Your buyers’ lives, preferences, and expectations have changed. Two-thirds or 67% of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold your sellers to a high standard. That means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver. Read this Essential Guide to the Buying Experience of the Future to learn how a unified, three- pillared revenue enablement framework of preparation, tools and assets, and communication empowers your customer-facing teams to thrive in modern selling environments.

This the third in Mike’s incredibly popular Super Simple PowerPoint Slide Design series. Learn how to make simple yet engaging and professional slides quickly. Mike shares new, innovative designs that you can easily make—when you know how. Using the latest trends, discover tips, tricks, and techniques to developing amazing slides. Less is best in this session.

Leadership is hard! But it doesn’t have to be hard to understand. In this fast-paced webinar, you’ll learn the surprising essentials that improve leadership growth, impact, and enjoyment. The time-tested lessons and insights you’ll learn are drawn directly from the leadership trenches, and include:

As many of us are all too painfully aware, we have had to adjust to "new normals" in all arenas of life; a noisy and unpredictable universe has accelerated the need for better Influence.  Of course, technology is transforming our very lives, but, even if we’re all connected, we’re losing our personal touch. Our interpersonal skills are becoming rusty. Indeed, studies by the World Economic Forum and Harvard Business Review say that Influence and Social Skills will be among the top required capabilities by the year 2023 and beyond.

Several years ago I got word that a large tech company was going to send a "Request for Proposals" out to several vendors for a large consulting and training contract. My advantages - I had already worked with several divisions of the company. I understood the culture - its habits, strengths, and weaknesses and "lingo". My work had gotten consistently good ratings from the groups I had worked with. My disadvantages -Would the decision-makers worry that my "lean and mean" operation could not deliver on a huge contract? Who were the decision-makers, and how would they decide? What were their decision-criteria?

Aside from my usual training/consulting business at that time,I also had a business in what was called "premiums or "custom publishing". You have likely gotten a mailing from a magazine, offering you a subscription with a free gift - a gadget, a diary, or a book of tips or ideas. I’d come up with an idea for one of the magazines in the Time-Life group. First, they would test it by send out a mailing offering my idea as well as two other ideas to a test audience. Whichever of the 3 ideas got more responses was the winner, and that idea was then "rolled out" for a much larger project, sometimes to a million or more potential customers. Usually, they got about 5,000 affirmative responses. What this meant, to a small vendor like me, was that I’d have to create the actual 5,000 booklets (at enormous cost, usually a loss) to fulfill the first 5,000 customers.

Several years ago, one of our Affiliates in the San Francisco Bay Area who said she had a "lead" for me from a large defense contracting company, which said they needed some training in "presentation skills". (let’s call her "C") Before going to the meeting, I learned that the division which had called was a group of elite physicists, who had not had a lot of work to do since U.S. involvement in wars had slowed down. (this was before 9/11,before our wars in Afghanistan and Iraq)

  Several years ago, I gave a speech to about 300 businesswomen, "How to Manage your Time for Success. After the talk, I handed out a simple handout of tips and exercises. Afterward, two women came up to me and asked if they could "use" my handout packet. They were the Circulation Managers for Working Woman magazine (readership about one million) They wanted to use the booklet as a "premium" - a free gift for new subscribers. I was delighted but said that since this was my copyrighted material I couldn’t allow them to reproduce the booklets; instead, I would sell them the booklets they wanted. After some negotiating, they ordered 100,000 copies of a 12-page booklet, which I wrote, designed and had printed. Click here to see the full list of Influence "hacks" 

Over the past 18 months, we’ve seen a global pandemic, social unrest not seen since the civil rights movement, working parents stressed with having to home school, and a country deeply divided, we’ve also seen a changing workplace, where remote employment now being the norm in many office locations, and employees demanding that DEI (diversity / equity / inclusion) becomes a corporate initiative.  The boundaries between work - life have never been less clear.

Dear Reader, Give me 7 minutes of your time, and I’ll give you The essence of my bestselling book, "Seven Secrets of Influence" and the international one-day seminar Program, "Secrets of Influence™" My goal here is to give you, in just a few minutes and a few dollars, a basic understanding of the important Influence theory and skills that Fortune 100 executives pay thousands of dollars for. I’ve given you the self-assessment questionnaire "Influence Styles Inventory" at the very beginning, plus a printed (or digital) way for you to learn your own Influence Score. That, and the description of the Influence Styles, should take about 7-10 minutes. (Then, for deeper understanding, you can read the rest of the short book to enhance your awareness and skills) Here, in condensed form, for busy people like yourself, a rich and deep view of these important ideas necessary for anyone to be successful in the 21st Century! Wishing you much Success and Influence!

