managers fail in two years, 65% of sales reps miss quota, turnover for many sales forces is 20% or more. The culprit is not the sales manager but methods and training to improve performance. The new gold standard for high-achieving sales manager has arrived with, new skills and, strategies:  in book format, comparable workshops, and this SMM webinar. 

IGCC Virtual Event

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.

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

The era of rep-centric sales enablement has arrived. Are you prepared? Learning and content capabilities are merging. Technologies like conversation intelligence and AI-powered coaching can provide deeper insights and better, more scalable sales support than ever before.

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

This webinar will teach five specific tools and methodologies they can not only assist in your sales coaching efforts but develop higher performing sales teams. This webinar will illustrate the use of five tools and strategies that have enabled sales teams to become more productive and win more business. 

Being able to present online requires tracking a lot of moving parts. Presenters not only need to monitor what they're saying and any visuals they may be presenting, but they also need to keep an eye out for questions, all while making an engaging experience for attendees. Did you know that some ways of asking questions of attendees make all of that harder? It's true, and it's what a lot of presenters do by accident.

Cut Enterprise Accounts Sales Cycles in Half...While Improving the Closing Ratio! In this session, we'll explore a tactical process and technique your sales team can use that cuts the Enterprise sales cycle in half, while improving the closing ratio without having to drop their price.

Life can be a lot like Chutes and Ladders, the classic children’s board game, writes Richard Moran in his brilliant new book, NEVER SAY WHATEVER: How Small Decisions Make a Big Difference (McGraw Hill; April 11, 2023). Each time you say "whatever" you slide down a chute, but each time you make a decision, you have the potential to climb a ladder and move forward.

A 2020 Southern New Hampshire University study found that sales training can deliver a 353% return on investment. This study has been cited numerous times by others who want a quick data point to make the case for investing in sales training. Sadly, these citations lack context, process, or standards, leaving some readers questioning the reliability of the data.

In an era dominated by AI, the demand for genuine human connections has never been more crucial. While authenticity comes naturally in face-to-face interactions, the virtual landscape often challenges sellers to convey their true selves, hindering their ability to develop trusted relationships.  

INFLUENCE is the essence of Leadership. There are only 3 outcomes of Influencing: Resistance, Compliance and Commitment. How can you Influence others to secure Enthusiastic Commitment? Answer: Influence Behavior Tactics. In this webinar you will learn the 3 most used Influence tactics in the world, demonstrated in any successful commercial or website. In addition, you will be invited to learn about and take the valid and reliable globally-used Influence Style Indicator assessment used in the Fortune 100.  

Have you attended a few humdrum sales meetings or webinars that were so monotonous or uninteresting you found your attention wandering to that unfinished project on your desk? If you’re asked to present virtually or lead an online sales meeting, wouldn’t you rather have people clamoring to attend instead?  

Business contexts are constantly marked by a hunger for authenticity. After all, who doesn’t appreciate an authentic peer or buyer-seller relationship? But it’s not all so clear, scientifically, what it means for someone to be perceived as authentic. Are you more authentic when you give someone a piece of your mind because you value being yourself or when you’re choosing not to say what’s on your mind because you value kindness and politeness?