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Inside Sales

  • The Modern Seller is Social: Elevating Relationships for Sales Results
    The Modern Seller is Social: Elevating Relationships for Sales Results
    Amy Franko, The Strategic Sales Expert Recorded: Apr 18 2019 43 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.
  • How to Organize Your Salesforce to Sell and Grow the Largest Accounts
    How to Organize Your Salesforce to Sell and Grow the Largest Accounts
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Apr 17 2019 43 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.
  • Lakesha Magee - From SDR to Manager and Crushing It All the Way
    Lakesha Magee - From SDR to Manager and Crushing It All the Way
    Tenbound Recorded: Apr 11 2019 23 mins
    Why do some SDR’s burn out or give up while others climb the ranks to Manager and beyond?

    Lakesha Magee might have figured out the winning formula.

    By combining a passion for learning, skills in coaching her team and a great attitude, she’s been able to propel her Sales Development program to new heights of productivity.

    Listen in as we dig in to her thought process and system of success! She’s one to watch for sure.

    Check this out….The Sales Development Conference 2019 coming up August 23rd in San Francisco. We have a few Early Bird Tickets left, grab em - https://tenbound.com/conference/

    Big thanks to Darryl Praill of VanillaSoft for making this podcast possible. Check out their new Sales Engagement solutions here... https://www.vanillasoft.com/solutions/business-function/sales-engagement-platform/

    #SDR #BDR #salesdevelopmentrep #salesdevelopment #prospecting #coldcalling #salesloft #outreach #sales #tenbound #salesforce #salesappointment #revenue #salesops #salesdev19
    #marketingops #salesforce #tech #salestech #marketingtech #salestraining #brighttalk
    #salesenablement #discoverorg #leadgeneration #accountbasedmarketing #abm
  • Value Proposition Masterclass:Value Proposition Mechanics for Marketing & Sales
    Value Proposition Masterclass:Value Proposition Mechanics for Marketing & Sales
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Recorded: Apr 11 2019 45 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
  • Value Proposition Masterclass:  The Anatomy of a Buyer-Focused Value Proposition
    Value Proposition Masterclass: The Anatomy of a Buyer-Focused Value Proposition
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Recorded: Apr 11 2019 41 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
  • Value Proposition Masterclass: Live Value Prop Makeovers - Tips &Tricks
    Value Proposition Masterclass: Live Value Prop Makeovers - Tips &Tricks
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Recorded: Apr 11 2019 49 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
  • How to Implement a Sales Methodology So It Sticks!
    How to Implement a Sales Methodology So It Sticks!
    Mike Kunkle, The Sales Transformation Expert Recorded: Apr 10 2019 47 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.
  • From Here to There: Intentional Sales Success A Framework for Sales Executives
    From Here to There: Intentional Sales Success A Framework for Sales Executives
    Dionne Mischler, The Inside Sales Team Expert Recorded: Apr 10 2019 46 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:
    Effective Prospecting
    Graceful Conversations
    Increased Productivity

    This framework leads to more confident sales people closing more deals.
  • How to Have Powerful Conversations that Influence Others
    How to Have Powerful Conversations that Influence Others
    Ron Karr, Sales Strategist, Global Keynote Speaker and Creator of the Velocity Mindset™ Recorded: Apr 10 2019 46 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.

    Key Takeaways:

    * 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™
  • Enabling Your Sales Team for High-Performance in 2019: The Critical First Step
    Enabling Your Sales Team for High-Performance in 2019: The Critical First Step
    C. Lee Smith, The Sales Discovery Process Expert Recorded: Apr 10 2019 45 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.
  • Driving Growth from the C-Suite
    Driving Growth from the C-Suite
    Michael Dalis, The Drive-Sales Expert Recorded: Apr 9 2019 48 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
  • Get Ahead of your Competitors through Strategic Landmines
    Get Ahead of your Competitors through Strategic Landmines
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Apr 9 2019 45 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.
  • For Sales Managers: Having Candid Conversations with Sellers
    For Sales Managers: Having Candid Conversations with Sellers
    Deb Calvert, sales researcher, field coach and author Recorded: Apr 9 2019 45 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.
  • Blake Johnston - Creating a Culture of Experimentation in Sales Development
    Blake Johnston - Creating a Culture of Experimentation in Sales Development
    Tenbound Recorded: Apr 3 2019 31 mins
    Sales Development is both an art and a science.

