It' a simple, yet vital question. Why?  Consider what you do when you're thinking about buying something.  You search the internet for more information.  So you think your customers are different?  In fact, research shows that 80% percent of the time buyers find sellers!

Business is always demanding - bigger, better, faster, smarter - and leaders must rise to the occasion: Manager 3.0. Millennials are entering management for the very first time, and they are not afraid to shake things up. They are tearing down the corporate ladder, communicating on the fly, and bringing play to work. Millennials are creative, big thinkers, and they will change the face of leadership - IF they can bridge the gap between the hierarchical management style of senior executives and the casual, more collaborative approach of their peers. In this engaging webinar, participants learn a new plan of attack on how to best "CONNECT" through specific managerial techniques. The trainer brings the lessons from Manager 3.0: A Millennial’s Guide to Rewriting the Rules of Management to life on the webinar: Communicate, Own it, Navigate, Negotiate, Engage, Collaborate, and Teach.

Executives are arguably the hardest prospects to reach. Email is an ideal strategy to bypass gatekeepers who don’t understand, and to circumvent executives’ hectic schedules to get on their calendars - but only if you can get past their glimpse factor. You need an email strategy that’ll catch executives’ attention with a compelling reason to talk, establish your credibility and make them want to respond.

There is tremendous misinformation as to what sales managers should be spending their time doing.  This fast-paced session will highlight the 5 competencies on which sales managers should be spending 80% of their time, explain what is involved to master those competencies, and how much time should be spent on each.  Here are some favorites that are not on the list:

How are today’s leading companies becoming more strategic to their most important Customers and what types of strategic account management (SAM) solutions are they deploying to expand key customer relationships? How are they gaining competitive advantage through the implementation of SAM best practices and accelerating growth of their most significant accounts?

Your business has great potential - if only you could hire the right sales people. But whenever you invest, the sales reps aren’t what you expected. Some are still not producing six months into the job. Others don’t quite understand your solutions. They aren’t prospecting or closing.

This 7 day program is comprised of a live webinar and 7 day follow up course designed to help you sell value and avoid price objections.

Selling in today’s hyper-competitive business environment forces sales teams to gain and maintain new capabilities. Sure, basic Sales 101 is required.  If a sales person doesn’t possess those basic skills they are not going to perform to expectations.  But the problem doesn’t stop there.  A sales person with excellent basic skills pursuing business against another sales person with the same basic skills will not have any competitive advantage.

Watch sales people react to any marketing presentation, and the disconnect between the teams is palpable.  When the reps’ most mundane smartphone updates are more compelling than the marketer’s plans to facilitate their success, it’s clear that marketing and sales are operating from different playbooks.

Today’s global and multicultural economy offers unprecedented opportunities to expand your business and increase sales revenues in rapidly growing markets at home and abroad—if your company’s executives, leaders, and managers understand how to operate effectively in this complex business environment.

Sales professionals are known for their ability to be persuasive; so how do you determine which ones are the most successful?  During an interview, a charismatic sales professional can convince you that they are the best person for the job, when in reality they may not be.  By discovering what a candidate’s previous managers and colleagues candidly say about their work style, skills and behaviors, you can objectively assess the candidate’s ability to be a top performer.

Learn about some of the hidden, but very common issues preventing salespeople from performing more consistently and effectively by developing a better understanding of what’s under the hood of your sales force.

So you’ve run some lead generation campaigns but haven’t gotten the results you expected. Now you want to know what went wrong and what to change to fill your pipeline.

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.

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 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?

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.

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.

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.

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. 

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?

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.

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.

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.