Selling is social — but onboarding new revenue professionals often lacks the social and collaborative aspects of actual sales. This is especially true in virtual learning, when new sellers are onboarded ad-hoc or with LMS-based experiences that do not equip them with the sophisticated capabilities they need to drive revenue growth. 

How do cold email experts write their own emails? There is a ton of advice out there, and everybody has an opinion. But it's always harder to apply advice to your own work. We wanted to see how top, top sales experts write their own cold emails. To see which techniques they used. Which CTAs. The types of subject line they used. The number of sentences. The level of personalization. 

Over the past 18 months, we’ve seen a global pandemic, social unrest not seen since the civil rights movement, working parents stressed with having to home school, and a country deeply divided, we’ve also seen a changing workplace, where remote employment now being the norm in many office locations, and employees demanding that DEI (diversity / equity / inclusion) becomes a corporate initiative.  The boundaries between work - life have never been less clear.

Can Channel Partnerships Rescue You From a Recession? B2B sales and marketing teams continue to play things close to the vest as uncertainty about the strength of the economy persists. Whether or not a serious economic downturn is inevitible, there are numerous reasons why now is a good time to form new channel partnerships. A win-win strategy that can put more qualified leads in your pipeline and help you expand to new markets, channel partnerships are an increasingly key component of many companies’ go-to-market strategy. Our new Focus Report, "The Channel Partnership Playbook," takes a closer look at how companies are boosting their bottom line by forming strong relationships with other companies. Learn about the different types of strategic partnerships, tips for developing channel partnerships and how to keep channel partners engaged and motivated to reach well-defined goals.

This webinar will teach five specific activities the develop sales team performance, camaraderie, and confidence when selling. During this webinar we will teach activities that facilitate greater skill development and product knowledge. 

Smash your Virtual Presentation Technology Game Right Now! Are your virtual presentations boring?  Are you not meeting your sales quota?  Do you want to take advantage of the tremendous presenting and selling revolution?

This webinar will teach a very innovative approach to combining coaching and artificial intelligence to maximize sales talent for performance and predictable results. With the economy in a state of uncertainty there has never been a better time to ensure that your sales team's performance is optimized. 

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.

Forrester conducted an online survey with 440 respondents and four interviews with sales enablement strategy decision-makers in North America to explore this topic. We found that organizations understand the value of agile content, but can’t always produce and use agile content across the enterprise. This recent Forrester report, Agile Content Strategies Deliver Business Results And Drive Sales Adoption, reveals how sales content has evolved and how business leaders must adapt. Download your copy today to see how you can overcome business pressures changing sales content management. You’ll learn: 3 key sales content research findings Why marketing content is an essential sales tool How lack of resources and incentives limit sales content impact 3 agile content best practices to increase buyer engagement 4 recommendations to gain significant business benefits

We all know we need to coach sales reps. In the face of The Great Resignation, a staggering 60% of reps say that they’re more likely to leave their job if their manager is a poor coach (*The Center for Sales Strategy.) However, successful coaching is not always as easy as it seems. A sales leader’s time is spent on a multitude of tasks - accurately forecasting revenue, understanding where deals are, getting on calls with customers - and often, as a result, they don’t know where to begin a formal coaching process. Whether your goal is to improve rep performance, onboard new hires faster, speed up your sales cycle, or boost retention rates, effective sales coaching driven by data can be a game-changer for your oranization. This guide will demonstrate.

Just because the world is starting to open up again doesn’t mean things are going to back to the "old normal"--nor should they! Dr. Cindy McGovern will guide you through actionable steps to take to combine the best of old ways and new to create a winning a sales plan.  Many of the changes we were forced to implement in 2020 and 2021 actually turned out to be good for business; find out which ones deserve to stick around, and keep both face time AND Facetime in your toolbox.

It’s become cliche to call the B2B buyer journey more complex and challenging than ever before. But that doesn’t make it untrue or less significant for sales enablement leaders.

If your staff meetings are an arms race of ever more rosy stories about the future, ever more closely guarded presentations of current status, and ever more vague discussions about how well things are going between salespeople and clients, this session is for you. Award-winning author and systemic culture change expert Ed Muzio will show you a new way of thinking about forecasts and data. You’ll learn what you can do with your staff, today, to get it functioning better as soon as next week. Get out of the business of guessing what people mean as they try to make themselves look good, and get your team sharply focused on working together with data and forecasts to achieve the real results you owe your leadership.

This highly interactive, fun and educational workshop will train on Team Selling/Making Joint Sales Calls to Win.