    While most sales professionals are comfortable with the art part, the science can be a bit more challenging.

    However, we need to know what messaging or modalities are working, and what are not, based on data versus hunches or opinions. We need the science.

    Blake Johnson has cracked the code on experimentation with his company Outboundview and breaks down how you can specifically set up your team to embase experimentation and use it to radically improve your results.

    Listen in as we discuss how exaclty to set this up at your company.

    Update: The Sales Development Conference 2019, August 23rd in San Francisco. We have a few Early Bird Tickets left right here → https://tenbound.com/conference/

    Big thanks to Darryl Praill of VanillaSoft for making this podcast possible. Check out their new Sales Engagement solutions here... https://www.vanillasoft.com/solutions/business-function/sales-engagement-platform/
  • 5 Ways for Sales to Prospect More Effectively
    5 Ways for Sales to Prospect More Effectively
    Liz Gonzales, Director of Product Marketing at Copper CRM and Pouyan Salehi, CEO and Co-founder of PersistIQ Recorded: Apr 2 2019 26 mins
    We partnered with PersistIQ to talk about 5 ways you can improve your sales prospecting in 2019. Joining us on this webinar is Pouyan Salehi, the CEO and Co-founder of PersistIQ to share the most effective ways to prospect better.

    Register today to learn how to:

    -Reach more prospects
    -Personalize your sales communications at scale
    -Prospect, engage, and close leads all from one system

    Find out how your sales teams can prospect better and close more deals!
  • Recruiting A-Players in Sales Development
    Recruiting A-Players in Sales Development
    Tenbound Recorded: Mar 27 2019 49 mins
    Your team is your greatest strength, or your greatest weakness.

    With great pressure to fill up your seats and get people on the phone, it's hard to remember that selection is key.

    Join Brett Morris and David Dulany as we dive in on how to use data and analysis to get the best people on your team.

    #SDR #BDR #salesdevelopmentrep #salesdevelopment #prospecting #coldcalling #salesloft #outreach #sales #tenbound #salesforce #salesappointment #revenue #salesops #salesdev19
    #marketingops #salesforce #tech #salestech #marketingtech #salestraining #brighttalk#salesenablement #discoverorg #leadgeneration #accountbasedmarketing #abm
  • Henry Schuck - The Data Dynasty Begins
    Henry Schuck - The Data Dynasty Begins
    Tenbound Recorded: Mar 27 2019 36 mins
    Henry Schuck is a fan favorite at The Sales Development Podcast.

    In just a few short years he’s built up the data powerhouse at Discoverorg and sees no end to it’s ambitions.

    His focus, talent and relentless attention to detail is paying off with a rush of recent acquisitions.

    Listen in as we explore his decision making process, how he considers the data landscape and what’s next for Discoverorg. This a must listen!

    PS Henry’s video from The Sales Development Conference is the highest viewed video on the Tenbound Youtube site. Worth every minute. https://youtu.be/PpMf09k1zRo

    Coming up! The Sales Development Conference 2019, August 23rd in San Francisco. Early Bird tickets are almost sold out so grab them before they’re gone too, right here → https://tenbound.com/conference/

    Big thanks to Darryl Praill of VanillaSoft for making this podcast possible. Check out their new Sales Engagement solutions here... https://www.vanillasoft.com/solutions/business-function/sales-engagement-platform/

