Today’s digitally educated buyers require more value from their interactions with sales. Are your reps ready? Not many are. In fact, studies show that nearly 9 out of 10 sales meetings fail to meet the expectations of executive buyers.

Research has confirmed that many of the behaviors sales people execute actually drive down performance. Because sales people are largely unaware of how the brain instinctively creates a buying decision, they do not know if they are selling in a way that contradicts it. Yet, there have been thousands of scientific studies that have codified how the brain is hardwired to be influenced. When sales people align how they sell with these scientific principles their ability to sell is enhanced.

In this webinar, we will explore how to develop a branded customer experience that enhances the perceived value of your company, while impacting revenue.  Specifically, you will learn the risks you face when your customer experience does not consistently meet customers' expectations, the key ingredients to every customer experience encounter, and the areas that are crucial to transforming your customers' experience with your brand.  We will leverage this understanding of the customer experience to go beyond the expected and deliver an experience that enhances value and provides for additional revenue opportunities.

Account Based Marketing (ABM) is hot. Red hot. According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

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.

This free webinar will teach how coaching can immediately impact the bottom line of your company and improve a sales team performance. This is a 100 % educational webinar and there will be no selling of any kind during the webinar. If your sales team does not have a formal approach to coaching this webinar is for you!  

Based upon ES Research Group's experience and regular surveys, most decisions regarding third-party sales training content providers are made for the wrong reasons in the wrong way. The result is wasted time, money and significant lost business opportunity. 

In this new workshop, which is based on sales principles in Selling to the C-Suite and social selling strategies from The New Handshake: Sales Meets Social Media, professional salespeople learn to integrate the use of social selling skills and business intelligence tools into the sales process to develop, maintain and leverage relationships with C-Suite executives. 

When it comes to setting quotas and driving revenue, certain data and analytics are critical. There are tools on the market today that can empower your sales team to be far more effective at closing more prospects while eliminating wasted time searching for collateral and reconstructing contact histories, all while giving you actionable insights to improve close rates across the sales organization.

If your sales team has not been trained on the latest features and techniques, then they are at a competitive disadvantage. Social Selling is no longer a cutting edge practice. LinkedIn is 13 years old! Many salespeople are now driving a significant percentage of their pipeline through outbound social networking and posting content to attract buyers. According to Forbes, 78% of salespeople using social selling techniques outperform their peers.

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.

Given the evolution of B2B buying cycles, sales managers must continually acquire and adopt new skills to effectively lead, compete and win. Yet too often, when evaluating their team's performance, sales managers focus exclusively on performance metrics such as quarterly bookings or quota achievement. 

The #1 challenge salespeople face is getting to their decision-makers quickly. Seasoned reps recognize that getting a meeting before clients know they have a need is even more critical. Some people say it takes seven to 12 touches to reach prospects. Is that how you want your team spending their time?

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. 

Barbara Giamanco, one of the first evangelists of leveraging social media in sales, wakes you up to the reality of selling in today's digitally driven marketplace. Buyer behavior has changed with CEB reporting that customers do early stage research on products, people and companies 57% of the time before engaging sales. This shift in buyer behavior and expectations heightens the need for salespeople to implement a social selling strategy to achieve measurable results. The problem is that many sellers are using social selling tactics to short-cut the selling process leading to wasted time and no solid ROI.

How do you ensure your time and financial investment in sales training pays off? People often talk about tools that enhance sales productivity. In this webinar, we explore the common reasons sales training fails. By understanding what these pitfalls are and avoiding them, you'll set the course for successful training initiatives that lead to increased sales performance and long-term revenue growth.

