Get powerful sales management insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge on the sales strategies that are generating record-breaking booking, revenue and retention numbers.
John Ragsdale, Distinguished Research VP, Service Technology at TSIA & Jennifer MacIntosh, VP Customer Experience at CoveoRecorded: Apr 24 201932 mins
As your business scales, manually tracking, updating, and surfacing the right knowledge to your customers in a personalized, relevant manner quickly becomes unmanageable. This can lead to inconsistent and unreliable experiences for your customers and places unnecessary burdens on your support staff. Smarter, automated, and more scalable user experiences are necessary to get ahead.
Join TSIA and Coveo for this 45-minute, prescriptive webinar that will reveal how to inject relevance into your support experiences at every customer interaction. We’ll demonstrate how companies are using AI-powered search and insights to leverage the intent and information behind every touch point of the customer journey to drive contextual, personalized, proactive experiences that result in:
-Improved self-service success and case deflection.
-Coherent and unified interactions across all support channels.
-Better content strategy and user experience decisions based on data.
You’ll also get a peek at the AI-powered support strategies that pacesetter companies like Salesforce, VMware, and Informatica are using to achieve relevance at every touchpoint.
Kevin Neher, Partner at McKinsey & CompanyRecorded: Apr 23 201960 mins
Customer experience is a key part of corporate strategy, but why are so many major transformation efforts frequently failing?
-Find out common mistakes companies make when attempting to transform their business to meet new customer demands
- Learn critical elements needed for successful CX transformations, including how to create a clear vision and road map, engage change agents, and determine sequencing.
ISM Leader: Ruta MisiunaiteRecorded: Apr 23 201924 mins
Reasons to Attend:
Have you already failed your New Year’s resolutions? Are you dreading coming into work on Mondays? Are you in need of some motivation to kick-start your goals and finish 2019 with a bang? Then you’re in luck because this webinar is meant for you!
Within four short years, Ruta Misiunaite has progressed from being the most junior sales person in the company with no prior sales experience to one of the Senior Business Development Managers at IRI UK, responsible for going after £39m worth of key prospects’ business. The key driver behind Ruta’s success is her relentless focus on continuous personal development and passion for learning everything there is about being a great salesperson.
In this first installment of our three-part series on Personal Development Essentials, Ruta will show you how to set quality goals that are challenging, exciting, and help you fall in love with what you do. Don’t wait for a Monday or January 1st to start working on your goals and sign up to this webinar now!
●Tips & tricks that will help uncover what truly motivates you to get up in the morning
●Simple tools to help write a quality goal that makes you feel excited about realising your full potential
●Easy to implement techniques to ensure you stick to your goals throughout the whole year
Oracle, The Master Lock Company, and Apex ITRecorded: Apr 18 201963 mins
At Master Lock, inconsistent manual processes, non-integrated systems, and lack of mobile collaboration made it challenging for sales teams to meet their customer demands on a timely basis.
Join us to learn how with a vision to transform the customer experience, Master Lock replaced Salesforce and leveraged Oracle Customer Experience (CX) technology to automate, optimize, and integrate every touch point. Today the alignment across marketing, service, and sales has resulted in increased efficiencies, productivity, customer satisfaction, innovation, and revenue.
Join us and you will learn:
- The challenges Master Lock faced with multiple CRM systems and manual processes
- Why Master Lock replaced Salesforce with an end-to-end Oracle CX solution
- Cloud implementation and integration best practices with Apex IT
- The 3 keys to a complete digital transformation
Dat Haller, Global VP CX Sales, at Oracle
Kelly Boelema, Principal Sales Consultant, at Oracle
Waylen Pape, Director of Sales, at The Master Lock Company
Bryan Hinz, VP Sales, at Apex IT
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.
Mark Floisand, Chief Marketing Officer, CoveoRecorded: Apr 18 201935 mins
Self-service has proven its worth in driving case deflection, lowering overall support costs and personalizing the customer experience. But did you know that strong self-service programs are strongly correlated to business and support revenue growth, employee retention and overall agent morale?
To truly reap all of the potential benefits of your self-service strategy, companies must go beyond short-term benchmarking and project-by-project “baby steps.” True transformation starts with a solid foundation that can grow across organizational silos and departmental barriers to deliver relevance across your self-service sites.
