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The Sales Experts Channel

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  • The Business Value Hierarchy:A strategic approach to cure underperformance
    The Business Value Hierarchy:A strategic approach to cure underperformance
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Jan 17 2019 49 mins
    Your mission is not just to generate more awareness, leads and revenue, but also to increase the financial and brand equity value of your company. To do this, you need to rise above the noise in the marketplace and truly understand your company’s place in the customer’s widening array of expectations.
    Step one is to uncover the current value of your offerings to your customers and prospects (the existing state). Truth here is an absolute must.
    You then need to protect and enhance your marketplace value by either being a top player (perhaps “the” top player) in your value category or better yet, launching yourself into a higher-value and more profitable category. Topics include:
    How to find your current place on the Value Hierarchy Scale.
    What four value measurements to capture and track.
    How to identify and close your value gap.
    Your best options for moving up the value scale.

    You will learn how to:

    1.Measure where you are in relation to your competition.
    2.Achieve lasting competitive differentiation
    3.Increase the financial and brand-equity value of your company.
    4.Become a leader in your existing value category or catapult to the next category
  • Sales Management: Fireside Chat - Hit the Road Running
    Sales Management: Fireside Chat - Hit the Road Running
    Steve Rosen, The Sales Leadership Expert w/special guest, Krista Moore Recorded: Jan 17 2019 48 mins
    Join sales management expert Steven Rosen and his guest sales leadership expert Krista Moore for an exciting “Fireside Chat.” In this episode, they will share their insights on what sales managers need to do to ensure that they are in the best position to hit the road running and crush their sales numbers.

    No PowerPoint, no videos, just open and frank discussion.

    Expect an action-packed webinar filled with sales management gems, pearls, powerful insights, and stories, that will help you crush your sales numbers.

    Are you doing all the right things to set the year up for success? Steven and Krista share their best practices to ensure that you are on track to have a great year.

    You will learn:

    - How what you do in January impact the entire year
    - How to hit the road running
    - How to crush your sales numbers
  • Best Practices to Solve Sales Pipeline Problems
    Best Practices to Solve Sales Pipeline Problems
    Carole Mahoney, The Sales Coach Expert Recorded: Jan 16 2019 30 mins
    Despite the amount of money and time spent on sales technology and training, barely half of salespeople make quota.

    How can you ensure that 2019 doesn’t become another such statistic for your company growth?

    What can you do to have more predictable revenue?

    In this 30 minute talk, executives, sales managers, and small business owners will discover:

    1.A process and techniques that hold sales managers and salespeople accountable to ensure pipeline results happen.
    2.Which metrics to track and what actions to take in sales coaching and training for a more predictable pipeline.
    3.The role recruiting and hiring plays in predictable revenue and what criteria to look for in new hires.
  • How to Turn Accurate Forecasting into Faster Sales Success
    How to Turn Accurate Forecasting into Faster Sales Success
    Tim Ohai, The Solving Sales Problems Expert Recorded: Jan 16 2019 40 mins
    Do you struggle with creating accurate sales forecasts? Are deals bogging down in the pipeline? Attend this session to learn how to both create accurate forecasts and generate deal velocity.

    You will learn:

    1.The most important factor in creating an accurate sales forecast
    2.The method used by some of the top companies in the world
    3.How to diagnose what the forecast is saying – and what to do about it
  • What's Your Weird: Building Culture Through Digital Selling
    What's Your Weird: Building Culture Through Digital Selling
    Phil Gerbyshak, The Digital Sales Expert Recorded: Jan 16 2019 45 mins
    A strong sales culture starts with YOU sales leader. Before anyone works for you, they're checking YOU out on social media. If you're invisible, or worse, if you are out of touch, you'll hire people who will be invisible and out of touch. Social media for sales leaders and sales professionals isn't new - it’s been around since the days of Usenet – we just didn’t call it social media. But it’s never been so public, so easy to use and such a powerful tool to share your personal brand and attract sales professionals that embody your culture. Learn how to better understand and embrace social media, and how can you use it to shed your cloak of invisibility and help manage your team, your career, and your professional image.

