Objections occur at every stage of the selling process and its vital sales leaders drive the ability to handle each one successfully. Training alone will not work; therefore, managers must facilitate specific coaching strategies to handle each type of objection.

Simple mistakes have significant impact on sales results. Are you catching the blunders your sales team is making in their everyday activities? Whether they are new sales reps or experienced sales people who have gotten lax, as a sales manager you want to catch these mistakes before they impact sales and coach your team to higher performance. But before you can, you have to first recognize the mistakes.

Now more than ever, retaining your key customers is a strategic imperative. The role of the sales manager is to manage the sales process and lead the people. Many sales managers are highly effective at managing the sales process. Yet, sales managers need to ensure their top sales performers are fully engaged. This is something most sales managers understand, but unfortunately fall short of exhibiting the kind of leadership that contributes to an engaged salesforce. To assist them, in this webinar we will discuss steps sales managers can take to lead their salespeople to full engagement and higher performance.

Research shows when sales people follow their sales process they are more likely to meet their goals and quota. Sales Leaders need to drive the selling process as well as the performance required within each stage of the selling.

In this session, Steve will share what it really takes to achieve Customer Engagement excellence. As a result of his firm’s stellar work with some of the largest and most recognized brands, Steve believes that most sales training companies have it wrong. They focus on winning the deal. Many suppliers have it wrong as well, with no strategy, tools, or understanding of what it takes to build a long-term relationships where both supplier and customer achieve new levels of mutual value.

Disruptive forces—mobile, social and video—have fundamentally changed how training is designed and how learners learn. Learners are demanding access to training content 24/7, anytime, anywhere and on more than one device. This "New Normal" requires a blended approach that aligns learning with organizational needs, provides more interactive learning experiences and collaboration, and integrates training into the workflow; all while maintaining consistent messages across geographies.

Debbie Qaqish will explain how Revenue Marketers are making a huge impact on revenue while advancing themselves professionally within their organizations.  This bold movement towards Revenue Marketing has become a top priority in today’s corporate world and was the catalyst for Qaqish’s new book "Rise of the Revenue Marketer: An Executive Playbook".

There is no status quo in sales, only constant evolution. The vortex and speed of change facing the sales leader forces them to rely on experience and judgment when data is not available, or worse, not trusted. The next level of transparency will provide the sales leader with data-driven facts to complement their judgment.

Is your sales team using proven scientific methods to change people?  Or, are they wasting their valuable time and not effecting decision-makers?

Sales organizations often look at the competition as the enemy that must be beaten!  With this mindset, as a salesperson you are often put in a position where you fight the competition on the customer’s front lawn, in full view.  You need to shift the rules of the game from competing against the competition to competing on behalf of the customer by recognizing and delivering value. Value that is defined by the customer, not by a list of features and benefits.  In this session, we will explore an approach to understanding value to the customer, and how specific moves and strategies affect the customer and disable the competition.

It’s not a lie. Prospecting without cold calling is possible. Not only is it possible - it’s possible to be highly successful without picking up the dreaded telephone. The phone is still a valuable tool, but there are many different methods that can take that call from ice cold to pleasantly warm.

Sales people will find any way they can to avoid making more phone calls. There is too much voice mail, rejection, comments such as "I’m not interested", etc. This webinar will teach

Understanding performance measurement and its impact on business has quickly become a critical business strategy not only to measure the achievement of organizational goals and objectives, but also as a way to measure the effectiveness of the organization’s business strategy and create a competitive advantage in the marketplace. In this webinar we will learn:

Changes in the buying process are creating fundamental changes in the sales process. In fact, a sales process is not what salespeople need; today they need a way to facilitate the buying process. From the outset, buyers are in charge of the speed and direction of the process. They gather information about available solutions, screen potential providers, and select those providers they want to consider. Decision teams are the new norm, especially for strategically important buying decisions. Then the decision is handed off to Procurement departments who manage the actual purchase.

Why product expertise is the GREATEST asset any sales team can have and why when it’s lacking it can ruin a sales person’s opportunities. Clients do not have as much time to be sold to, so the notion of brining in product experts at a later date is not as widely accepted as it once was. This webinar will teach innovative ways to ensure all your sales team members know your products like the back of their hands and elevate your company’s experience in the marketplace.

Sales reps can often take a loss poorly, letting history affect the future. Their confidence is bruised, so much so that they can't put themselves back in front of an important prospect, or if they do, they just can't represent themselves and your company the way that you want them to.

Under the Sales 2.0 paradigm, high-tech resources allow sales teams to target and engage with leads in a way that feels seamless and non-invasive. The model lends itself particularly well to the bottom of the sales funnel, where prospects are nearing purchase-readiness. To ensure that top-of-funnel leads are not ignored, sales and marketing departments must do more than align—they must fully integrate.

Even the most seasoned presentation teams can experience obstacles in putting their best foot forward in high-stakes sales presentations. They can be worried about coming on too strong, or not strong enough. They can experience the "stage fright" that comes with being in front of an audience that is sure to be judging them. And they can get hung up on all the standard questions about where to look and what to do and how to do it.

It seems that every prospect wants a deal and closing the sale can drag on while they try to negotiate. Your quota doesn’t change. Your manager is breathing down your back. And prospects expect you to negotiate because they figure you need this sale.

Research shows that effective sales coaching can dramatically improve the performance of sales teams - in some cases driving up revenues by 20% or more. But all too often sales organizations find it challenging to develop a sales coaching program that's embedded in a coaching culture.   Read this 5-page white paper and learn best practices and strategies for developing an effective sales coaching program for your sales organization.   In this whitepaper you will learn how to:   Implement a proven sales coaching model Create a coaching culture Use metrics to maximize the ROI on coaching Turn sales managers into great coaches

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.

High performing sales managers have a profound impact on a company's bottom line sales results. But, too often training initiatives focus on salespeople and not a company's frontline sales management team.

Selling to Enterprise accounts requires a completely different approach and understanding of how your buyers make decisions - and research shows that very few sales organizations are getting it right.

In the world of business, it’s important for people across all business functions to help the firm produce visible results.  However, sometimes, the "machine" of the business needs to be fine-tuned because everyone’s running on their functional treadmills, and when this happens, the business isn’t running in tip-top shape!   If you pair this with the fact that resources are scarce, the treadmill runs faster and important cross-functional hand-offs are missed.