Register to listen to this prescriptive session which will outline vital steps that you can undertake to transform your self-service strategy and understand the true value it is having on your business, underscored by examples from pacesetters and new research showing an opportunity for a dramatic re-think of the metrics that self-service can really impact.
Peter Joles, Yelena KasianovaRecorded: Apr 17 201946 mins
Many bots fail to deliver enterprise ready conversational solutions and fall short of understanding inquiries.
That's where our Conversational AI Platform Teneo is different.
Teneo is one of the most human-like experiences available in commercial conversational AI today, providing the complex capabilities required to create the simple, intuitive experience that your customer demands, while increasing customer engagement. With Teneo, a chatbot can be trained to go beyond the typical 85% understanding mark of competitor products to deliver near perfect results every time.
Join Peter Joles, Presales Consultant at Artificial Solutions as he demos a Teneo built financial bot called "MyBank". See in real-time how Peter adds flows to enhance the chatbots' capabilities.
Introducing Teneo Developers, a new comprehensive resource to allow enterprise developers and partners fast access to experience the power of Teneo. Visit www.teneo.ai to get started for free.
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.
Greg Alcorn, President, GCSRecorded: Apr 16 201913 mins
We invite you to view our discussion with Greg Alcorn, President of GCS, about his new book entitled "7 Dumb Things We All Say: Smart Ways to Improve Every Relationship" which focuses on applying “soft skills”. It’s loaded with personal examples, helpful hints, and common-sense principles. The subjects and principles apply to ALL types of relationships – friends, family, and business.
Jeff Brobst- Seagate, Ron Dimon- Deloitte, Chandana Gopal- IDC, Simon Tucker- AnaplanRecorded: Apr 15 201960 mins
Business planning is a simple idea in concept but in reality, it’s a complex activity woven of data, people, process, and plans. We surveyed 1000+ planning professionals across 45 countries and 18 industries to shed light onto how organizations are accelerating business value through Connected Planning.
In this webinar, we will discuss the key findings and ask our panel of experts for their predictions on how organizations should plan their way to success in 2019 and beyond.
In this webinar, our panel will:
- Share their business planning predictions for 2019
- Discuss the most intriguing data from the survey
- Provide tips on turning Connected Planning into a competitive advantage
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.
Laurent Simoneau, CTO, CoveoRecorded: Apr 10 201913 mins
As support centers embrace the growing shift to self-service, and customer expectations for personalized interactions skyrocket, the ability to deliver relevant support experiences at scale has become business critical. Support leaders must turn to practical applications of AI as part of their self-service and assisted service strategies to achieve more efficient and tailored support delivery— without sacrificing the customer experience.
In this webinar, we’ll walk through practical, real life examples of how leading support organizations are successfully leveraging AI and machine learning to transform their support operations. Join us for this session to get guidance on:
-Which areas to focus on when it comes to implementing machine learning (ML) within your support strategy
-How to assess your support organization’s need for AI based on the current maturity of your support delivery
-How to evaluate the potential ROI of AI
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.
Ron Karr, Sales Strategist, Global Keynote Speaker and Creator of the Velocity Mindset™Recorded: Apr 10 201946 mins
Getting a customer’s attention and their buy-in to your solution is critical to your success. Yet most salespeople are doing things in the conversation that is taking from that objective. As leaders, salespeople need to create an environment that is safe for their customers and one that motivates them to participate in the RIGHT conversation. Doing this correctly will help you increase your closing ratio and identify new opportunities.
In this interactive webinar, Ron Karr will provide simple strategies and tactics on how you can get your customer’s attention and buy-in. He will model it for you and explain why it works based on the latest neuroscience findings. You will be amazed at how simple it really is.
* Leverage the psychology of influence
* Remove barriers and build questioning skills that help you start a conversation and engage in ways that help you learn more from others
* Position your products and services more powerfully
* Discover the counterintuitive engagement strategy of leading with Outcomes vs. Products/Services
* Why Velocity Mindset™ is critical to the survival of your business
* How to achieve bigger results
Ron Karr, Sales Strategist, Global Keynote Speaker and Creator of the Velocity Mindset™
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
Lisa Magnuson, The Landing 7-Figure Deals ExpertRecorded: Apr 9 201945 mins
Do you want to beat out your competition for your largest opportunities? Do you know how set competitive landmines? Are your competitive block strategies working? Learn how to get ahead of your competitors through strategic landmines.