    You will learn:

    1.How to brand yourself boldly and show off your personal “weirdness” or what makes you different from every other sales leader.
    2.How create personal connections and strong relationships with your ideal sales professional.
    3.How to use a few simple apps to help you show off your weird while also positioning you as the sales manager of choice
  • How to Sell at “C” Level
    How to Sell at “C” Level
    Steve Hall, The “C” Level Sales Expert Recorded: Jan 15 2019 45 mins
    One of the biggest things that impacts sales productivity is insufficient access to senior decision makers – the C Suite – and one of the key things I get asked when I’m coaching my clients to help with their sales development is “how do we get access to people at “C” Level?”
    There’s little benefit in having a pipeline filled with deals where you’re engaged with people too low in the food chain but that’s what a lot of standard prospecting creates – meetings with people who may influence the decision but don’t who sign off on it.
    One of the best ways to impact sales acceleration is to start at the top – at executive or “C” level – and retain access while also working at lower levels in the organization.
    Knowing which organizations to approach and which people in those organizations to target is aided by effective sales and marketing alignment.
    This talk covers which organizations to target, which senior executives to target, what they care about, how to reach them, how to create a message that will compel them to talk to you, what to do when you get that critical first meeting and how to follow up.


    You will learn:

    1.Why you should sell to “C” Level
    2.What “C” Level executives do and don’t care about
    3.Who to approach and how to approach them
    4.How to prepare for, conduct & follow up an initial meeting
  • Creating A Culture For Sales Success: 3 Simple But Powerful Strategies For Sales
    Creating A Culture For Sales Success: 3 Simple But Powerful Strategies For Sales
    Meredith Messenger, The Small Business Revenue Growth Expert Recorded: Jan 15 2019 43 mins
    Successful modern selling requires fundamental changes in how we organize, measure and manage our sales teams. This requires leaders to rethink seller-focused, traditional and sometimes outdated structures and tactics in order to align how their organization sells with how their clients actually want to buy.

    In this jam-packed session learn how:

    oStrategic changes to your organization and structure that can foster a high-performing sales culture

    oFocusing on scientific and metrics, based on outcomes can fuel your growth

    oKey changes to your compensation plans that can drive culture improvements and revenue

    oTo empower sales managers to build your culture, talent pool and revenue
  • Building a Value-Creating Sales Culture
    Building a Value-Creating Sales Culture
    Bob Apollo, The B2B Value Selling Expert Recorded: Jan 15 2019 43 mins
    High-performance sales organizations are able to consistently create unique and tangible value for every customer. Establishing a value-creating sales culture requires that we focus as much on establishing the full value of our customer’s problems and opportunities as we do on promoting the distinctive value of our proposed solution.
    You will learn:
    1.How to identify and target the organizations that are likely to recognize the greatest need for your solutions
    2.How to systematically uncover establish the full value of your customers problems and opportunities – and how to establish their associated “cost of inaction”
    3.How to equip your entire sales organization to establish a uniquely tailored value story for every qualified sales opportunity
    4. How to ensure that every sales proposal fully and accurately reflects your unique value to their organization, each key function, and every significant stakeholder
  • Get Optimal Results from Time Spent at Conferences: Next-Level Strategies
    Get Optimal Results from Time Spent at Conferences: Next-Level Strategies
    Caryn Kopp, Chief Door Opener Recorded: Jan 4 2019 48 mins
    You only get one shot at a first conversation with new prospects and influencers. Join Caryn Kopp, Chief Door Opener, as she shares:

    •What to do ahead of and after the conference (that most don’t do) which makes a lasting impact
    •Important next-level strategies for gaining relationship momentum with new people you’ll meet at the conference
    •The methodology for creative strategic alliances and centers of influence

    Remember, “The Best Connections Win!” so join us for this webinar.
  • How to Use Email in Prospecting, Add Value, and NOT Be Annoying
    How to Use Email in Prospecting, Add Value, and NOT Be Annoying
    Art Sobczak, President, Business By Phone Inc. Recorded: Dec 27 2018 46 mins
    This interactive discussion will cover:

    - Email prospecting mistakes to avoid
    - What TO send to create curiosity
    - What to say on the follow-up call to get in, and engage the prospect

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