US companies spent 15 billion on sales training in 2018 according to LinkedIn’s State of Sales Report. For companies who didn’t focus on management training to make that training stick, they likely lost up to 13.5 billion of that investment to the Forgetting Curve- where up to 90% of new information is lost within a week of their training ending.

New clients are the lifeblood of every business.  With Covid 19 many businesses are reporting their sales pipelines are getting week.  Deals are stalling, pushing out and if you sell to the airlines, or hotels, cancelling.  It is critically important to discover new ways to dramatically increase the number of conversations your sellers / channel is having with prospects. More at bats is one of the more effective ways to de-risk your pipeline and increase for forecasting accuracy. For many leaders this KPI will mean life or death to their business over the next 6 months.

Hiring right has always been important, especially for sales roles, which are like the Olympic athletes of business or corporate astronauts (they need to have "the right stuff"). Right now, this is even more true than it usually is, and even more important that your new sales hires can sell (possibly remotely, for a while) and deliver the results you need.

Looking for a way to accelerate sales results, but can’t get buy-in for new tech? Sales readiness technology helps you directly impact the bottom line by targeting activities that move the needle: training, onboarding, coaching, and in-field productivity.

There are a thousand programs out there that teach you "How-To-Sell"--  most of which are really good. What they miss is how to handle the natural adversities and occupational hazards of the sales profession. Sales is one of the few roles where the better you are, the harder it may be to keep your job.  

Measuring the impact of learning and readiness initiatives on revenue is the billion dollar question. In today’s uncertain environment, the answer is even more important. Rapidly changing markets, disrupted supply chains, and increasingly knowledgeable customers mean that companies must upskill employees to compete. But the ability to optimize learning—and maximize productivity—takes deep insight into how employees think, learn, and perform, insight which many companies lack. Today, there’s a new breed of platform that combines learning, communication, and collaboration tools with analytics for a holistic view of learning and development’s impact on results. Workforce readiness technology allows organizations to move beyond assessments and scores to understand how to target activities that move the needle.

In this interactive webcast, we'll explore specific referral acquisition strategies.  The key to warm referrals is to give and then to get. All too often referrals are lost because one party is looking to get and forgets to give. 

There are no best-sellers written about middle performers who stayed in their lane. But there are libraries written about the well-loved top performers. And bottom performers get plenty of attention, in part because sales managers would rather drag them along than replace them.  Here is why the next chapter in your company’s history should focus moving the middle.

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. 

Make winning sales presentations. Learn the tricks the pros use to get audience agreement and sell a product, solution or idea. Use the latest behavioral psychology and neuromarketing techniques. Use what you learn during class to make a clear, compelling presentation that gets buy-in and improves your success rate. It’s easy—when you know how to do it.

The United States is in a crisis. The Corona pandemic now combined with protests in our streets are shaping what will become the new normal for organizations. Many of our first responders and front-line employees have friends and family members who have been directly impacted by these events.

As sales people, we are always looking for our next prospect. We’re picking up the phone and making calls to brand new people, we’re reaching out to strangers on LinkedIn, and we’re asking for introductions and referrals from our clients and networking partners. While all this activities are important, we’re ignoring the people that are already in our network who we probably should be nurturing.

Just like any good work person knows the tools of their trade, its vitally important as trainers and coaches we understand which behavioral assessment tool best fits the required need.

Has your sales team gone from in-person to virtual selling overnight? Selling while physically distancing is a new approach for many teams. It means big changes for your field sales reps and for sales managers.

Anecdotally, we all know it. Some have experienced it firsthand. Academic and corporate research supports it. Yes, sales coaching can make a significant improvement in the performance of your sales force.

If you’re managing a distributed team, you know getting everyone on the same page to drive productivity is more important than ever. But depending on where you are, this could be difficult. In some states, stay-at-home orders and other restrictions are being lifted, while others are a long way from in-person meetings.

In this session, attendees will gain insight from practitioners who will share their perspectives on using video to drive skill development programs. Skill development programs require: Access to and absorption of knowledge, proof of comprehension and/or demonstration, practice and mentorship, and stick-to-it-ness in order to effectively apply skills to new areas.  

Come join us for a session dedicated to getting you tuned-up for your 2020 marketing efforts.  Author of The Ultimate Guide to LinkedIn for Business, Ted Prodromou, will give you the latest updates on how to become an effective marketer using one of the most effective marketing tools ever developed.    

The world of business has changed — especially for salespeople. The better you are, the more likely you are to get fired or retired - especially if you’re at the very top of your profession. Robert Workman’s Hired Gun II is the sales bible used by salespeople who want proven methods to defeat industry politics and stay at the top of your game. As a #1 salesperson, sales trainer and entrepreneur for over four decades, Robert shows you step-by-step how to ensure that adversity and politics don’t destroy your high-performance salescareer. He locks and loads both barrels with invaluable tools and secrets like: The risks of being the best and how to use them to your advantage. How to choose a mentor or coach who will provide the most value. Identifying internal company changes that aren’t in your best interest and leveraging them for your benefit. Using your single greatest asset to achieve top sales status and stay there.   Hired Gun II is the ultimate resource for top performing salespeople to maximize sales, crush the competition and use today’s hardball business tactics to your advantage.

It's not WHAT you do, it's HOW you think. Your Mindset Impacts Your Sales Results You've probably paid thousands for sales training, read every book on sales, and devour all the weekly tips sales gurus have to offer. You may have applied some of this knowledge fleetingly, but never achieved any results you could brag about. Deep down, you've wondered, 'I know what I should do, but why can't I seem to make myself do it?' What if you could discover what common beliefs hold you back, learned how to change them, and could create a process that would unleash better results and higher sales?   Download the eGuide: Mindset Matters and discover how certain beliefs impact your ability to be successful and improve in sales. Get actionable steps you can do now to develop a sales growth mindset and get the results you seek.

Are you ready for a remote sales force? Sales for companies around the globe have been disrupted by travel cancellations and remote work in the face of COVID-19. Managing a dispersed sales team is a unique challenge. Corporate travel restrictions mean less contact with prospects, with the industry, and with the market. But with the right strategy, sales managers can succeed.

This webinar will reveal and teach some of the most innovative strategies during this time of transition.  Unlike any other time before in our history, the session provides learning and development departments and never seen before opportunity. This webcast will teach specific strategies to coach and reinforce coaching virtually.  

We are living in unprecedented times.  'Work' as we know it is changing.  In order to thrive, organizations must re-invent themselves and embrace the new normal.  As a former Fortune 500 business executive who has seen it all, Jill understands how organizations operate, and what they need to do to attract, retain, and engage employees - whether they sit under your nose or work remotely.

There are hundreds of assessments on the market today and its very confusing! The challenge is assessments are grossly misunderstood and each assessment company claims theirs is the best. It’s what they don’t tell you that gets you into trouble.