Obviously, the sales team has a tremendous impact in the organization. If sales people don’t produce, the business is negatively impacted. And that impact is felt at every level of the organization. That means keeping the sales team engaged and productive.

Persuasive presentations are the foundation of many sales teams. Yet most sales presentations are BORING! Ellen will show you how you can be persuasive without being salesy! Discover simple techniques that everyone can learn, based on solid research.

A ten-year study of more than 100 companies showed that the number one cause of business failure is bad strategy. But, the reality is that only 3 out of every 10 managers are strategic. And when you consider that being able to set strategic direction is ten times more important to the perception of a leader’s ability than any other behavior, it’s critical that you master strategic thinking and planning.   In this webinar, you will learn a simple framework to transform strategy from a once-a-year dog-and-pony show that gets buried in a plan that never gets used to a laser-focused strategic mindset that you’ll use on a regular basis to grow your business.

In today’s business world, important buying decisions are rarely made by an individual. Buying teams are the rule rather than the exception, and salespeople need to know how to sell to and influence multiple people, with multiple priorities, who have to make a single decision — whether to buy from you, someone else, or not at all.

Forget about the Red Coats, Artificial Intelligence (AI) is coming! Yes, consultative sales reps will be around for long-time, but only those who can shift their approach to outcome selling.

This session is geared specifically toward helping sales managers and sales professionals create more effective and more persuasive B2B sales presentations.  

Nearly half of all sales executives in the U.S. have voluntarily left a company because of their direct managers. In many ways, managers are as important as the C-level in influencing a company’s culture. Yet many of today’s managers have had little management training and even less development, emotional intelligence and insight into the psyche of their employees.

Transform Your Sales & Marketing Enablement at the Speed of Business: Lessons from Microsoft’s Leading-Edge "Corporate MOOCs"   The challenge facing most organizations: transforming at scale and at speed. The answer for Microsoft was leading-edge "Corporate MOOCs" which they have continually innovated in their quest to transform to a mobile-first cloud-first company at 21st century speed.

Think about the best manager you ever had. We are assuming, of course, that you’ve had at least one good manager in your lifetime. C’mon, there’s got to be at least one. Think back to all the teams you’ve been on. This person could’ve been your boss at that horrible minimum-wage high school gig that you only showed up for because this person made it worthwhile. Maybe you had a strong leader during your college part-time work. Or, like many in today’s workforce, your first full-time, professional manager played a major part in developing you during your formative years into the kind of executive you are today.

Sales manager coaching has the single biggest impact on salesperson effectiveness. Unfortunately, sales manager coaching is at an all-time low, resulting in as much as 85% of sales skills never being used to drive sales performance. In our research and experience, we have found three keys to getting the most from your sales manager coaching efforts: Motivation, Skills, and Support. This webinar will describe the three keys and how to ensure successful coaching in your organization.

Team selling today is no longer required just for blockbuster business-to-business sales pitches. Whether you are in consulting, investment banking, or technology or are a financial advisor, home remodeler, or lawyer, pivotal meetings with customers and prospects now often involve more people — on both sides of the table. In fact, according to Harvard Business Review, "…the number of people involved in B2B solutions purchases has climbed from an average of 5.4 two years ago to 6.8 today."

In today’s sales environment—where product and service solutions and customer relationships are growing more complex—there is an increasing need to continually raise the skill level of salespeople. Managers play a critical role in making sure those skills are learned and used. Statistics speak loudly that manager support/coaching is the number one action that can amplify organizational sales performance: Organizations can gain a 29% increase in top-line salesforce performance due to the skills of sales managers, independent of the skills of their salespeople. Manager coaching has a great impact on performance over and above the impact of training alone. In our study, while just training salespeople resulted in a 43% improvement in performance, when manager coaching was added, overall performance improved 67%, a 24% improvement over training alone. Unfortunately, sales manager coaching is at an all-time low, resulting in as much as 85% of sales skills never being used to drive performance. Why aren’t sales managers dialing up the decibels?  

