Inside Sales

The terms Sales Enablement and Customer Experience are super trendy right now... but how do you practically apply them to your business to achieve revenue growth? In this session, Melissa Madian will be joined by the Founder of DesiredPath, Kia Puhm, to provide some real talk on common mistakes made in your customer’s journey, how to combat them, and how to enable your sales functions to create a fabulous customer experience.

You will learn:

1.What mistakes you are making in your customer’s journey.
2.How to easily avoid those mistakes by getting into the head of the customer.
3.How to create situational awareness for your revenue-generating functions.

Are you frustrated with sending emails that don't get a response? Do you feel like your messages are not hitting the mark or landing with impact?
In this new webinar, Liz Wendling will help you to identify the sales language that generates interest versus creating resistance. You will understand the importance of language and learn why what you say and how you say it matters more today than ever before. You will have what you need to craft messages that get a response.
Takeaways:
• Understand how specific language either pulls people into you or pushes people away.
• Discover the phrases that suck the power out of your communication and weaken your message.
• Identify that predictable language that causes people to trust you, buy from you, follow you, listen to you, or dismiss you.

The Whale Hunters Expert Series features video interviews with experts who bring actionable tips, best practices, and new ideas about business development and enterprise sales. Topics are directed at founders/owners/CEOs, sales and marketing executives, and large account salespeople of small and midsize companies that want to excel at doing great, long-term business with very large customers.

This episode features Laura Posey, Chief Instigator of Simple Success Plans. Laura invented the One-Page Strategic Plan, an awesome plan that literally fits on one sheet of paper and covers a whole year. It will change the way you plan, increase your revenue, and make your planning become an active, daily map to guide decision-making in all areas of the business:

You will learn:

1. Why strategic planning is a barrier to so many business owners.
2. The 3 questions that you need to ask to guarantee you hit your goals in 2020?
3. The four things you must do each day to achieve BIG goals.
4. The 5 steps to a perfect one-page plan.
5. How to make your strategic plan useful for every-day sales decisions.

Do you know what executive relationships are needed to land your largest prospect? Have you engaged the full account team to create your strategy for accessing and cultivating your executive sponsor in the most effective way? Is your executive engagement plan working?

You will learn:

1.The steps associated with building a powerful executive sponsor strategy
2.The proven tools that account teams can use to engage senior leaders
3.Why on-going relationship mapping is a fundamental element for your biggest account opportunities
4.The benefits you can expect from a solid executive cultivation plan

Part #12 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.
The most successful large account sellers have a kind of secret sauce that’s very hard to come by. In fact, it undergirds almost everything I’ve discussed throughout this series. I’m calling it “business acumen” or “business sense.” It’s a general awareness of how companies make money, what’s going on in the commercial world, how their products and services work in many different environments and industries, what’s new and what’s on the horizon in many different fields. This webinar is about how you can foster that kind of attitude and curiosity in the sales culture of your company.
You will learn:
1. How to grow a sales team of specialists and generalists
2. Lead your team in “looking around.”
3. How to involve your company leaders in a business acumen culture.
4. Sales training activities to develop insightful large account sales execs.
5. Series summary

Sales Management Experts Steven Rosen and Mike Weinberg discuss “How Sales Leaders Can Jump Start The Year”.

What are the 3 things a sales leader should be doing to ensure they can Jumpstart their year?

- What are you finding are the biggest obstacles that sales leaders face to consistently exceed quota?
- What can they do to overcome each of these obstacles?
- What are the top 1% of sales leaders doing to drive sales performance?

Do you know what the missing piece is to grow and sustain peak sales performance among your sales team? Most Sales Leaders spend the majority of their team development time focusing on teaching or improving sales skills BUT 80% of sales success is based on mindset and ONLY 20% of sales success is based sales skills set. If only 20% of the success quotient is based on skill set - why are we solely focused in that area? We must learn what we can do as Sales Leaders to build a peak performance mindset sales organization so we can achieve maximum sales results!

You will learn:

1. Learn to change the trajectory of the success of your sales team by at least 38%
2. Determine how to maximize each sales team member to their full potential
3. Teach your team to engage in a growth mindset which will propel sales results
4. Learn the key qualities to evaluate to hire team members with a peak performance mindset

2020 is fast approaching and there are effective actions you can take to ensure a better upcoming revenue year. In this presentation, revenue growth expert Christopher Ryan shares proven strategies and best practices for building a foundation for marketing and sales success. Specifically, seven revenue dynamics will be covered, including how to assess where you are at on the revenue growth path. Addressing any one of these dynamics can improve your revenue results, optimizing all seven can catapult your results, and give you great competitive advantage.

