Life can be a lot like Chutes and Ladders, the classic children’s board game, writes Richard Moran in his brilliant new book, NEVER SAY WHATEVER: How Small Decisions Make a Big Difference (McGraw Hill; April 11, 2023). Each time you say "whatever" you slide down a chute, but each time you make a decision, you have the potential to climb a ladder and move forward.

Retaining existing talent is second only to recruiting new talent on the current list of biggest CEO concerns [Fortune/Deloitte, Fall 2022].  

Market instability is wreaking havoc on your business’ growth plans. You don’t know what is a real opportunity and what won’t close because reps cannot get straight answers from leads. Decision-makers are hesitant to spend money because of the market instability. Many are cautiously guarding their budgets.  

The media sales industry, along with many others, took a hit during the pandemic. The industry has bounced back as it continues its transition from traditional to digital formats. Our recent 2023 State of Media Sales survey of nearly 500 media sellers and sales managers reveals the challenges they face are not unlike those across the selling profession. We also discovered the best ways for sales managers in every vertical to improve their outcomes this year.

The sales enablement function is becoming more prevalent across organizations of all sizes and industries. It takes a formalized but flexible approach for meaningful impact, so that sales enablement earns its "seat at the table." A center of excellence approach can help you to accomplish that result.  

This webinar teach a very specific methodology how to map sales coaching strategies to sales training, initiatives, and expectations. This mapping methodology will teach A2 tier approach using learning types in a mapping methodology that makes coaching easy for sales leaders to apply.  

Templates. Every salesperson who sends an email loves a good template! They save us time, effort and energy. We can work quicker and smarter. But... that's only true if your template is actually good. The trouble with templates is they can go stale quickly, sales moves so fast.  

Most businesses understand the power of video. They want to use more video in their communications, but get stuck on how to operationalize it. While video is essential for engaging today’s stakeholders, scaling video creation across the organization is hard, time-consuming, and expensive. In this session, Vyond’s Head of Product Marketing, Enrique Olives, will discuss how intelligent video creation utilizing AI-driven features can improve audience engagement and drive business results.  

What’s the number one issue facing L&D professionals today? It’s "Scrap Learning," a term that describes the gap or wasteland between training delivered and not applied back on the job. Said differently, it’s the flip side of training transfer. You might be wondering how big the problem is. According to several research studies, estimates range between 45 and 85 percent. These percentages make it a critical business issue because it wastes both money and time, two precious organization resources. 

This webinar will teach sales leaders a specific mapping methodology that allows sales leaders to develop coaching strategies specific to your sales model and expectations. This methodology is very unique and proprietary and is not some canned approach to coaching rather a methodology that can be applied to virtually any sales training or model of delivery.  

Sales organizations often look at the competition as the enemy that must be beaten! With this mindset, as a sales manager you and your salespeople are often put in a position where you fight the competition on the customer’s front lawn, in full view. You need to shift the rules of the game from competing against the competition to competing on behalf of the customer by recognizing and delivering value. Value that is defined by the customer, not by a list of features and benefits.  

This webinar will teach specific questioning skills that support training while driving employee performance. During this webinar we will teach questioning skills that drive awareness and action in the following areas:

Find a mirror and take a good, hard look in it. Who’s staring back at you? What does that person stand for? And how does that person fit within a company or organization? It’s time to find out once and for all by discovering the power of your personal brand.  

In Unlock Your Brand's Heart and Soul: A Powerful Communication Strategy for High Performing Teams, attendees will learn how to identify and clearly communicate the heart and soul of their company in order to attract and retain high-value clients and build a loyal following.   

Dr. Mercer will show you how to consistently + scientifically hire "Superstar" sales reps - who are both (1) Highly Productive + (2) Low-Turnover.   

Building the right sales compensation plan can be confusing.  Sales compensation has numerous unique words, practices and solutions.  But the fundamentals are known and the classic challenges have some great tested solutions.  

It’s been a component of sales almost as long as sales itself has existed, but what exactly is sales enablement and what does it look like when it’s done well? For many, the term sales enablement leads to discussions of tech stacks and software as a service (SaaS) that companies invest in to shape their go-to-market strategies. However, those we spoke with said sales enablement is much more than software. It has taken on such an important role that many B2B companies have created sales enablement positions that are separate from the marketing and sales functions. In our new Focus Report on sales enablement, you’ll learn: The evolution of sales enablement and why it matters more than ever How to create sales enablement centers of excellence How sales enablement can help companies weather economic downturns ​​How to be prepared to seize every revenue moment

Why do executives test and screen salespeople?  How can your sales teams circumvent that process and develop trusted advisor level relationships with those executives?  

Virtual classrooms have dominated training delivery for a few years. Still, one of the challenges with virtual classrooms, or any digital learning, is that many people are trying just to replicate a physical classroom experience: webcams, open microphones, and not adapting to make the most of the technology. The other big challenge is in our own approach to understanding how current training and learning skills convert to work well in the virtual classroom.  

More leads won't get you more business unless you do this...  

The term "Influence" has been so overworked these days.  It doesn’t mean having a million followers on Instagram.  It does mean having a specific set of skills you can learn, practice and master to "up" your game - your Influence "Quotient".  

New data privacy laws. Headlines about layoffs and economic turmoil. Distracted prospects.  You can overcome each challenge and generate qualified leads for sales if you leverage the latest, most effective marketing trends.   

When writing cold emails, your success can depend heavily on how accurately you have written toward your target market. If your large enterprise prospect speaks a certain language, writing in small start-up speak isn't going to help you.  

Whether your organizational goals include acquiring new customers or retaining top talent, you need powerful rewards and incentives to motivate your recipients. In this white paper, we'll discuss how you can find the right digital gift card management partner to help you stay competitive.