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The Sales Experts Channel

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  • 4 Step Process To Handling Any Objection
    4 Step Process To Handling Any Objection
    Lloyd Yip, The Startup Sales Expert Recorded: Jul 17 2019 48 mins
    “No’s” are inevitable in sales. But how can you break past these objections and help your prospects understand that your product and service can actually provide value? We will go through a methodical 4 step framework that will help you deconstruct every objection in order to flip it around to ultimately close the deal.

    You will learn:

    1.The exact 4 steps to use for objection handling
    2.Live examples of these 4 steps in action
    3.Examples of objection handling gone wrong (and how to fix them)
  • Improving Sales Effectiveness: Secrets to Winning Against the Status Quo!
    Improving Sales Effectiveness: Secrets to Winning Against the Status Quo!
    Thomas J. Williams, The Complex Sale Expert Recorded: Jul 12 2019 38 mins
    Sales effectiveness is more than doing the right thing—it’s doing the best thing at the appropriate time and with the right people. In most sales there is a powerful adversary that can mobilize support, prove value and assuage the fear of change—the status quo.

    Sellers have learned through trial and error to never underestimate the power of internal solutions or incumbent suppliers. The status quo can be a strongly entrenched, competitive force with executive supporters. It can have an impressive performance record with documented costs, risks, and benefits. Buyers who like the status quo are NOT receptive to change.

    For most sellers the Status Quo is their most formidable competitor. In this webinar we’ll unlock the secrets to winning against the status quo.

    You will learn:

    •What are the 4 Forms of the Status Quo?
    •When Does the Status Quo Win?
    •When is the Status Quo in Jeopardy?
    •What are the 3 Secrets to Beating the Status Quo?
    •How will these Secrets Help the Seller’s Strategy?
  • Multi-Channel Prospecting: Fishing Where The Fish Are
    Multi-Channel Prospecting: Fishing Where The Fish Are
    Scott Ingram, The Sales Success Stories Expert Recorded: Jul 11 2019 34 mins
    How do the best B2B sales professionals and top SDRs get more meetings more often? They don’t just cold call, write compelling prospecting emails or leverage their social selling skills. They’re doing all of the above and more. You’ll walk away with actionable tools and tactics to improve your own sales prospecting efforts immediately afterwards.

    You will learn:

    1.How to develop your own multi-channel prospecting approach
    2.Find the best ways to reach your best prospects
    3.Learn how to increase your contact and conversion rates
    4.Discover the secrets to getting higher reply rates
  • Engaging Prospects Across Platforms
    Engaging Prospects Across Platforms
    Alice Heiman, The Sales Growth Expert Recorded: Jul 11 2019 19 mins
    Where Are Your Prospects?
    You need to meet your prospects where they are. That might be at a trade show or event, their office, the phone, via email or text, or on social media. Meeting them where they improve the customer experience. So many decision makers are on LinkedIn and other social platforms that salespeople today must be experts at social selling.

    Build Brand Awareness
    You want your company and sales reps to be in the path of your prospects when they need you. That means you need to use all the tools available. But, it’s hard to know where, especially on social media, it’s worth having salespeople spend their time.

    Sales Coaching
    Are your salespeople using the right platforms? Sales development is getting harder, so it’s critical to ensure sales productivity to fill the pipeline. It is possible that your prospects may be using platforms that your sales reps are not currently using for business. So, what do we do?

    You will take away new ideas for:
    Sales and marketing alignment to engage prospects across platforms
    How to coach your sales reps to use multiple platforms effectively
    What will engage your prospects on each platform
  • You Can’t Win If You Can’t Connect: Sales Strategies to Engage Modern B2B Buyers
    You Can’t Win If You Can’t Connect: Sales Strategies to Engage Modern B2B Buyers
    Barbara Giamanco, The Strategic Social Selling Expert Recorded: Jul 11 2019 48 mins
    Sales opportunities are often lost in that first prospecting phone call, sales email or social media interaction. Why? Because sellers make it all about them. Engaging in social and digital selling strategies are a waste of time if you don’t engage your prospects with relevance, and at the RIGHT time and with the RIGHT message.