Sales managers have a big job but they need to remember that reps do the heavy lifting. The key is to create an environment where the reps are prone to success. In this webinar, you will learn about three critical (and low-budget or no-budget) tools to help your reps become the best they can be. By helping them set goals, stay focused on the most important aspects of the job and get emotionally engaged, you will ensure your own success as a sales leader.

The failure of sales training to produce results is practically legendary. The ability to change behavior is a well-documented challenge for one person, let alone an entire sales force.  So are we forced to accept the fate of low ROI from training or poor sales methodology adoption? 

Competing in the world of selling today means understanding the changing world of your buyers and adjusting your sales approach accordingly. The biggest change for sellers is that the game has gotten harder, and sellers need to execute at a higher level than ever before to compete. Committing to this level of change is the difference between college sports and pro. The players are bigger. The game is faster. The conditions are more challenging.

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.

It is an oddity of behavioral psychology that it’s a smart business strategy to let sales reps self-select some of their goals, yet not so smart to let them determine whether they receive cash or non-cash rewards for reaching those goals. Simply put, we don’t always understand what motivates us most effectively.

Are you tired of deals that stall indefinitely or end in No Decision after months of time and energy have been poured into the deal? Would you like to (or get your sales force to) stop doing what they think is working and do just what your buyers and decision makers care about?

Business leaders look for predictability. They seek insight from mounds of data to get just a glimpse of the future. They demand their sales and marketing executives put the business on the right path to meeting or exceeding sales and margin goals. Sales executives create detailed business plans to identify new opportunities and retain existing customers.  They train sales reps and channel partners on product benefits and teach them to overcome objections. They develop compensation plans aligned with corporate goals to encourage growth. Marketing leaders identify competitors’ strengths and weaknesses. They define buyer personas and construct profiles to ensure the right messages reach the right prospects. They carefully map out every step of the buyer’s journey to know when and how to influence behaviors. All this to increase the likelihood of success, to gain more certainty and predictability. Shouldn’t your sales incentive program work this hard to engage your participants? Knowing how and when to nudge your participants could mean the difference between blowing past your goals and scrambling to explain a disastrous failure. This eBook maps the sales incentive journey which participants embark upon when engaging with a program. We’ve developed it from insights gained during almost 50 years of observing and influencing participants, and it can help put your program on the road to predictable success. Click below to download this eBook.​

Do these issues sound familiar?  Deals stall or go dark and you can’t seem to revive them Decision makers are introduced mid-deal and it changes everything After months of effort, your clients decide to address their issues in-house with a DIY solution You work primarily with mid-level decision makers who struggle to get their initiatives funded  You struggle with providing accurate pipeline forecasts

Studies show incentive programs can significantly improve performance. But to maximize results, it’s important to understand the journey your participants will take from the time they first hear about the program to the day they receive their awards. 

Digital Transformation is forcing all businesses to re-examine their business models, partnerships and how they sell. Frontline sales managers have to coach their resources to be sharper & more ready for all manner of customer conversations and to perform better than ever before because there is new competition around every corner.

As the tides of business change, preparing your salespeople for anything that comes their way takes more than just training - it takes readiness. For sales enablement, this involves all strategic activities designed to prepare sellers to have meaningful buyer interactions (from new hire onboarding to guidance through business transformations).

Why Your ROI Story Is Stronger Than You Think If you’re in charge of training a sales team, you know how hard it is to ensure they properly receive and retain training while in the field. But since organizations often treat sales training as an unavoidable cost of doing business, you may find it even harder to justify investing in technology that would improve your learning program. Sales, sales enablement, and sales training leaders often don’t realize how much investing in sales training technology contributes to a stronger ROI. That’s because most companies haven’t instituted best practices for identifying the business impact of better sales learning. Most limit their tracking to activity metrics like usage and adoption, or they capture anecdotes about how a recent training contributed to closing a specific deal. Quantifying the full return on your sales training investments helps you more effectively champion your initiatives and win more resources. That way, you can improve your team’s performance and create a virtuous cycle of continuous improvement. Here are four sources of ROI you’re already delivering that you should capture to demonstrate how sales training contributes to the bottom line of your organization. Click below to download this eBook.