To avoid the pitfalls of competing on price, salespeople are often told to differentiate themselves and their offering by "selling the value." Selling the value implies that the salesperson either truly understands what the customer values, or that the value offered is perceived as significantly different from the competing offerings. All too often, neither one of these is true.

It has been a tough year for salespeople! As we emerge from the peak business impact of the pandemic, it is clear that we are not returning to the pre-COVID normal but to a new normal of Hybrid Selling. 

We have all heard the closing lines: "What will it take to get you to sign today?" or "Would you like 5 or 10 in the initial order?" or even "We have a special offer, a 15 percent discount, but only if you will commit to signing now." Yet, we all know the gimmicks don’t work—and they certainly don’t lead to lasting customer relationships.

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.

Many sales professional’s world were turned upside down, seemingly overnight. Field salespeople that had spent years honing their face-to-face selling skills were now charged with learning how to prospect and sell in a world gone virtual. Inside salespeople were experiencing deal slippage and frozen budgets.

One of the toughest challenges salespeople experience is objections. We get objections during the prospecting such as were already working with someone I don't have any time. We get competitor objections. We get price objections. We get budgetary objections.

A significant reason managers don’t coach their people is that there’s no obvious WIIFM. Sure, the person they coach improves in engagement, productivity and impact, so the organization benefits too. But for the manager, coaching can feel like just another obligation. By understanding the Drama Triangle, managers can reach that aha! moment where they realize how being more coach-like can help them work less hard and have more impact.

We see leads go into the funnel and we see sales or lost sales come out but rarely do sales managers dedicate themselves to coaching to what happens inside the sales funnel. This is where the sales and performance opportunity exists!

This webinar will reveal and teach some of the most innovative strategies during this time of transition.  Unlike any other time before in our history, the session provides learning and development departments and never seen before opportunity. This webcast will teach specific strategies to coach and reinforce coaching virtually.  

Do your salespeople have the right mindset to do whatever it takes to be successful?  With the adversity salespeople face on a day-to-day basis, sales leaders must understand how to coach their team for the resiliency needed to navigate difficult sales conversations.  And while resiliency is crucial to sales success, having the right kind of empathy can dramatically shift a sales conversation.  How strong are your sales leaders’ conversations when it comes to coaching their team for resiliency and empathy?

One of the major challenge’s organizations face in the workplace are people's ability to handle conflict. There are two sides of conflict when people are confronting one another somebody who is delivering the conflict and somebody who is receiving it.

Today's sales and account management environment requires a level of leadership skills that not only gets things done through others (many of whom do not directly report to them) but also develops the next generation of sales leaders. Coaching has proven to be an effective way to improve sales performance as well as attract and retain sales talent.

The United States is in a crisis. The Corona pandemic now combined with protests in our streets are shaping what will become the new normal for organizations. Many of our first responders and front-line employees have friends and family members who have been directly impacted by these events.

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.

Most managers know how to tell people how to handle price objections but coaching is about asking questions and helping the employee see where they are struggling with price objections. Sales coaching helps build performance improvement which leads to better selling success for those who are not achieving levels they would like.

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.

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.  

In an effort to test the impact of different incentives, a global telecommunications firm worked with BIWORLDWIDE to study the performance of its call center employees. Our findings confirmed previous research: non-monetary rewards drive greater performance than cash and cash equivalents.  We also found that individual goal setting delivers stronger results than tiered goals. In other words, setting your own goal improves performance significantly more than receiving pre-assigned goals.

Most businesses understand the power of video. They want to use more video in their communications, but get stuck on how to operationalize it. While video is essential for engaging today’s stakeholders, scaling video creation across the organization is hard, time-consuming, and expensive. In this session, Vyond’s Head of Product Marketing, Enrique Olives, will discuss how intelligent video creation utilizing AI-driven features can improve audience engagement and drive business results.  

Sales organizations often look at the competition as the enemy that must be beaten. With this mindset, salespeople and managers often fight the competition in full view on the customer’s front lawn, damaging your company’s reputation.

Sales organizations often look at the competition as the enemy that must be beaten! With this mindset, as a sales manager you and your salespeople 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 our last session, How to Accelerate Sales Effectiveness and Build Champions, we explored how to use technology & automation to train sales teams at scale.  

Do your salespeople sound great in role play, then fall apart on a sales call?  It does not matter if you have the perfect sales script - scripts only work if you give the prospect their lines and tell them exactly what to say and how to say it.  If you can do that, your salespeople will be just as effective on sales calls as they are in your sales meetings.  Instead of worrying about developing the "perfect sales script," focus on coaching your sales team for conversational fluency.

Trainers and 'experts' talk about ways to convert more calls. But, what are the sales skills and marketing tactics that actually matter to closing more business over the phone?