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New and on-demand content from dozens of global sales authors, speakers, researchers, coaches, trainers & thought leaders. If it's about selling, sales management or sales productivity, this channel is where you'll find it!
Lloyd Yip, The Startup Sales ExpertRecorded: Apr 23 201939 mins
In this session, we will explore how to craft an elevator pitch which effectively communicates your ideas, so you can maximize the interest that others have in you and your business.
Having a strong elevator pitch is crucial, as it could be the difference between success or failure in sales conversations, at networking events, or investor meetings.
You will learn:
1.The 4 ingredients that you need to build a strong elevator pitch
2. How to ultimately structure your pitch to be cohesive and tailored for the audience
3. How to avoid the biggest mistakes that often destroy an elevator pitches effectiveness
4. In-depth breakdown of strong and weak elevator pitches
5. How to progress PAST the elevator pitch to build strong relationships
Amy Franko, The Strategic Sales ExpertRecorded: Apr 18 201943 mins
In today’s world, we’re hyper-connected, just one or two clicks away from virtually any decision maker or influencer. And so is your competition. How do you rise above the noise? How do you turn connectivity into valuable relationships -- and then into sales results?
Social capital. While social capital will likely never have a line item on a P&L, modern sellers know that the quality of their relationships directly impacts their sales pipeline and overall sales results. In fact, 85% of Amy Franko’s book of business is directly attributed to her network and the quality of her social capital. In this talk, she’ll share her top frameworks and strategies with you, directly from her Amazon best-seller, The Modern Seller.
You will learn:
The key elements of social capital and the types of relationships you need to build
Two social frameworks that will help you accelerate sales
Gaining access to centers of influence, knowing what value to provide, and earning more traction with them
Specific online and offline strategies that will grow your strategic relationships
As a bonus, you’ll receive the Key Relationships Inventory, to help you evaluate the strength of the key relationship types in your specific customers.
Barbara Weaver Smith, The Large Account Sales ExpertRecorded: Apr 17 201943 mins
Program #4 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
This program begins a 3-part unit on how structural organization will either enhance or stifle your large account sales success. Making good decisions early will improve your ability to scale as you grow. Large accounts, key accounts, global accounts by their nature require a different type of sales organization than the one that runs your everyday small and midsize accounts. For larger companies, I’ll present ideas on restructuring if that’s what you need.
You will learn:
1.How to structure your sales organization to meet your large account sales goals, even when you are small.
2.What organizational structures are most likely to scale.
3.Inside, outside, or both sides? How you can decide.
4.Complications in large account organizing and how to avoid them.
5.How to include channels in your sales organization.
Lisa Dennis, The Buyer-Focused Value Propositions ExpertRecorded: Apr 11 201945 mins
How was your last value proposition developed? A brainstorming session? Individual effort? Copying other value props? Does Sales create their own value prop, even though Marketing already has one? In over 30 years of marketing and sales experience, I have discovered there are as many ways of getting to one as there are people trying to create them. Given that most marketers or sellers rarely get training on value proposition development, it can be difficult to establish a consistent and repeatable approach. This session presents a Value Proposition Platform™ approach that is based on the preferences of decision-makers who evaluate them in their buyer journey.
You will learn:
1.The inputs necessary to design buyer-focus messaging from the start
2.How to use internal and external stakeholders to gather buyer language
3.How to build a Value Proposition hierarchy to cover different segments & audiences
4.Pulling a Value Prop into Sales Messaging and Conversations
Lisa Dennis, The Buyer-Focused Value Propositions ExpertRecorded: Apr 11 201941 mins
An elevator pitch is often confused with a value proposition. The assumption is that if you have the pitch down, you will be able to drive the right buyer conversation. But if you start with just a short pitch – how do you get to extended messaging for marketing content that drives initial engagement? . In Session 2 of the Value Proposition Masterclass w will tackle the age-old assumption that a value prop has to be “short.” The reality is that expanding from one short sentence into coherent, and consistent marketing messaging across all types of content assets, types and formats is a huge challenge. A pitch should be a distillation of a strong message strategy that is well developed and thought out. The best elevator pitches and tag lines come from a strong foundation – ensuring that message is clear, consistent and buyer
You will learn:
1.The components of a complete Value Proposition Platform™
2.Using a modular approach to value proposition messaging
3.How to pull through your message into sales conversations
Lisa Dennis, The Buyer-Focused Value Propositions ExpertRecorded: Apr 11 201949 mins
The pressure of deadlines, lead generation goals, and content creation can make refining a value proposition hard to fit in. Sometimes you just need to do a quick makeover to help narrow in on key targets or tweak to increase engagement. We will kick off Session 1 of the Value Proposition Masterclass by focusing on some tips and tricks to help you reboot your existing value prop to be more buyer-focused. We will look at some real value props sent in by BrightTalk Sales Expert Channel members and do some “live” makeovers to show you how to move closer to the buyer with language and focus adjustments.