    #SDR #BDR #salesdevelopmentrep #salesdevelopment #prospecting #coldcalling #salesloft #outreach #sales #tenbound #salesforce #salesappointment #revenue #salesops #salesdev19
    #marketingops #salesforce #tech #salestech #marketingtech #salestraining #brighttalk
    #salesenablement #discoverorg #leadgeneration #accountbasedmarketing #abm
  • Sales Managers: How to Give Effective Feedback to Sellers
    Sales Managers: How to Give Effective Feedback to Sellers
    Deb Calvert: Sales Coach - Trainer - Speaker - Researcher Recorded: Mar 27 2019 42 mins
    Sales performance depends on sales people. Learn how you can be more effective in delivering feedback that changes sales behaviors and boosts sales productivity. You'll learn the 3W Feedback Model, a simple way to ensure that your feedback sticks.
  • Sales Management: Fireside Chat - You Are Managing Salespeople - Now What?
    Sales Management: Fireside Chat - You Are Managing Salespeople - Now What?
    Steven Rosen Recorded: Mar 27 2019 46 mins
    Join sales management expert Steven Rosen and his guest sales management expert Suzanne Paling for an exciting “Fireside Chat.”

    In this episode, they will share their insights on what sales leaders who are ill-prepared to lead the sales organization must do to achieve their company’s objectives.

    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.

    Steven and Suzanne will answer these questions and share their insights into how to step up and lead the sales team.

    You will learn:

    - What is the role of the sales manager?
    - How can you ensure you are leading your sales team to achieve the objectives?
    - What are the biggest mistakes new sales managers make?
  • Branding and Positioning for Marketplace Leadership:Revenue Growth Series Part I
    Branding and Positioning for Marketplace Leadership:Revenue Growth Series Part I
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Mar 26 2019 45 mins
    A clear, compelling and differentiated brand is a critical factor in the success of every market leader (company or individual). The right branding and positioning strategy can propel your growth and provide significant competitive advantage and the wrong branding strategy can make it more difficult to achieve revenue goals.

    In this event, part 1 of the revenue growth series, discover how to craft your messaging to accelerate revenue and command higher prices. Find out how to use artful branding to take yourself out of bidding wars and become the “obvious choice”. Understand how you can brand yourself both for today’s and future markets. Hear examples of companies that have been branding winners and losers (and the differences).

    We’ll cover the scenarios where you need a major brand overhaul and those where a branding tune-up is sufficient. You will understand why your brand promise is not just a clever slogan that your marketing department dreams up, but rather the foundation upon which your business is built. Last, but certainly not least, we will discuss how your branding and positioning can be used as a key asset to achieve profitable revenue and grow the value of your company.

    You will learn:
    1.Which branding elements contribute to greater revenue.
    2.How to successfully out-brand a larger competitor.
    3.The six major principles that separate great brands from mediocre brands.
    What you can start doing today - to get your branding and positioning on track.
  • James Nielsen - Why Don’t We Teach Sales at School?
    James Nielsen - Why Don’t We Teach Sales at School?
    Tenbound Recorded: Mar 20 2019 35 mins
    Thousands of college students graduate each year with massive debt and few transferable job skills.

    At the same, thousand of SDR jobs remain hard to fill and fall into “churn ‘n burn” due to misaligned expectations on the part of the candidates.

    @James Nielsen has set about to change this. By tapping into the ancient practice of mentorship, he’s turned the SDR Recruiting model on its head with his company, @Vendition.

    Listen in as we discuss how he started with this new approach and the learning he’s done to perfect this program! Employers, candidates and leaders all need to hear what he’s doing.

    Also, be sure to check out The Sales Development Conference 2019, August 23rd in San Francisco! Three tracks this year, Leadership, Revenue Operations, and Rep Training. Bring your whole team.