You will learn:
1.What are the competitive trends that you need to know about?
2.What kind of competitive intel is essential to build your strategy?
3.The ‘must have’ competitive analysis tools, including a Competitive Strategy Checklist.
4.How to set competitive blocks to beat your competition more frequently.
Deb Calvert, sales researcher, field coach and authorRecorded: Apr 9 201945 mins
It's the conversation no one wants to have. But it must be done. How can you deliver a difficult message without demotivating a seller? How can you speak directly and clearly so a seller will make the changes you need?
We'll talk about the value of candid conversations and how Sales Managers should conduct them to maintain morale and boost sales effectiveness.
This event is designed to give you the opportunity to learn, network, and get the resources to take your teams to the next level. In this two-day event, you'll hear about the latest Zoho solutions, get inspired by the visionary keynotes and the big picture, experience hands-on workshops, and one-on-one sessions, and connect with like-minded peers who also use Zoho to drive their businesses.
Click to find out more about the upcoming event in London
Date And Time:
Tue, Apr 23, 2019, 8:00 AM – Wed, Apr 24, 2019, 6:00 PM BST
etc.venues 155 Bishopsgate
ISM Fellow: Ian MoyseApr 25 201910:00 amUTC30 mins
•Key metrics to address to transform a sales team
•What the board wants to see
•How to make a positive personal impact
Reasons to attend:
In today’s selling world, Sales Leaders often hit roadblocks, start new roles and need to make an impact and find it harder and harder to make their mark. Ian Moyse has achieved success in firms running large multi-national teams, smaller startup’s needing to ramp and in joining companies needing sales fixing or acceleration and speaks often on fundamental approaches to driving sales growth and performance. If you take one new idea or focus away, it is with your 30 mins to attend this webinar.
This webinar is important for any organization that lacks a holistic view of the customer journey. Watch to learn:
• The role of journey management in delivering connected service experiences
• Which emerging technologies service leaders plan to use in 2019 and beyond
• How best-in-class companies have successfully achieved digitial transformation
• Real-life success stories from companies delivering truly connected service experiences
Omer Minkara, VP & Principal Analyst, Contact Center & Customer Experience Management, Aberdeen and Danette Beal, Senior Product Strategist, Oracle
CCNG's Executive Director - Magnet Program, Lon Hendrickson, interviewed Lark Will of eBay regarding her "Perspectives On Leadership." Watch this interview as Lark shares her insights and experiences relating to omnichannel and how to ensure brand consistency across all channels.
The Motivation Expert, Jim Cathcart, author of The Self Motivation Handbook and 17 other books, is one of the top influencers in Sales & Marketing worldwide. He’ll explain how to get people to do what needs to be done even when they don’t feel like it…yet. Jim is the original author of Relationship Selling® and has worked with over 3,000 clients to increase their success
Shari Levitin, CEO of Shari Levitin GroupApr 26 20194:00 pmUTC47 mins
The of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. In this session, you will learn:
•Anything that can be told can be asked
•The ASK, LISTEN AND LINK method to sales
•Leveraging first, second and third level questions will get to the heart of why people buy your product or service
•How to listen to the emotion behind the words
•Unpack three methods for linking what’s important to the customer and your offering
Imagine a team that’s always in fierce competition with its’ rival. It has fewer resources than its’ opponents – less money, fewer players, older equipment, less data. Yet this team has the best record in its’ league – by far. Tim will show you how you can apply the performance principles this team uses to your business and to your life.
Connie Kadansky, Sales Call Reluctance CoachApr 26 20196:00 pmUTC46 mins
You cannot depend on relationship-building skills alone to make the sale for you! Relationships are important, but buyers primarily want you to fulfill their needs and solve their problems. Customers do not take action unless they are challenged to take action. Learn how to avoid the amygdala hijack and how to overcome yielder Call Reluctance and close the sale.
Why do the majority of salespeople struggle to have conversations with buyers that build trust and add value? Learn what science has found are the hidden, but most common, mindsets and beliefs that the majority of salespeople struggle with and discover how they impact sales performance and growth.