Ryan will discuss the lead-to-revenue (L2R) model which consists of all the processes, tools, and people involved in each stage of the buyer’s journey, from initial awareness to close of the business. This L2R model may need a tune-up or an overhaul and the theme of this event is that what got you here may not get you there. To have a better year, we need to take a close look at our existing marketing and sales processes, and then work to improve where necessary to build a foundation for future success. Examples will be shared of companies that have taken these revenue growth steps and achieved great success.

You will learn how to:
1. Quickly determine your place on the revenue growth curve.
2. Evaluate the level of alignment between your marketing and sales organizations.
3. Test and improve your branding and positioning relative to the competition.
4. Discover and plug any sources of revenue leakage.
5. Build a framework that supports consistent revenue growth.

One of the most common barriers to sales success is communication style bias, and yet it is one of the least well known. In this webinar we will discuss the four primary social styles and how you can communicate more effectively with each, significantly improving your chances of sales success and shortening the sales cycle.

You will learn:

1.The different social styles (communication styles)
2.How to recognize the ‘social style’ (communication style) of the person in front of you
3.How to adjust your own style to improve your communication with that person

Something they didn't tell you in Sales Manager Training 101... YOU are in charge of sales culture. But what does that even mean? What are you supposed to do? And how can one person create a culture for their team inside a larger organization?

We'll tackle all these questions and more so you can drive sales productivity AND create the environment you want for your sales team. We'll also talk about the downside of not intentionally setting your own sales culture (spoiler alert: you don't want to invite these issues!).

You have hired people or moved people to work away from the office, but are you setting them up to succeed? Working remotely can be a great opportunity. It can also be stressful. For all the independence, control, and ability to work without interruption remote work allows, virtual workers can also feel isolated, frustrated and disengaged. It doesn’t have to be that way.

In this session, best-selling author Kevin Eikenberry outlines key strategies to help organizations and leaders support remote team members. He will also share ideas specifically for individual remote team members to get more value and productivity from working remotely.

You will learn:

1.How to apply the 3 P Model of Remote Work
2.A broader way to define success as a remote worker
3.How to be more engaged and collaborative as a remote worker
4.At least five ways to get better results when working remotely

As a salesperson, can you remember a time when you said all the right things but your customer still wouldn’t buy? The problem wasn’t you. We all observed that decision-making ability varies between customers. Since your customer’s decision process is internal, it’s hidden from view. You can’t control it, but this doesn’t mean you can’t influence it for the better. In this webinar we’ll examine the customer’s internal decision process. We’ll present ways for you to influence decision-making in a positive way.

You will learn:

How to influence customer decision making without power struggles
The importance of facilitating high quality buying decisions
How you and your customer can work together as a team

CMOs and CSOs have a great opportunity to work with their counterparts to create a growing and sustainable revenue model. Chris Ryan, joined by guest expert CMO Debbie Schwake, will share proven best practices in sales and marketing alignment – that not only help the sales team close more business today, but also create customer relationships that are highly profitable going forward. Actionable steps will be shared to drive better results while maintaining buyer trust.

Schwake and Ryan will cover methods to identify the modern buyer (in a way that truly counts) and how marketing’s use of customized sales enablement techniques can build and reinforce trust at every step of the process in enterprise mid-market and account-based marketing (ABM) environments. The vendor/client hierarchy will be discussed and how you can help you transition your sales team can transition from being considered a vendor to a trusted advisor. Examples will be shared from the extensive experience of the speakers. Each part of the presentation is designed to help you achieve improved sales results in a way that is effective, efficient and relationship-enhancing.

By attending this online event, you will learn how to:
1. Find and adopt the best model for marketing and sales effectiveness.
2. Create a strategy to navigate prospecting, opportunity management, and customer relationships.
3. Understand and leverage modern buyer behavior.
4. Upgrade and sustain your value with prospects and customers.
5. Build a framework that supports consistency and revenue growth.

Part #11 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.
Typical sales training focuses on discovering the customer’s vision or probing for relevant problems. But that presumes that customers know what outcomes are possible, what it will take to achieve them, and how to build consensus to make a big change possible. Today, sales training is very focused on matching your sales process to the buyers’ journey, assuming that buyers as a group have a plan and a path. In my experience this is seldom the case in large account, complex sales. This webinar deals with how your large account sales team can create a vision with the buyers’ and lead their journey to fulfill that vision.
You will learn:
1. The sales leader’s role in the buyers’ vision.
2. How to prepare to develop the buyers’ vision.
3. How to gain the essential insights.
4. How to lead the buyers’ journey.
5. How to break internal barriers.

Join host Carole Mahoney as she talks with Michael Hurczyn, a man that wears many hats, one of which is a racing helmet! Michael is the Brand & Partnership Director for FCP Euro and he currently races in the TNC racing series, which is the top series in the US.

In this 30 minute interview, Carole and Michael discuss:

1. What the most important element in building win-win situations is.

2. Why it is so important to mentally prepare yourself before going into a race, or a sales conversation, and what techniques to use.

