An effective learning management system (LMS) engages your workforce, reduces training costs and elevates skills to maximize productivity. But if your system isn’t optimal, it’s not delivering these benefits.

Negotiation has long been thought of as a soft skill or a set of counter tactics in response to a random tactic from the other side.   Over the last 15 years this myth has been disproved.  Brian Dietmeyer helps us understand why  97% of what happens in a business negotiation can be anticipated and - in many cases -  prevented by a systematic use of data.

Brian Tracy explains the most important quality that a manager should have, the three most common mistakes leaders make, how to set better goals and the importance of the work culture.

Here’s a reality check. Sales managers often get set-up to fail. You’ve heard this story before. Top sales producer is promoted to sales management only to discover that the skills required to lead and develop a high performing sales team are very different than those required to be a top producer.

The state of sales training and development is in flux. It needs to be. For some period of time during your sales onboarding, you’ve got a captive audience. After that, sales people are on the move. And realistically, even during onboarding, it’s not like you can run a 6-month, in-person, ILT boot camp, to everything your reps need to know and do. And yet, we’re expected to produce results. How do we do it successfully?

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.

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.

As the Internet has changed B2B buying habits, Social Selling has proven to be an effective way to reach decision makers. Still, Social Selling has been a random, grass roots approach for most corporations. That is because apps like LinkedIn and Twitter are free tools that some sales people started using before most corporations implemented any standard training. Now, sales leaders are wondering how to standardize and manage social activities to achieve higher sales productivity.

As sales people, we are always looking for our next prospect. We’re picking up the phone and making calls to brand new people, we’re reaching out to strangers on LinkedIn, and we’re asking for introductions and referrals from our clients and networking partners. While all this activities are important, we’re ignoring the people that are already in our network who we probably should be nurturing.

In an era dominated by AI, the demand for genuine human connections has never been more crucial. While authenticity comes naturally in face-to-face interactions, the virtual landscape often challenges sellers to convey their true selves, hindering their ability to develop trusted relationships.  

The sales enablement function is becoming more prevalent across organizations of all sizes and industries. It takes a formalized but flexible approach for meaningful impact, so that sales enablement earns its "seat at the table." A center of excellence approach can help you to accomplish that result.  

The hiring landscape and our entire economy changed dramatically when COVID 19 hit and we entered this new era of social distancing.  With unemployment skyrocketing and purchasing decisions being delayed or cancelled, the need for strong salespeople is greater than ever.  What can you do to position your company to come out of this economic quarantine stronger than ever so you’re ahead of your competition when the rebound starts?

Negotiating. It’s tough, right? How do you do it in a way to maintain your margins without destroying client relationships? It definitely requires a buyer-centric, win-win approach, focused on understanding your buyers’ interests and what they value, rather than just their positions.  

What would your revenue look like if you could clone your top producers? Better yet, how much would you grow if you helped your top producers identify at least one area on every call where they could improve?  How confident are you that you know exactly what your salespeople are saying during sales calls and demonstrations?  Do you have a system to provide feedback?  Even without being on every call or in every meeting?

Uncommunicated expectations are often unmet expectations. That won’t fly when you are trying to talk with your customers’ executives! With complex solutions, often it becomes clear that higher-level support is required to make the sale. What does it take to engage your customers’ executives in a meaningful way? 

Uncommunicated expectations are often unmet expectations. That won't fly when you are trying to talk with your customers' executives! With complex solutions, often it becomes clear that higher-level support is required to make the sale. What does it take to engage your customers' executives in a meaningful way? "C"-suite executives are busy and hard to reach. They are, however, willing to meet with salespeople, but with very specific expectations. In order to be effective, your sales people need to plan carefully for the call, do their homework, and, most importantly, understand those "secret" expectations. 

Uncommunicated expectations are often unmet expectations. That won’t fly when you are trying to talk with your customers’ executives! With complex solutions, often it becomes clear that higher-level support is required to make the sale. What does it take to engage your customers’ executives in a meaningful way? C-suite executives are busy and hard to reach. They are, however, willing to meet with salespeople but with very specific expectations. In order to be effective, your salespeople need to plan carefully for the call, do their homework, and, most importantly, understand those "secret" expectations.

What’s the digital landscape you, your company, your clients and your customers will be facing in the years to come? There’s a transformational shift coming, which will push traditional online commerce into a more immersive, virtual environment. How consumers buy products, how you create a brand, how you build new markets and many other commercial transactions will be taking place in the metaverse, also known as Web3.  

In every team meeting, sales presentation, speech online or in-person, your opening remarks set the tone for your audience’s experience. Do not underestimate the importance of your first 30 seconds.  

With a speech analytics application, businesses have access to invaluable information contained within their interactions with customers that can help them gain flexible, scalable business intelligence, enhance revenue, and diminish risk.

This session, based on the presenter’s book Care Like a Mouse, will show attendees how Disney harnesses human capital through Purpose, Priorities and People. At each step, we will share strategies and tactics participants can apply to their organization.

The cash vs. tangible incentives argument is an old one. This paper suggests that there is room for both, and both can be effective when used in the proper application.

It's a challenge - getting mid level producers to step up their game and move up the food chain. Their view from the bottom of the ladder can be quite daunting. However, improvements can be made with effective coaching and feedback.  

Competitive, challenging and constantly shifting - that is today’s marketplace! To grow and compete you need a new set of sales and leadership strategies, and a new approach to business growth. In this high-energy, power-packed session, Motivational Speaker Meridith Elliott Powell, shares everything you need to know to turn uncertainty to your competitive advantage. She’ll show you how to inspire your team to proactively navigate change, see and prepare for the disruption coming, and how to stay razor-like focused while still remaining highly flexible so you are prepared no matter what this marketplace does.