    Early Bird tickets are almost sold out so grab them before they’re gone too, right here → https://tenbound.com/conference/

    Big thanks to @Darryl Praill of @VanillaSoft for making this podcast possible. Check out their new Sales Engagement solutions here... https://www.vanillasoft.com/solutions/business-function/sales-engagement-platform/

    #SDR #BDR #salesdevelopmentrep #salesdevelopment #prospecting #coldcalling #salesloft #outreach #sales #tenbound #salesforce #salesappointment #revenue #salesops #salesdev19
    #marketingops #salesforce #tech #salestech #marketingtech #salestraining #brighttalk
    #salesenablement #discoverorg #leadgeneration #accountbasedmarketing #abm
  • Build A Coaching Culture for Successful Large Account Sales
    Build A Coaching Culture for Successful Large Account Sales
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Mar 20 2019 45 mins
    Part II 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 successful large account salespeople today and in the future need to be intelligent, informed, skilled, knowledgeable and wise. Too much sales training focuses on information (mostly product-based) and skill (mostly routine). The leaders’ job is to coach the entire team to translate information into knowledge and move towards real wisdom in their interaction with prospects and customers. This webinar covers how to create a culture of coaching within your sales team, how to develop a deep customer-centric perspective within your company, and how to manage the short-term demands with a long-term perspective.


    You will learn:

    1.How to coach your team to turn their information into useful knowledge.
    2.How to find time and ways to coach your team.
    3.Sales enablement ideas for a coaching culture.
    4.Characteristics of a culture that fosters fast growth.
    5.How to nurture a customer-centric perspective in your sales team.
  • Sales Acceleration - 7 Back to Basics Approaches to Propelling Sales Success
    Sales Acceleration - 7 Back to Basics Approaches to Propelling Sales Success
    Deb Calvert w/special guest Drew Stevens Recorded: Mar 19 2019 45 mins
    Are you struggling with sales success? Are you meeting your sales closure goals? Or, are you simply seeking better and more efficient methods to close sales quickly? Selling is a 3000-year-old profession that requires one ideal to achieve success – simplicity! Sometimes it is not what you are doing but what you are avoiding so that you achieve and exceed quota. In this fascinating, interactive and enjoyable presentation you will be engaged with the art of simplicity and basics so that you achieve more, bypass competition and excel personally and professionally in all you do!

    In this interview you will learn:
    1.How to achieve differentiation from other sales professionals
    2.Compare and contrast electronic and traditional methods to break out from competition
    3.Analyze and develop better methods to reaching the economic buyer
    4.Understand the importance of a process and remaining true
  • Emotionally Intelligent Sales Cultures
    Emotionally Intelligent Sales Cultures
    Colleen Stanley, The Emotional Intelligence For Sales Expert Recorded: Mar 18 2019 43 mins
    In today's hyper-competitive markets, sales people are under a lot of pressure. A sales person must not only sell a solution to a client, they must partner with the client to create the solution. This requires the ability to build trust with prospects and customers quickly. This level of partnership, co-creation, is not possible without the ability to engage people on both a rational and emotional level. Emotional intelligence is the competitive tool for sales people.

    Colleen Stanley shares thought provoking and practical tips for incorporating emotional intelligence skills into your sales process. Learn how soft skills produce hard sales results.
    Learning Objectives:
    Understand the art and neuroscience of influence, sales and sales leadership.
    Discover why salespeople—and sales managers---default to fight or flight responses during difficult conversations.
    Learn the power of emotional self-awareness, the mega soft skill. Know thyself before you can know others.
    Discover how and why empathy builds trust and relationships. Leverage the power of truly ‘walking a mile’ in another person’s shoes.
    Gain insights on the importance of delayed gratification in building powerful selling skills and sales teams.
  • How to Identify and Leverage Win Themes™ for Every Prospect Call
    How to Identify and Leverage Win Themes™ for Every Prospect Call
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Mar 14 2019 35 mins
    If you want to improve the customer experience and their receptivity to your messages, then you need to know about Win Themes™. Accelerate your sales by staying in the conversation sweet spot thereby moving the prospect through the sales cycle without stalls.