Research shows that effective sales coaching can dramatically improve the performance of sales teams - in some cases driving up revenues by 20% or more. But all too often sales organizations find it challenging to develop a sales coaching program that's embedded in a coaching culture.   Read this 5-page white paper and learn best practices and strategies for developing an effective sales coaching program for your sales organization.   In this whitepaper you will learn how to:   Implement a proven sales coaching model Create a coaching culture Use metrics to maximize the ROI on coaching Turn sales managers into great coaches

Many companies approach orientation like it's a formality. It has to be done, but no one wants to waste too much time on it. So, new employees are ushered in, given a quick tour of the office and a rundown of the benefits offered, and then they're expected to get right to work. It seems leaders assume that more detailed information on things like the company's processes and customers will simply be absorbed by new hires as they go along.

Analytics are at the heart of a modern data-driven business.   When it came to content, we used to rely almost entirely on anecdotes and guesswork. That is no longer good enough - content is at the heart of the sales and marketing process and we must know how it is being used and how it is performing.   Marketing Automation tools made that a reality for marketing content. They let marketers analyze and optimize content marketing efforts during the first half of the sales cycle, providing analytics to show how effectively content moves customers through the funnel. But until recently, as soon as a deal was handed off to the sales team, it entered a content black hole.    There has been no way to answer very basic questions about sales content. Do reps have what they need? Do they use it? Do customers pay any attention to it? Does any of this actually generate real revenue? Even in our increasingly data-driven world, sales content has remained back in the days of guess and hope. But an emerging set of Sales Enablement platforms has changed that. They manage sales content throughout your sales engagements and use analytics to give you full visibility into how that content performs.   This guide walks through eight reports that answer the key business questions about sales content and shows how to use them to optimize the way your company engages with customers.

Industry research shows that effective sales coaching can dramatically improve the performance of a sales team - in some cases driving up revenues by 20% or more.   The reason for such potential improvements is the significant "multiplier effect" sales organizations can achieve through sales coaching: one trained manager can coach multiple sales professionals and improve their overall performance. With such potential benefits it is no wonder that many sales organizations recommend that their frontline sales managers spend 25% - 45% of their time sales coaching.   The High Impact Sales Coaching Guide provides expert advice on essential sales coaching skills to help sales managers effectively empower their teams to reach their highest potential.

Sales enablement, while useful, is ad hoc in practice, thereby neglecting to provide structure to any sales process. Without proper guidance to put your initiatives into practice, your efforts will inevitably fall short and will inadvertently lead to the opposite of structure: chaos. Similarly, many sales processes today are stuck in the why - or in the chaos of poorly defined processes, ad hoc efforts, and unrecognized returns. In other words, sales leaders continue to work overtime on enabling their salesforce with repetitive maintenance strategies, while not spending nearly enough time on executing effectively to grow and scale their sales initiatives.

There are lots of problems with the way we conduct Sales Management Review, which create the anxiety, and the often valid assessment are a waste of time. They include:   Poorly defined objectives/outcomes Mixed confusing objectives Absence of preparation on everyone's parts No agenda, wondering aimlessness Mixing meetings - the objective of pipeline reviews, deal reviews, sales call review, account territory reviews are different, but we mix them in the flow of the meeting - destroying the purpose No or poor coaching The information sharing could have been done in another format, not requiring a meeting No learning or development Frequency/timing of reviews borders on micromanagement   This article focuses on the last point - the cadence for the management review process.

"The Keys to Effective Strategic Account Planning" is a best-practice model Performance Methods, Inc., has developed from our extensive client work in the strategic account management area as well as our affiliation with the Strategic Account Management Association. Chances are, if you’ve recently attended a SAMA event, you may have even been to a session bearing the same name. This model, based on 10 critical best-practice areas, establishes a SAM execution framework. In this article series, we "unpack" each key and provide insight into how global industry leaders achieve SAM excellence through effective implementation of best practices.

Regardless of industry, organizations are starting to recognize the value of big data and how they can use it to gain new insights about their business. CITO Research has surveyed Qlik customers in healthcare, banking, securities & investments, insurance, telecommunications, and retail. Download this white paper to learn more about how they are harnessing the power of big data to generate business benefits and competitive differentiators.