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Companies today spend billions hiring and developing sales teams—yet many of them struggle to onboard reps effectively, especially in remote and hybrid environments.   
Prospecting changes constantly. Nothing works forever. The tactics constantly evolve. What's on the horizon this year and what should we keep an eye on?
In an increasingly hybrid sales environment, virtual selling will never be optional again. Even seasoned sales reps need to learn new skills to succeed. According to McKinsey, 80% of B2B buyers prefer remote selling over in-person. 
This webinar will teach conversational skills that can expand sales performance and results. Sales has so many situations that sales reps need to be ready for; therefore, it's imperative that reps are conversational ready. Often success can be attributed to product knowledge or relationships when in fact what we say, how we say things and when we say things can often deter or accelerate the sales process.
Sales enablement intelligence is a data-driven approach to learning, coaching, and content to maximize revenue per rep. Sales enablement intelligence harnesses your sales analytics to help you identify strengths and weaknesses—and gives you actionable insights to achieve your goals. More importantly, sales enablement intelligence will help you lead a winning team.
A year into virtually all sales teams working from home, salespeople have adapted to the new normal of selling and organizations have updated their tech stacks to help their teams through the remote process. However, now that teams have acclimated to remote selling, it’s time to turn your sales team into a data-driven machine and accelerate pipeline, advance deals, and close more revenue. Artificial intelligence (AI)-powered guided coaching is an investment in your sales team’s productivity. AI assistants identify coaching needs in real-time, providing your reps with the right messaging during live calls to improve performance and progress deals. With the guided coaching capabilities of conversation intelligence technology, sales leaders can provide their remote salespeople with even more informed coaching insights than they could while in the office. This guide demonstrates: What sets real-time AI-guided coaching apart from other sales tools How AI-guided coaching can benefit your sales team What to look for in an AI-guided coaching provider Features to look for in a solution, and more!
As we enter 2022, Covid-19 and uncertainty continue to impact every aspect of incentives. Adaptation, flexibility, and communication will continue to be key as companies weigh their options about bringing employees together, whether it’s opening the office or travelling on an incentive trip. Incentive professionals are called to motivate a changing workforce while corporate goals also continue to change. For the foreseeable future, a remote and hybrid workforce is here to stay. A Mercer survey last May found that 83% of employers will continue to provide flexibility at greater scale post pandemic. Given the importance of recruitment, retention, and engagement, incentive programs will be more important than ever. Dramatic hiring shifts are driving companies to examine how to be even more competitive in the job market, and a robust incentive program is an important part of a company’s full benefits package. According to the IRF’s Industry Outlook for 2022, overall incentive budgets are expected to increase by 34% in 2022, with the per-person spend increasing to $806 from $764 the prior year - although these budgets will need to accommodate price increases resulting from workforce, inventory, and supply chain challenges. Click below to download this important report.
The days when a salesperson could close a sale with a "feature dump" presentation and win the sale are long gone. Unfortunately, many salespeople don’t know there is an alternative. They know they need to talk about "value" but how to do so isn’t as obvious.
Learn the #1 skillset sales leaders and professionals most need to create personal success today.   Sales is the growth engine of any successful organization. Modern sales skills will position you to earn trust and help your clients solve their biggest challenges. These skills are even more critical in times of disruption and uncertainty. Written for sales leaders and sales professionals, this eBook offers modern strategies to win new business, expand your current clients, and create stronger relationships.
How many sales are lost to the competition because they got to the real decision-maker first? How many sales stall because salespeople get stuck with individuals who ‘recommend’ but cannot ‘decide’? Probably more times than salespeople or their sales managers’ like to admit! 
During this Sales and Marketing webinar, Allan Schweyer, the Incentive Research Foundation’s Chief Academic Advisor will present highlights and insights from the IRF’s new study, The Psychology of Points. Allan will discuss how participating in points programs increases employee engagement, intrinsic motivation, and identification with the organization. He will relate his findings to current workplace conditions and to foundational theories of human motivation to provide practical guidance on how to design and implement a successful points program.
This webinar will teach specific methodologies to building a sales coaching culture that enables sales teams not only to be successful but produce a succession plan and future leadership successfully.   
Good onboarding is critical for sellers—it sets them up for success or failure. Yet too often, it's overlooked or poorly conceived.   In our new guide, you'll learn how to ensure your onboarding process is efficient, engaging, and effective.   Download the guide to discover: Proven onboarding frameworks that drive results A simple checklist to build a seamless onboarding experience Real-world success stories that highlight high-impact onboarding ...and much more. Get your copy today.
A healthy pipeline begins with quality prospecting. However, it’s one thing to have an identified prospect in front of you. It’s another thing entirely to have a qualified prospect.
Where do your sales managers focus their coaching attention?  Are the "problem children" on your sales team getting too much attention?  Chances are, your sales managers are not investing enough time coaching salespeople in general.  And if they are, they may not be spending enough time coaching the high-performing and high-potential salespeople on your team.  Instead, it is often the low performers who steal all the time, energy, and attention from your sales manager.  However, the payoff from focusing high-quality coaching on high-performing and high-potential salespeople can be enormous.
Video can bring people together but it can’t create a meaningful or memorable encounter that drives results. That requires a unique skillset. Luckily, screen actors, television reporters, and other on-camera pros have unlocked the secret to creating personal relationships and memorable experiences with a virtual audience. In this session, actor and sales author Julie Hansen shares the must-know secrets from her new book, "Look Me In The Eye: Using Video to Build Relationships with Customers, Partners and Teams."
Shifts that occurred during the pandemic and that continue to change the work world have made managing and motivating teams more challenging than ever. Here’s how to keep employees positive, productive and performing at high levels.  
Sales leaders know their teams need enablement. Sellers need onboarding to get up to speed, personalized coaching to continually improve, and access to the content and tools that will help them drive deeper buyer engagement and hit their targets.
It’s no secret that B2B buyers have higher standards and expectations for each sale they’re involved in. And their attention is short and fleeting. This makes each touchpoint all the more important. 
Technology is rapidly evolving in current times and businesses must keep up with the latest innovations to ensure they can retain and grow their customer base. As your business gets more advanced, it is important to ensure your customers not only understand but are able to adopt these changes as well. 
Download this eBrief to find out how to streamline sales content management to a digital approach that solves content challenges—for sellers AND buyers.
Before you embark on expanding your initial sales team, focus on equipping your sales team for success. Thinking about your sales organization as a machine will help you focus on the critical success factors (outlined in this e-book) needed to build a repeatable and predictable revenue stream for your company.
Are your salespeople faltering with 75% of their prospects and customers? Research shows that salespeople only genuinely connect with 25% of their customers. This means strong customer relationships are rarely built with the other 75%, leaving needs unmet and deals lost.
Funnel looking thin? A bit emaciated? Prospecting is the first activity your reps give up when pressed for time. Any other sales activities feel more important. But when they don’t make time for prospecting, they starve the sales funnel. To refill it, you’re forced to monitor their every activity until you see progress.   
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