This webinar will teach specific questioning skills that support training while driving employee performance. During this webinar we will teach questioning skills that drive awareness and action in the following areas:

Find a mirror and take a good, hard look in it. Who’s staring back at you? What does that person stand for? And how does that person fit within a company or organization? It’s time to find out once and for all by discovering the power of your personal brand.  

In Unlock Your Brand's Heart and Soul: A Powerful Communication Strategy for High Performing Teams, attendees will learn how to identify and clearly communicate the heart and soul of their company in order to attract and retain high-value clients and build a loyal following.   

Dr. Mercer will show you how to consistently + scientifically hire "Superstar" sales reps - who are both (1) Highly Productive + (2) Low-Turnover.   

Building the right sales compensation plan can be confusing.  Sales compensation has numerous unique words, practices and solutions.  But the fundamentals are known and the classic challenges have some great tested solutions.  

It’s been a component of sales almost as long as sales itself has existed, but what exactly is sales enablement and what does it look like when it’s done well? For many, the term sales enablement leads to discussions of tech stacks and software as a service (SaaS) that companies invest in to shape their go-to-market strategies. However, those we spoke with said sales enablement is much more than software. It has taken on such an important role that many B2B companies have created sales enablement positions that are separate from the marketing and sales functions. In our new Focus Report on sales enablement, you’ll learn: The evolution of sales enablement and why it matters more than ever How to create sales enablement centers of excellence How sales enablement can help companies weather economic downturns ​​How to be prepared to seize every revenue moment

Why do executives test and screen salespeople?  How can your sales teams circumvent that process and develop trusted advisor level relationships with those executives?  

Virtual classrooms have dominated training delivery for a few years. Still, one of the challenges with virtual classrooms, or any digital learning, is that many people are trying just to replicate a physical classroom experience: webcams, open microphones, and not adapting to make the most of the technology. The other big challenge is in our own approach to understanding how current training and learning skills convert to work well in the virtual classroom.  

More leads won't get you more business unless you do this...  

The term "Influence" has been so overworked these days.  It doesn’t mean having a million followers on Instagram.  It does mean having a specific set of skills you can learn, practice and master to "up" your game - your Influence "Quotient".  

New data privacy laws. Headlines about layoffs and economic turmoil. Distracted prospects.  You can overcome each challenge and generate qualified leads for sales if you leverage the latest, most effective marketing trends.   

When writing cold emails, your success can depend heavily on how accurately you have written toward your target market. If your large enterprise prospect speaks a certain language, writing in small start-up speak isn't going to help you.  

Whether your organizational goals include acquiring new customers or retaining top talent, you need powerful rewards and incentives to motivate your recipients. In this white paper, we'll discuss how you can find the right digital gift card management partner to help you stay competitive.

The numbers don’t lie—prospecting is challenging. Consider: It takes 18 dials to connect to a single buyer 10-30% of your customers will stop doing business with you each year Your sales team has a 56% greater chance of attaining quota if they engage buyers prior to buyers contacting potential vendors

Sales strategy isn’t something that sales leaders can set and forget. It takes a decisive start and continual focus to achieve sales growth objectives. With many potential strategies to choose from, how do you decide where to focus your time and resources?

Our post-pandemic recovery has left us with instability in our supply chain, inflation, and a unique work environment. As a result, even the most solid retention and growth strategies must adapt and continue to raise the bar to ensure their contributions to brand and business value keep pace. There has never been a better time to reconsider the role of Business-to-Business (B2B) incentive and loyalty strategies.  

Learning online is now commonplace. We know how to use the platform features, but unfortunately, engaging attendees to participate, to come on camera, and to unmute can be like "herding cats," as the saying goes.  

Stop pressing the "more" button. More calls. More meetings. More deals. More discounts. That button is broken! Instead, discover how to press the "why" button and unleash the passion that lies deep within each of your salespeople.  

Your reps know it’s easy to sell when the economy is booming. They also know that’s not the environment they entered on January 1. Businesses are cautious about spending money. Sales reps need to talk with a new set of decision-makers who are higher up in the organization.

In 2023, the success of your sales team will be determined in large part by how effectively sellers use content. 

The reality is that just over half of sales reps in a given group achieve quota. Similar to the games you play on your smartphones, the gamification of your sales training is a powerful tool to motivate and engage your sales team. As you make your reps actions reward-based and more competitive, you will find your sales team approach the daily grind of sales more readily.

Our post-pandemic recovery has left us with instability in our supply chain, inflation, and a unique work environment. As a result, even the most solid retention and growth strategies must adapt and continue to raise the bar to ensure their contributions to brand and business value keep pace. There has never been a better time to reconsider the role of Business-to-Business (B2B) incentive and loyalty strategies. This ebook makes a case for why B2B incentive and loyalty program strategies must be refreshed or redesigned. Then, we will explore how to do that by exposing the three major reasons brands do not make these changes today. Finally, we will provide a checklist of the steps you should follow to refresh and reinvigorate your programs. Brands who simply roll over their program from year to year risk, at best, missing out on incremental revenue that could be achieved by reassessing your target audience's values. At worst, these brands face customer retention issues and lose share to their competitors. On the other hand, brands that redesign and make their programs smarter can experience about 20% gains in Return On Investment or more. Let’s dig in! 

People will run really, really fast for two reasons: to win a gold medal and to get away from a German shepherd. Only one of these reasons results in sustained success. Can you guess which one?

It’s the most important thing you can do as a sales leader: Master the skill of sales coaching It’s the difference between hitting your number every once in awhile and achieving over-goal performance year after year. It’s the difference between moving up in your career or moving out. Yet so few sales leaders know how to coach their salespeople. Do You? Sales Coaching Success: Five Secrets Will help you: ✓ Know why the goals you set with your reps aren’t working very well. ✓ Discover the powerful habit that supercharges any salesperson. ✓ Create a cadence of accountability that drives real revenue results. ✓ Learn a proven process for conducting effective weekly one-on-ones. ✓ And best of all, love being a sales leader again!