3. The role that practice and experience play in everything from sales to speeding around a track.

4. The importance of actively practicing gratitude.

While most everyone knows that LinkedIn is a powerful tool for business development, very few are optimizing this as a sales accelerator. In this webinar we will cover how to really use LinkedIn to start more sales conversations.

You will learn:

1. How to Move Your LinkedIn Profile from a Resume to Resource
2. Finding Buyers and Stakeholders on LinkedIn
3.Re-engaging Targeted Connections that Have Been Ignored
4.Leveraging Social Proximity to Gain Access to Prospects

As a salesperson, you need confidence and passion to win. But as buyers and AI options continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love—to a robot?
Join Anita Nielsen, author of Beat the Bots, and host Deb Calvert to learn strategies so you can get up off the mat and come out swinging.

You will learn:

1.How to use the power of personalized value to differentiate yourself.
2.Make Human-to-Human connections with your buyers.
3.Use the new ABC: Always Be Considering your client’s needs.
4.Psychological principles that make you more effective in delivering value.

There are SO MANY sales technologies out there, all claiming to solve the sales productivity
challenge; but putting a piece of technology in place is only part of the solution. This session
will cover how to set up a process that technology can support and enhance, instead of hinder.
You will learn:

1. How to make sense of the sales technology stack in your organization.
2. How the sales tech stack can be leveraged in an efficient manner to optimize your sales team’s
performance.
3. Things to consider when putting sales technology in place to maximize your investment and
enable your sales team

There’s been an explosion in sales tools and technology!
What does my company need and what’s a waste of time?

In this webinar, you’ll learn:

1. So many tools, what's good, bad, and ugly?
2. The importance of your sales environment
3. Different workflows require different tools
4. What will it cost?
5. Q & A

Sales coaching isn't the same as managing or mentoring. There are specific coaching tools and techniques you can use during every phase of the sales process. Learn what the most curbside coaching looks like and get takeaway tools you can use right away to become more effective as a sales manager who truly coaches.

Learn the critical components of an effective sales playbook, why they matter and how to make them work for your team. Veteran Sales Strategist, Liz Heiman, will talk with Sales Playbook expert Kevin Quan about the process of developing a playbook, some of the mistakes people make and how to get it right the first time.

Join sales management expert Steven Rosen and his guest sales leadership expert Danita Bye for an insightful Fireside Chat. In this episode they will share their insights on How to Lead, Develop and Retain Millennials.

Few 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.

Effective sales leaders can produce tremendous results. Many sales managers are finding that traditional approaches are not as effective when leading their millennial salespeople. The reality is Millennials represent the largest group in the labor force.


You will learn:

What are the most positive attributes of Millennials?
The important differences between Gen Xers and Millennials
The many misconceptions about Millennials
What drives Millennials?
How to create a team of highly motivated Millennials
How to coach and retain Millennials

Demonstrating a product or solution without knowing enough about your customer is a recipe for disaster. But the reality is that you may find yourself in this situation more frequently as customer’s demand shorter and shorter response times. Without sufficient discovery, however, most sellers deliver a boring overview demo that misses the mark entirely. Yet you need to do something when a customer says “Just show me a demo.” In this session you’ll discover the best way to satisfy a customer’s request for a demo without clicking around in the dark. You’ll learn how to create a vision of what’s possible AND gain enough insight on-the-spot to create a winning demo that’s tailored to your customer’s needs.


You will learn:

1. Why overview or “educational” demos fail miserably
2. How to quickly identify your customer’s primary challenge
3. How to use a Customer Success Story for guidance
4. How to present a key example of what your product can do
5. How to use “quid pro quo” to gain insights to tailor your demo

Is Procurement a “friend or foe”? B2B sellers globally struggle with this seemingly simple question. The answer depends on many factors including geography, industry, regulations, the product your selling and company policy.

Conventional wisdom has been to avoid Procurement and sell directly to end users by selling value. This is often sound advice and the preferred pathway to the sale. For this pathway to work the end user must have the interest, power and influence to relegate Procurement to the issuance of a purchase order.

For many sellers, however, it is simply not possible to get to end users without first engaging with Procurement. In these organizations, end users are required to work collaboratively with Procurement.

In this webinar we’ll unlock the Procurement function and show sellers how to win.

You will learn:
Two sales strategies for sellers
Understand the Procurement Department: its objectives, functions, sourcing strategies and how they are measured internally
The common myths that sellers have of Procurement
The eight Steps top sales performers take to collaborate and win the sale

The funnel is a powerful sales tool. Once you understand what the stages of the funnel are and how the sales math works, the funnel will become the tool you use to manage your sales team as well as the corporate resources needed to support sales and delivery.

The stages of the funnel
The Sales Math
Using the Funnel to Predict
Using the Funnel to Manage Resources