Sales kickoff season is here. Do you know what your meeting will look like this year? Pre-pandemic, you flew your team in to celebrate past successes, train, and motivate everyone for the next twelve months.

As the marketplace spends significant amounts of money on tools to support the sales process, there still seems to be a troubling fact: more than half of salespeople miss their quota. The sales 

As the marketplace spends significant amounts of money on tools to support the sales process, there still seems to be a troubling fact: more than half of salespeople miss their quota. The sales process or even the technology might not be the issue; often, it is an absence of an effective sales methodology.

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?

Coaching is tougher today, now that many sellers are working remotely. Without seeing your team in person, it’s difficult to know who’s struggling and how to drive behavior change.

Leaders are challenged to manage change, transform teams and processes, and build talent - all without the benefit of in-person work with their teams. There’s never been a better time to be an improviser - they think on their feet, embrace change and stay positive - all characteristics shared with high performing teams as well.

"If I could just get more at-bats! Seriously, if they would just take my call, my business would thrive!" - says almost every business development professional we have ever met.

Why are some companies thriving in the current environment while others fall behind? The secret is modern sales enablement designed for virtual teams. Today’s winners are mastering virtual selling with an up-to-date approach to content, tools, and knowledge. Sellers are working harder than ever—and sales enablement has never been more important than it is today. At the start of the pandemic, you may have shifted overnight to virtual selling. But the processes and tactics you put in place in the Spring likely weren’t designed for the long term. Sales teams have had to learn on-the-fly how to succeed when in-person meetings aren’t possible. It’s time to figure out what works in this new world and what doesn’t. Sales enablement in 2021 will be very different from last year. But knowing how to pivot to a modern approach isn’t obvious. Download this eBook to learn the elements of modern sales enablement and how you can upgrade your current approach for long-term success. Get your eBook to learn: Best practices to accelerate results with virtual teams—and why traditional tactics are no longer enough 4 key capabilities of a holistic sales enablement solution How to build a powerful tech stack when your budget has been cut Plus, the 2021 Sales Enablement Checklist to help drive results next year and beyond   Don’t get left behind by relying on an outdated sales enablement approach. If you aren’t updating today, you don’t have a moment to delay.

People buy from people they trust . . . and they trust people who are authentic. 

The first step in creating top sales coaches is recognizing that most sales managers do not invest enough time coaching their salespeople.  And worse, when they do coach their sales team, they often focus on short-term results rather than mid-to-long-term development.  Top performing sales managers spend at least 50% of their time coaching salespeople and do so in a consistent, structured fashion that drives individual improvement for each team member.  

Download this helpful infographic as a reminder of the 4 steps for leading virtual teams.  Outcomes of using Improv techniques to manage virtual teams Greater trust within virtual teams  Speed to deliver on business outcomes  Radical collaboration = quicker turnaround  Balance accountability with autonomy  Accountability and engagement on tough projects  Practical skills to manage difficult or negative conversations in a positive way  Techniques to improve empathy and patience

Want to find more leads with less competition? Your happy clients have the key - their referrals! Create a referral program for your business then get your whole company using it. Referrals are one of the quickest ways to fill your pipeline and close faster than any other lead but how do you reward people who refer you?  

Michael Bungay Stanier was named #1 Thought Leader in Coaching in 2019, and he is the author of the best-selling coaching book of this century: The Coaching Habit.

Are your deals stalling or ending in the status quo more often than they should? You’re not alone! Depending on the research you read, the number of opportunities that end in "No Decision" ranges from as low as 23.5% to as high as 60%, and increasing in the new virtual sales world. Whichever is accurate for your company, most can agree that it’s far too high. To make matters worse, the number of stalled deals (where buyers have essentially ghosted you) is almost legendary.

Bar charts and pie charts have their place, but they only take you so far. This session will show you the secret ins and outs of Microsoft Office to create unique and highly visual charts such as Proportional Shapes, Panel Charts, Bullet Graphs, Unit Charts and more in PowerPoint and Excel.

Why are some companies thriving in the current environment while others fall behind? The secret is modern sales enablement. Today’s winners are mastering virtual selling with an up-to-date approach to content, tools, and knowledge to help their sales teams succeed.

Are you ready for the new normal? Virtual selling—working a deal remotely when you can’t be there in person—is how to close B2B deals today. With business uncertainty at an all-time high, any vendor that’s not on board will get trounced by their competition.

A high-performance sales culture is built strategically by building a high-performance team. At the core is building a sales talent pipeline that ultimately leads to building a strong team of A players who achieve revenue results - essentially, your company's competitive advantage. 

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.

Marvel at how amazing your presentations can be using only Google Slides. Create visual, dynamic, engaging slides that help your audience learn, in this interactive session packed full of real-life examples of bullet points transformed into meaningful visuals.

If you're in the training business, you're in the business of behavior change. And, wow, it's really difficult. We are all, literally, creatures of habit. Our role in helping people have the courage and discipline to change the way they act is significant and tricky. 

Q4 is upon us. It’s been a tough sales year. Your sales team has one last quarter to pull the numbers up. Prospecting and closing business around the holidays present a challenge and salespeople lose focus. What can you do to prepare your reps to look for last minute opportunities and make one final push? What can your sales reps say to get contacts to meet and close a sale with little time left in the year?

2020 has been a challenging year for sales leaders. If you weren't facing disruption before, the global pandemic pushed it upon you. Almost overnight, all sales positions transitioned to "inside sales." And the new normal of virtual selling comes with its own challenges of video conferencing fatigue, sourcing and calling buyers' mobile phones, and a decrease in email open rates.  

How much time, money, and effort is your company currently investing in its digital marketing strategy? Every organization knows they need digital marketing, but for many it is just not a priority. There is either no budget, no staff to manage it, or the organization simply does not have the knowledge or experience to implement an effective strategy. If having a digital marketing strategy is not a priority for your organization today, you need to make it one. Download this white paper to find out why.