    You will learn:

    1. What are Win Themes™?

    2. Why are Win Themes™ so powerful for customer interactions?

    3. When to use Win Themes™?

    4. What results can you expect with Win Themes™??
  • Sales Management - Fireside Chat: Coaching Tips and Hacks to Crush Your Sales
    Sales Management - Fireside Chat: Coaching Tips and Hacks to Crush Your Sales
    Steven Rosen and Keenan Apr 24 2019 4:00 pm UTC 44 mins
    You will learn:

    1. The Goal of Coaching
    2. How to Effectively Coach Your Team
    3. Top Coach Tips and Hacks
  • Self Motivation – when you don’t feel like it
    Self Motivation – when you don’t feel like it
    Jim Cathcart Apr 26 2019 3:00 pm UTC 47 mins
    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
  • Rehumanizing the Sales Process
    Rehumanizing the Sales Process
    Shari Levitin, CEO of Shari Levitin Group Apr 26 2019 4:00 pm UTC 47 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
  • How to do anything better
    How to do anything better
    Tim Hurson Apr 26 2019 5:00 pm UTC 45 mins
    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.
  • Are you too nice to close the deal?
    Are you too nice to close the deal?
    Connie Kadansky, Sales Call Reluctance Coach Apr 26 2019 6:00 pm UTC 46 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.
  • The Lies Salespeople Believe That Prevent Sales Growth
    The Lies Salespeople Believe That Prevent Sales Growth
    Carole Mahoney Apr 26 2019 7:00 pm UTC 39 mins
    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.
  • Becoming a More Confident Coach
    Becoming a More Confident Coach
    Kevin Eikenberry, The Remarkable Leadership Expert Apr 30 2019 7:00 pm UTC 45 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
  • Spur Revenue Growth with an Optimized Revenue Model
    Spur Revenue Growth with an Optimized Revenue Model
    Christopher Ryan, The B2B Revenue Growth Expert May 1 2019 5:00 pm UTC 45 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.
  • High ROI Social Selling Strategies
    High ROI Social Selling Strategies
    Shane Gibson May 3 2019 3:00 pm UTC 48 mins
    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.
  • 8 Steps to Rolling Out a Powerful Social Selling Program
    8 Steps to Rolling Out a Powerful Social Selling Program
    Brynne Tillman May 3 2019 4:00 pm UTC 36 mins
    Learn the 8 steps that every sales team needs to implement in order to launch a profitable and scalable LinkedIn & Social Selling program.

    1. Define KPIs and Goals
    2. Buyer Mapping
    3. Selecting Tool Stack
    4. Content Strategy
    5. Playbook
    6. Profile Development
    7. Training
    8. Measure and Coach for Improvement
  • How to Unlock Amazing Sales Results by Improving Your Social Evidence
    How to Unlock Amazing Sales Results by Improving Your Social Evidence
    Paul Watts CSP CSL May 3 2019 5:00 pm UTC 27 mins
    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.
  • Is Your Personal Brand on LinkedIn Costing You Sales?
    Is Your Personal Brand on LinkedIn Costing You Sales?
    Viveka von Rosen May 3 2019 6:00 pm UTC 48 mins
    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.
  • Attract Buyers Like a Magnet with these Sales Strategies
    Attract Buyers Like a Magnet with these Sales Strategies
    Barbara Giamanco, Sales and Social Selling Advisor May 3 2019 7:00 pm UTC 42 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!
  • What Sales Can Learn From a Navy Seal
    What Sales Can Learn From a Navy Seal
    Carole Mahoney, The Sales Coach Expert May 6 2019 3:00 pm UTC 25 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.
  • Cut The Excuses - Strategies To Send Sales Through The Roof
    Cut The Excuses - Strategies To Send Sales Through The Roof
    Meridith Elliott Powell, The Connection Expert May 7 2019 2:00 pm UTC 45 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
  • Seven Factors to Score Enterprise Accounts for Opportunities NOW
    Seven Factors to Score Enterprise Accounts for Opportunities NOW
    Lisa Magnuson, The Landing 7-Figure Deals Expert May 8 2019 4:00 pm UTC 45 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.
  • 7 Phone Habits to Book More First Meetings
    7 Phone Habits to Book More First Meetings
    Marylou Tyler May 10 2019 3:00 pm UTC 46 mins
    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.
  • The All-New Needs Assessment in the Age of the Customer
    The All-New Needs Assessment in the Age of the Customer
    Deb Calvert May 10 2019 4:00 pm UTC 40 mins
    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.
  • Pricing Psychology: Getting into Your Customer's Head
    Pricing Psychology: Getting into Your Customer's Head
    Jack Malcolm May 10 2019 6:00 pm UTC 39 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • How to Advance The Sale With 95% Certainty
    How to Advance The Sale With 95% Certainty
    James Muir May 10 2019 7:00 pm UTC 48 mins
    Discover a method to closing that advances the sale with 95% certainty, is zero pressure and involves just two questions. In this session, you will learn the exact technique for advancing the sale while making clients feel more educated, in control, and causes them to see you as a facilitator and consultant.
  • How to Place Your People into Functional Sales Roles for Large Accounts
    How to Place Your People into Functional Sales Roles for Large Accounts
    Barbara Weaver Smith, The Large Account Sales Expert May 15 2019 4:00 pm UTC 45 mins
    Program #5 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.