You will learn:
1.How to quickly diagnose the health of your value prop
2.Quickly identify the inputs necessary to design buyer-focus messaging from the start
3.How to use internal and external stakeholders to gather buyer language
4.How to avoid “me too” value points
Mike Kunkle, The Sales Transformation ExpertRecorded: Apr 10 201947 mins
Do any of these statements sound familiar?
- We need our reps to do better discovery! Let’s do a refresher training on that.”
- Our reps need to shift from a product-focused transactional selling to value-based consultative selling.”
- Why do we need to train our reps on qualification again? We just did a session at SKO?”
Getting adoption for a new process or sales methodology is not easy. That’s because changing behavior, especially organizational behavior, is hard work.
In this webinar on The Sales Experts channel, sales transformation expert Mike Kunkle will:
- Expose some true stories and painful challenges with sales methodology adoption.
- Share a logical process that has been proven to improve adoption, foster the behavior change you want to see, and improve sales force performance.
- As a bonus, Mike will share one of the latest trends in sales methodology that can prepare your sales force to succeed with modern buyers in this buyers’ market.
Join Mike for this webinar (where your questions are welcomed and expected) and learn how to implement a sales methodology so it sticks and delivers the sales results you want.
Dionne Mischler, The Inside Sales Team ExpertRecorded: Apr 10 201946 mins
During this webinar, we’ll talk about the top five key aspects that must be in place for a team to be intentionally successful. These aspects create the framework for:
This framework leads to more confident sales people closing more deals.
C. Lee Smith, The Sales Discovery Process ExpertRecorded: Apr 10 201945 mins
In sales, as in medicine, prescription before diagnosis is malpractice. Whether the objective is to grow an account -or to grow and develop a salesperson - the discovery stage is critical to your success.
Enabling a sales team for high performance requires an understanding of the wants, needs, skill gaps and behavioral tendencies for each individual salesperson. Many managers limit their effectiveness by falling back on the activities found in the CRM, but the things that lead to higher performance – attitude, motivation, sales aptitude and (the typically overlooked) soft skills – can also be measured. These analytics often reveal WHY sales representatives aren’t selling more and reaching the next level of sales performance.
Mastering these metrics, and how to use them, makes it easier for managers to adapt sales coaching, development and reinforcement of sales training for maximum and sustainable impact.
You will learn:
1.The 10 things sales managers must know about every sales rep that you won’t find in Salesforce.
2.How sales team discovery improves the effectiveness of sales training, coaching, motivation and employee engagement.
3.Which people skills (soft skills) are most important for peak sales performance.
4.How the discovery process stacks the deck in your favor when hiring and retaining your best performers.
Michael Dalis, The Drive-Sales ExpertRecorded: Apr 9 201948 mins
As Leadership, you want faster sales acceleration. You spend a lot on Sales Management and Sales talent, and Sales Enablement, so why aren’t your sales growing at the pace you need? Your experience may not be in Sales, so what role should you and your Leadership team play in Sales Enablement?
Michael Dalis — a recognized leader on the subject of B2B selling, a former 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 sales acceleration,
-avoid the common failure points in sales development initiatives, and
-pick your spots where strong Leadership and Coaching impact faster sales growth.
Following this webinar, you will be clear on how you can drive faster Sales Acceleration from the C-Suite by making the right adjustments to your Sales Development investment.
You will learn:
1. Why the responsibility for growth cannot be fully delegated
2. What roles senior executive plays in growth
3. How to play those roles effectively