In November 2010, Jeff Weiss and Jonathan Hughes, along with Major Aram Donigan published an article in Harvard Business Review called "Extreme Negotiations".  It described the temptations we all face when negotiating under duress - for example, acting too quickly or relying too much on coercion - and suggested that the principles of effective negotiation become even more important when the stakes are high and the pressure is on.  The authors used examples from military negotiations in Iraq and Afghanistan to illustrate those principles. Harvard Business Review followed up with Weiss and Hughes to understand more about how readers could apply these negotiating principles to their own situations.

This webinar will help participants discover the specific activities and day-to-day operations of a truly effective corporate sales coach. Tim will host this session with guest Michael Bigley from Zones, an international technology enterprise provider.

Lack of emotional intelligence skills is the one of the biggest and overlooked reason for missed revenue goals. Often, salespeople know what to do; however, in tough selling situations, they let nonproductive emotions take over. They discount too soon, write practice proposals without proper qualification and continue to meet with non-decision makers. Their inability to execute the right selling behaviors during stressful situations lead to poor sales results. When it comes to sales, emotional intelligence skills are every bit important as hard selling skills.

Simple mistakes have significant impact on sales results. Are you catching the blunders your sales team is making in their everyday activities? Whether they are new sales reps or experienced sales people who have gotten lax, as a sales manager you want to catch these mistakes before they impact sales and coach your team to higher performance. But before you can, you have to first recognize the mistakes.

Managing multiple locations and their regional/territory teams requires a unique set of leadership skills and strategies. Join us to learn five key practices of how to lead from a distance effectively. Drawing from our recent national retail industry research study, we will explore the leading practices learned from surveys, interviews, and observations of some of the most productive and profitable multiunit managers on the planet.

There are several types of executive presentations required throughout the sales process.  Buyers may require your team to provide an introduction to your organization or perhaps a closing presentation.  It is critical to inform, educate and, most importantly, provide value that will further the buyer’s journey. The goal of this webinar is to help you and your team execute quality presentations.  

If your sales team isn't producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager's Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the... (click to download excerpts from this eBook)

Do any of these statements sound familiar? "We need our reps to do better discovery! Let’s do a refresher training on that." "Our reps need to shift from a product-focused transactional selling to value-based consultative selling." "Why do we need to train our reps on qualification again? We just did a session at SKO?"

Now that national sales meeting (NSM) planning season is in full swing, it’s on you to make this one the best ever--which means looking at ways to engage your audience more effectively, ensuring that they'll remember all that good stuff you’ll be telling them about, and keep it fun.

Getting sales onboarding right is an on-going challenge. Do any of these issues sound familiar? There is so much to teach, and pressure is high to get new reps selling faster. The "forgetting curve" weakens the effectiveness of training. Rep failure rates and turnover cause a revolving door of onboarding.

We know that sales messaging matters. We know we should personalize for personas. But how do you develop messaging that works and actually get your sales force to use it? This is a perplexing two-pronged problem, but it is solvable.

Only 44% of HR professionals report that employees in their company give discretionary effort (energy above and beyond what is needed to keep their job).[1]   A leader’s role is to engage others to commit their full energy to the creation of value.  In some organizations today, based on the data, it feels like employees have unplugged from their energy source.

Managing remote workers has always been challenging, particularly with sales teams where everything is measured on productivity and results. With more employees working from home than ever, sales managers must learn to manage a distributed workforce from a distance. For those organizations new to the world of a remote workforce, managing from a distance has presented unforeseen challenges.  So how do we know, then, if our sales team is cut-out for remote work? How do you gauge how well your team will adapt? We don’t have all of the answers today, but we can take a look at what successes and challenges remote sales teams have experienced, what new challenges organizations are seeing and how they are addressing them, and how sales managers can support, engage, motivate, and assess their newly remote workforce. We can use this information to help our salespeople adjust and thrive in a remote environment. 

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.

How can sellers break through the noise and differentiate themselves from the crowd?

So many sales organizations operate with front-line sales managers "doing their own thing." It's like a free-for-all. Here's a pro-tip: the best-performing sales management teams work cohesively as an aligned, well-oiled machine.

During this webinar, five specific strategies will be taught to help sales organizations launch sales coaching practices for success in 2022. Sales coaching is not a new industry or endeavor, rather due to recent times the practice of sales coaching has dramatically changed and provided unique opportunities.

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. 

A single sale alone does not make for a successful sales career. Top sales performers know that securing a sale is not the final goal but the first step in acquiring a loyal customer who will champion your solutions.

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.  

Win with small changes that deliver big results Directly applicable to your daily challenges Exceptional opportunity to boost your influence skills Free of charge

You communicate and care but don't connect with your audiences as deeply as you could because you have not learned the foundational structure of storytelling called the ABT (And, But, Therefore) agile narrative framework. In this fun and interactive webinar, Park Howell will show you how to tap into the three forces of story of agreement, contradiction and consequence that our primal pattern-seeking, problem-solving, decision-making buying limbic brain adorse.  

In his new book, "Future of Selling", Victor Antonio again explores the transformative impact of artificial intelligence on the sales landscape; specifically AI Agents and how they will begin automating tasks, personalizing customer interactions, and improving efficiency.

How do you transform your sales team into a revenue-driving marketing channel? In this playbook, you’ll uncover the key challenges holding your marketing team back, get actionable strategies to align messaging, drive revenue impact, and prove the ROI of your marketing efforts. What you’ll learn: How to bridge the communication gap between marketing and sales teams Steps to build messaging that resonates with buyers at every stage Tools and tactics for quick implementation across your organization