    Hunter, Farmers, SDR, ADR, BDR, Account Exec, Road Warrior, Pre-Sales Engineer—the mix of specialized roles and titles can be overwhelming, especially for a small but growing company. This presentation will help you sort out the whys and wherefores of placing your people into the most appropriate roles for success in selling your product/service lines to large accounts, and to set the stage for scaling as you grow. For larger companies, you’ll get ideas for re-org if you’re not getting the results you want.

    You will learn:

    1.What the variety of sales roles today and how each supports large account sales.
    2.How to enable a team sales approach for large account sales.
    3.How to effectively engage subject matter experts in your large account sales process.
    4.How to consider resellers, partners and intermediaries as part of your sales team.
    5.Complications in placing people and how to avoid them.
  • Setting Sales up for Success with Sales Strategy
    Setting Sales up for Success with Sales Strategy
    Liz Heiman, Chief Strategy Officer May 16 2019 4:00 pm UTC 45 mins
    46% of sales reps don’t hit their goals. Is that good enough for you? Don’t leave sales results to chance. Make sure you set your sales team up to succeed. These 7 steps will help you ensure that your team has what they need to succeed.

    You will learn:

    1.Avoiding Sales Prevention
    2.How Vision Helps
    3.Sales Leadership
    4.What Your Sales Team Needs from You
  • More Meetings with Bigger Prospects: 3 Strategies to Access Larger Opportunities
    More Meetings with Bigger Prospects: 3 Strategies to Access Larger Opportunities
    Caryn Kopp, Chief Door Opener May 17 2019 3:00 pm UTC 45 mins
    Leaders! Join Chief Door Opener, Caryn Kopp when she shares the secret sauce for landing meetings with larger prospects. You’ll learn:
    •Which prospects are exactly right for you
    •How to create the sales message that piques interest and gets you in
    •The tactics that Door Openers® use to get meetings others can’t
  • Key Accounts: An Insider’s Look at How to Foster Relationships and Get More Sale
    Key Accounts: An Insider’s Look at How to Foster Relationships and Get More Sale
    Liz Heiman May 17 2019 4:00 pm UTC 31 mins
    Why your Key accounts aren’t growing as much as they could be
    Understanding your current situation and relationships
    Prospecting in Key Accounts
    Building a plan to grow an account
    Leveraging your team to succeed
  • Six Core Competencies For Strategic Account Managers
    Six Core Competencies For Strategic Account Managers
    Ago Cluytens May 17 2019 5:00 pm UTC 34 mins
    In this webinar, Ago Cluytens will take a deeper dive into the six core competencies that are required for Strategic Account Management success. Based on in-depth, current research around what high-performers do differently, Ago will give a detailed breakdown of how your organization – and you – can increase account penetration, protect your most valuable account from competitors, and generate substantially more revenue.