Kevin Eikenberry, The Remarkable Leadership ExpertApr 30 20197:00 pmUTC45 mins
As a leader, you are a coach, yet many leaders don’t coach very well. Before you can apply the coaching tools and models your organization suggest and provides to you, you must have the confidence to use them. Make no mistake, without the confidence to coach, you will be hesitant and less successful, plus it will be hard to instill confidence in your team members too.Join leadership expert and best-selling author Kevin Eikenberry for this interactive and practical webinar. You will gain insight into the mindset required to coach successfully, and how to build it for yourself. If you are thinking organizationally, you will leave with ideas to help your organization infuse greater confidence into your coaches.
You will learn:
1. Why confidence is so important for coaches
2. Five ways to build your confidence as a coach
3. How to help others become more confident as coaches
4. How to effectively translate coaching confidence to coaching success
Christopher Ryan, The B2B Revenue Growth ExpertMay 1 20195:00 pmUTC45 mins
The revenue model is your strategy to earn income and generate profits, while the Go-to-Market (GTM) plan is the specific tactics you use to carry out the strategy. Every business should periodically evaluate its revenue model and GTM plan to ensure they are achieving maximum results in the most efficient and cost-effective way. In this event, you will learn over 20 potential ways to generate revenue and how by either selecting a better model or optimizing your existing strategy, you can achieve sales acceleration and better profit margins. New models will be included as well as proven frameworks like online, channel, direct, telesales, and hybrids.
We will also discuss when it is better to optimize your existing model and how to do so. You will also learn about how pricing and packaging are two powerful tools that you can deploy to generate more revenue and achieve competitive advantage. Examples of companies that have achieved fast sales acceleration will be shared as well as proven strategies to quickly implement your new or optimized model. The overall goal of this event is to help you generate greater amounts of revenue, faster and more predictably.
You will learn:
1.How to diagnose the strength of your existing revenue model.
2.Best ways to quickly achieve sales acceleration.
3.How to optimize your pricing and packaging.
4.Tips to successfully implement your new or revamped model.
5.Methods to test a new model without disrupting your existing revenue stream.
Joseph Michelli, Chief Experience Officer, The Michelli ExperienceMay 1 20196:00 pmUTC47 mins
Join CCNG and best selling author Joseph Michelli as we discuss how to drive loyalty and engagement to achieve an outstanding customer experience.
Outstanding customer experiences don’t happen by default. They are the result of well-designed products and processes that consistently meet needs, reduce effort, and deliver memorable moments.
During this interview, Joseph will explain the essential competencies needed to deliver outstanding experiences to every customer, every time – no excuses. He will share context and tools to elevate the experience of your internal and external customers by focusing on and integrating people, process, and technology.
ISM Leader: Ruta MisiunaiteMay 2 201910:00 amUTC30 mins
Reasons to Attend:
Have you set yourself a quality goal and you get the things started, but you’re don’t know where to start? Well then, it sounds like you’re in need of some help building a solid plan!
During this second instalment of our Personal Development Essentials, Ruta will talk you through the importance of having a personal development plan and show you how to write an effective and actionable plan that helped her progress from being the most junior sales person in the company with no prior sales experience to one of the Senior Business Development Managers within 4 short years.
• Clear understanding of why having a solid plan is so important in successfully achieving your goals
• Practical advice on how to use reverse engineering to create an effective personal development plan
• Tips on what to do when you feel that you’re not getting anywhere close to achieving your goals or if your goals are not exciting to you anymore.
Omer Minkara, Aberdeen, Bob Meixner, Oracle Commerce CloudMay 2 20194:00 pmUTC48 mins
This webinar highlights:
• Top reasons why connected commerce must be a priority
• The role of integrations to operationalize connected commerce
• Best-in-class building blocks for optimal connected commerce
• Success stories of ecommerce peers
Omer Minkara, VP & Principal Analyst, Contact Center & Customer Experience Management, Aberdeen
Bob Meixner, Director of Product Strategy, Oracle Commerce Cloud
Social selling is becoming a vital source for prospecting, lead generation, client engagement and service. In fact a recent study of over 500 B2B sales professionals found that 72.6% of sales professionals that use social media outperformed their peers that don’t. In this fast paced seminar Shane Gibson will help you and your team to profitably and efficiently integrate social selling into your sales process.