    You will learn:

    1.Multi-channel strategies for engaging buyers on their turf – social, digital, email, phone.
    2.Why HOW you sell is MORE important than what you sell.
    3.A fact-finding process that turns information into business insights prospects care about.
    4.The sales messages buyers DO NOT ignore.
    5.How asking the right questions and listening to the answers moves deals forward.
  • How to Improve Your Sales Close Rate and Stop Wasting Your Time
    How to Improve Your Sales Close Rate and Stop Wasting Your Time
    Julie Hansen, The Sales Presentation Expert Recorded: Jul 10 2019 33 mins
    Average sales close rates hover around 20%. That means 80% of a salesperson’s time is wasted. Sometimes the business goes to a competitor, but many times it goes to “No Decision.” To improve your sales close rate, you need to eliminate those no decisions and work for every competitive advantage – both before and during your presentation or pitch. In this session you’ll learn what specific things YOU can do to improve your sales close rate.
    You will learn:

    1.The Top 3 reasons deals go to “No Decision”
    2.Effective Closing tactics BEFORE your pitch
    3.Effective Closing tactics DURING your pitch
    4.Calls-to-Action that really work
    5.When to walk away from an opportunity
  • Seven Best Ways to Improve Sales Performance
    Seven Best Ways to Improve Sales Performance
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Jul 10 2019 44 mins
    Learn how to optimize your sales force to generate revenue-producing results even if you are tight on budget or headcount. Based on extensive research and experience, this online event will show you how to best prioritize your marketing and sales activities to improve performance using the fewest (and least expensive) resources. Sharing real-life failure and success stories, presenter Chris Ryan provides step-by-step sales enablement and lead-to-revenue modeling tools to turnaround sales performance.

    Gain action items that work for marketing and sales management, as well as for sales reps and marketing professionals. Topics include branding, prospect selection, sales and buying processes, lead-to-revenue, sales enablement, and marketing and sales alignment. As a bonus, all attendees will receive a free copy of Chris Ryan’s bestselling book, The Expert’s B2B Revenue Growth Playbook: Actionable Strategies to Make Your Business Soar.

    By attending this event, you will:
    1.Uncover methods to grow revenue using your existing resources.
    2.Win battles for competitive advantage.
    3.Change hearts and minds in your marketing team to enthusiastically support sales enablement.
    4.Stop revenue leakage fast.
    5.Generate better results with less time and money.
  • Driving Growth as a Bank CEO
    Driving Growth as a Bank CEO
    Michael Dalis, The Drive-Sales Expert Recorded: Jun 27 2019 45 mins
    You are a Senior Leader at your bank, you want to accelerate revenue growth.  You spend a lot on marketing and business development, so why aren’t your sales with qualified clients growing at the pace you need?  While you have had success in your own new client pursuits, it is less clear what role you and your Leadership team play in enabling a stronger BD effort. Michael Dalis — a recognized leader on the subject of B2B selling, a former banker, sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

    -identify the likely root causes of your organization’s slow revenue growth,
    -avoid the common failure points in business development initiatives, and
    -pick your spots where strong Leadership and Coaching accelerate sales growth.

    Following this webinar, it will be clear what you can do as a banking leader to drive faster Business Development growth by making the right adjustments to your Business Development investment.

    You will learn:

    1.Why the responsibility for growth cannot be fully delegated.
    2.What roles senior leadership plays in growth
    3.How to play those roles effectively
  • Proven Relationship Mapping = More Enterprise Contacts
    Proven Relationship Mapping = More Enterprise Contacts
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Jun 26 2019 45 mins
    Do you know what relationships are needed to land your largest prospect? Is each relationship mapped to a primary and secondary person in your organization? Have you analyzed each of these relationships to set appropriate relationship goals?

    You will learn:

    1.Why is relationship mapping a fundamental element for all large prospect development?
    2.What are the most important aspects to a winning relationship map?
    3.How to determine if you are on the right track and set up for success.
  • Values Based Sales Leadership
    Values Based Sales Leadership
    Jeffrey Lipsius, The Customer Awareness Expert Recorded: Jun 19 2019 45 mins
    Are you tired of constantly being the one who keeps your sales team motivated? Wouldn’t it be great if your salespeople learned to motivate themselves? True motivation comes from within. Secure your salespeople’s inner-motivation by creating a selling culture that promotes it. Culture is shaped by values. This webinar introduces seven values sales leaders can implement to create a high performance selling culture.

    You will learn:

    1.The seven values for securing a high performance sales force
    2.How to motivate salespeople from within
    3.The root cause of interference to sales performance
    4.To ignite a perpetuating cycle of ongoing sales learning and improvement
    5.How to perpetuate your sales team’s continuous learning and improvement

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