The toughest thing for sales people is to ask questions and REALLY stay silent. They just talk too much and sabotage a sales person’s success. Sadly, most sales people are not aware of this as prospects and client typically don t share this. This webinar will teach creative ways to build great sales people who ask consistently open-ended questions, actively listen, and DO NOT TALK TOO MUCH!

Studies continue to support the fact that coaching works! Sales people who participate in a sales coaching program are more likely to stay, and increase performance. One of the toughest things sales managers go through is finding the time to coach. Using present staff members is a creative and effective way to develop better selling performance.

Most companies invest in one or more of these strategies for getting more profitable revenue growth from their sales teams:

s sales management the weak link in the revenue chain? Tony explores what he regards as the top three mistakes and how to avoid them:

Sales Execs:  Assign your sales managers to attend this event and learn how to optimize your use of Salesforce.

Let’s face it: many mentoring programs work more in theory than in practice because neither mentors nor mentees are held accountable for results. At SuccessFactors, we took a different approach. Responding to long ramp times to quota and high attrition rates among new sales reps, and realizing managers were too busy closing deals to provide needed 1:1 support, we simply hired mentors.

The skills and knowledge required to be successful in sales are greater than ever. Yet while selling is getting harder, the amount of time and resources dedicated to on-boarding efforts is declining.

How well are your B2B organization’s sales and marketing behaviors, practices and processes reliably and sustainably producing required outcomes? Are you mired in chaos, spending lots of time getting little done? Are you like most companies, achieving just average results and not knowing why? Or are you among the few that are kickin’ it?

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!

When it comes to assessing the potential for scaling your company’s revenues, the past does not necessarily equal the future.   Sure, a track record of achieving sales targets is clearly important and might be an indicator of future performance, but to really succeed going forward, your company must build a solid and scalable platform to support growth through sustainable, long-term sales effectiveness.

A recent study from the Lenskold Group/Pedowitz Group identified that companies in which marketing plays a role in revenue production, these companies are outgrowing their competition.  Are you outgrowing your competition?  2013 is the year for you to forget what you think you know about the role of marketing in revenue and embrace a new concept called Revenue Marketing.  In companies in which Revenue Marketing is used, marketing contributes up to 90% of the pipeline.  So if you’re heading into 2013 and you need a little help on growing top line revenue, marketing may turn out to be your secret weapon.

Improving sales performance has never been more important for major global corporations. After years of recession-induced cost cutting, leaders are putting increasing emphasis on implementing go-to-market strategies to boost both top- and bottom-line results, and expecting their sales organizations to execute them.   But times have changed, purchasing organizations have gained more power, and it’s more challenging than ever to close the gap between go-to-market strategy as articulated by senior management and its profitable execution with customers.

Although it would be nice, having strategic planning sessions for every sales opportunity, especially the low-value ones, is inappropriate. However, those bigger, must-win deals often require more than a sales rep’s standard approach. There are a number of critical components that all must be in place to win those big sales opportunities and the best way to be sure each component is in place and that they are the right components is through a formal deal planning session.

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.

Did you know that depending on how it is used, money and other cash-based awards could actually negatively impact your engagement strategies?  This presentation combines scientific studies and examples to show the way that rewards, recognition, program design, and communications should be properly used to stimulate activity and engagement.

It' a simple, yet vital question. Why?  Consider what you do when you're thinking about buying something.  You search the internet for more information.  So you think your customers are different?  In fact, research shows that 80% percent of the time buyers find sellers!

Business is always demanding - bigger, better, faster, smarter - and leaders must rise to the occasion: Manager 3.0. Millennials are entering management for the very first time, and they are not afraid to shake things up. They are tearing down the corporate ladder, communicating on the fly, and bringing play to work. Millennials are creative, big thinkers, and they will change the face of leadership - IF they can bridge the gap between the hierarchical management style of senior executives and the casual, more collaborative approach of their peers. In this engaging webinar, participants learn a new plan of attack on how to best "CONNECT" through specific managerial techniques. The trainer brings the lessons from Manager 3.0: A Millennial’s Guide to Rewriting the Rules of Management to life on the webinar: Communicate, Own it, Navigate, Negotiate, Engage, Collaborate, and Teach.

Executives are arguably the hardest prospects to reach. Email is an ideal strategy to bypass gatekeepers who don’t understand, and to circumvent executives’ hectic schedules to get on their calendars - but only if you can get past their glimpse factor. You need an email strategy that’ll catch executives’ attention with a compelling reason to talk, establish your credibility and make them want to respond.

There is tremendous misinformation as to what sales managers should be spending their time doing.  This fast-paced session will highlight the 5 competencies on which sales managers should be spending 80% of their time, explain what is involved to master those competencies, and how much time should be spent on each.  Here are some favorites that are not on the list:

How are today’s leading companies becoming more strategic to their most important Customers and what types of strategic account management (SAM) solutions are they deploying to expand key customer relationships? How are they gaining competitive advantage through the implementation of SAM best practices and accelerating growth of their most significant accounts?

Your business has great potential - if only you could hire the right sales people. But whenever you invest, the sales reps aren’t what you expected. Some are still not producing six months into the job. Others don’t quite understand your solutions. They aren’t prospecting or closing.

This 7 day program is comprised of a live webinar and 7 day follow up course designed to help you sell value and avoid price objections.

Selling in today’s hyper-competitive business environment forces sales teams to gain and maintain new capabilities. Sure, basic Sales 101 is required.  If a sales person doesn’t possess those basic skills they are not going to perform to expectations.  But the problem doesn’t stop there.  A sales person with excellent basic skills pursuing business against another sales person with the same basic skills will not have any competitive advantage.

Watch sales people react to any marketing presentation, and the disconnect between the teams is palpable.  When the reps’ most mundane smartphone updates are more compelling than the marketer’s plans to facilitate their success, it’s clear that marketing and sales are operating from different playbooks.