Are You Looking for…Higher Quality Leads / Referrals, More Motivated Customers, Increased Deal Velocity or Improved Close Ratios? Then, You should consider how your Social Evidence is working for You or not. This webinar will explore the power of Social Evidence and how to leverage it for your business.
People who think that LinkedIn isn’t worth their time have probably not experienced the exposure or engagement they need to noticeably build their business. An insubstantial presence on LinkedIn IS costing you credibility and that IS costing you business. This webinar will cover the steps you need to create a powerful brand on LinkedIn.
Barbara Giamanco, Sales and Social Selling AdvisorMay 3 20197:00 pmUTC42 mins
To reach today’s modern buyer, sellers need a mashup of inbound and outbound sales activities. Barb Giamanco will share 7 strategies for using social channels and creative outbound approaches to peak buyer’s interest, attracting them to your salespeople like a magnet. That’s the path to generating more leads and sales conversations!
Carole Mahoney, The Sales Coach ExpertMay 6 20193:00 pmUTC25 mins
Join host Carole Mahoney ask she talks with Stephen Drum, a combat-tested Navy Seal and senior enlisted leader with 26 years of leading and developing high-performance teams to succeed. Together they explore what salespeople, sales managers, and sales leaders can learn from how the Navy Seal prepare, practice, and perform in high stake moments.
You will learn:
1. Why preparedness is so important, and why we don’t do it.
2. What processes can be learned from performance psychology.
3. How the military reviews, drills, and executes to continuously improve results.
4. What steps we need to take to better prepare and the one thing we must absolutely do.
5. The surprising element that every sales professional must remember.
ISM Leader: Ruta MisiunaiteMay 7 201910:00 amUTC30 mins
Reasons to Attend:
You have set yourself an exciting goal. You’ve come up with a solid step-by-step plan of how to achieve it. But you just can’t find the time in your busy schedule to work on it? You’re not alone!
In the final installment of Personal Development Essentials, Ruta will show how she managed to find 100+ hours a year of her time for personal development whilst keeping up with her day to day activities. Make sure you find time for what’s important and sign up to this webinar now!
• An overview of what’s getting in the way of you achieving your goals
• Simple mindset tricks to help you achieve your goals quicker and with more ease
• Practical tips on how to carve out at least 15mins for personal development each day
Meridith Elliott Powell, The Connection ExpertMay 7 20192:00 pmUTC45 mins
In the world of sales there are no excuses. Complaining and justifying non-performance a waste of time and energy. No one cares. . The only thing that counts is how many deals you close, how many clients you win, how many relationships you deepen. Sales Is about getting results!
In this webinar we are going to not only show you what is holding you back as a sales professional, but give you the strategies you need to cut through those excuses. We will dive deep into how to more easily and effectively differentiate yourself from the competition, get out of the price war, and make that important connection with clients that has them begging to do business with you.
Selling today is different – the marketplace, the customers, the competition. Doesn’t it make more sense you would need a new set of strategies. If you are looking for ideas, insights and the secrets to opening more doors and closing more sales then this is the webinar for you. Join business growth strategist, Meridith Elliott Powell, and learn the what it takes in today’s marketplace to send sales through the roof!
You will learn:
1. The truth about what is holding you back in sales
2. Epic ideas for cutting through the excuses
3. Proven ideas to open more doors and close more sales
4. A powerful plan of action to send sales through the roof
Lisa Magnuson, The Landing 7-Figure Deals ExpertMay 8 20194:00 pmUTC45 mins
Do you know how to score your largest opportunities to determine how to move forward? Is your scoring criteria leading to big wins for your largest enterprise prospects? Are you gathering the right insights about your highest scoring prospects? Learn about the seven factors to score your enterprise accounts for opportunities now.
You will learn:
1.Why is scoring your top opportunities critical?
2.What are the most important account scoring criteria?
3.How to determine the best insights needed for your highest scoring prospects.
Author Marylou Tyler (Predictable Revenue & Predictable Prospecting) gives you 7 telephone strategies designed to book more first meetings, schedule more appointments with decision makers and turn your phone into a powerful sales tool that makes prospecting into targeted accounts fun, consistent, predictable and successful.
Our buyer research in the Stop Selling & Start Leading® movement revealed specific behaviors that buyers want to see from sellers. In this webinar, I'll share what this means for needs assessment and how you can shift from old-school diagnostic to buyer-preferred dialogic assessments.