Hi [[ session.user.profile.firstName ]]

Inside Sales

  • What Sales Can Learn From an FBI CounterIntelligence Expert
    What Sales Can Learn From an FBI CounterIntelligence Expert
    Carole Mahoney with special guest, Robin Dreeke Recorded: Jun 17 2019 39 mins
    Join host Carole Mahoney ask she talks with Robin Dreeke, an FBI Special Agent Behaviorist, whose advanced training and experience in the area of social psychology and the practical application of the science behind relationship development and trust, ultimately lead him to head up the FBI's elite Behavioral Analysis Program.

    In this 25 minute interview, you will learn:

    - What the most distrusted profession- sales- can do to evoke and communicate trust.
    - A proven formula for being trustworthy.
    - How to quickly build rapport with anyone.
    - The difference this can make in sales and leadership.
  • Whiteboard Wednesdays with Becc Holland
    Whiteboard Wednesdays with Becc Holland
    Tenbound Recorded: Jun 11 2019 20 mins
    Whiteboard Wednesdays with Becc Holland of G2! Watch as we dive in to Postbound Leads, The Qualification Process and 5 Ways to Become an AE

    Update! The Sales Development Conference 2019 is coming up August 23rd in San Francisco. EARLY BIRD SOLD OUT, grab remaining tickets while available! https://tenbound.com/conference/

    #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
  • Here's what to consider when adding or switching your CRM
    Here's what to consider when adding or switching your CRM
    George Brontén, The B2B Sales Effectiveness Expert Recorded: Jun 11 2019 42 mins
    You will learn:

    1.What is a CRM? Which one is right for your company?
    2.Pitfalls when selecting a CRM?
    3.Benefits of CRM?
    4.CRM & Sales Enablement?
  • Ep 101 - Richard Smith  - Coaching Sales Development Reps to Success
    Ep 101 - Richard Smith - Coaching Sales Development Reps to Success
    Tenbound Recorded: Jun 7 2019 3 mins
    Richard Smith with refract.ai is obsessed with Coaching.

    In fact, Refract specializes in helping SDRs and Sales Rep pinpoint what it takes to be successful with their coaching platform. It’s like watching game tape in sports.

    Listen in as we discuss why companies don’t coach SDRs, what individual SDRs can do to upgrade their skills, and what to do if you truly want to excel in Sales.

    Great episode!

    The Sales Development Conference 2019 is coming up August 23rd in San Francisco.
    EARLY BIRD SOLD OUT, grab remaining tickets while available!
    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
  • Assess, Align and Accelerate - 3 Steps to Power Revenue Growth
    Assess, Align and Accelerate - 3 Steps to Power Revenue Growth
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Jun 6 2019 44 mins
    In our third event in the Revenue Growth Series, Chris Ryan and special guest expert Ron Friedman will share a powerful 3-step process for accelerating revenue growth. Drawing upon the speakers’ extensive experience as business builders, corporate executives, and sales and marketing experts, Ron and Chris will share strategies and tactics that have led to consistent revenue acceleration, company turnarounds and improved company valuations.
    Starting with five specific ways you can assess the strength of your existing sales and marketing performance, we will then cover eight action items you can take to align your marketing and sales teams. We will close with three important things you can do to accelerate revenue growth as well as an example of a B2B company that vastly improved its performance by following this three-step methodology. As a bonus, all attendees will receive a free copy Chris Ryan’s bestselling book, The Expert’s B2B Revenue Growth Playbook: Actionable Strategies to Make Your Business Soar.
    By attending this event, you will:
    1.Learn the best ways to accurately assess your existing marketing and sales performance.
    2.Recognize the factors that lead most quickly to revenue growth.
    3.Know how to align every part of your lead-to-revenue process for maximum results.
    4.Establish the right metrics to manage performance.
    5.Understand how to accelerate your revenue growth and gain competitive advantage.
  • Reach Your Target Audience: Advanced Digital Marketing Strategies for Cannabis
    Reach Your Target Audience: Advanced Digital Marketing Strategies for Cannabis
    Taylor Wheeler, Director of Digital Sales for V Digital Services Recorded: Jun 5 2019 58 mins
    For any industry, navigating the complicated world of digital marketing can be a daunting task. That task becomes twice as hard when we consider the Cannabis Industry.

    Due to stringent regulations from Google, Facebook and other leading digital platforms, the marketing options available to the Cannabis industry are extremely limited.

    On Wednesday June 5th, join BrightTALK and V Digital Services’ Director of Digital Sales, Taylor Wheeler, to learn more about the unique marketing platforms that ARE available to the Cannabis industry, and how to utilize these platforms to reach your exact target customer. Specifically, Taylor will cover:

    - Organic and Local Search (SEO)
    - Hyper-targeted Device ID technology
    - Website Development in the Cannabis space

    You will also be able to review some case studies that showcase each of these platforms.

    Speaker: Taylor Wheeler, Director of Digital Sales for V Digital Services
    Taylor is an accomplished sales leader, presenter and trainer with over 15 years of success in marketing and advertising. Taylor has been a specialist in the digital marketing realm since 2008, with an emphasis on Organic SEO. Based in Denver, he has worked with Cannabis-related companies there locally, and across North America, since 2009.
  • What Sales Can Learn from Improv Comedy
    What Sales Can Learn from Improv Comedy
    Julie Hansen, The Sales Presentation Expert Recorded: Jun 5 2019 42 mins
    How is sales like improv? Both require the ability to adapt quickly to change, connect with a variety of players, and move the conversation forward. Sales Coach, Actor and Improv Performer Julie Hansen shares proven improv techniques from Improv Comedy that can help salespeople and sales leaders successfully collaborate with customers, overcome objections and move the sale forward.


    You will learn how to:
    1.Quickly pick up on buyer cues
    2.Make your customer look (and feel) good
    3.Easily overcome objections
    4.Avoid this “conversation killer”
    5.Move the sale forward
  • [Panel] Getting Ahead in Cannabis: Strategies to Differentiate Your Brand
    [Panel] Getting Ahead in Cannabis: Strategies to Differentiate Your Brand
    Lisa Buffo, Cannabis Marketing Association; Daniel Stein, EVB; Taylor Wheeler, V Digital Services Recorded: Jun 5 2019 59 mins
    As cannabis businesses become more established, it will be crucial to differentiate your brand from the competition. With limited advertising options, how can you get ahead and increase brand recognition? Join this panel as successful marketing experts discuss challenges to avoid and strategies to make it in a regulated industry.
  • Whiteboard Wednesdays with Becc Holland
    Whiteboard Wednesdays with Becc Holland
    Tenbound Recorded: Jun 4 2019 13 mins
    Whiteboard Wednesdays with Becc Holland of G2! Watch as we dive in to Postbound Leads, The Qualification Process and 5 Ways to Become an AE

    Update! The Sales Development Conference 2019 is coming up August 23rd in San Francisco. EARLY BIRD SOLD OUT, grab remaining tickets while available! https://tenbound.com/conference/

    #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
  • Ralph Barsi - 100 Episodes of Sales Development Wisdom!
    Ralph Barsi - 100 Episodes of Sales Development Wisdom!
    Tenbound Recorded: May 31 2019 3 mins
    It’s fitting to bring home Episode 100 with none other than a legend in our industry, Ralph Barsi.

    Through his work in Sales Development, Ralph has been a positive force in the lives of so many Sales Development professionals it’s hard to keep count. Myself included.

    Ralph is also very active in philanthropy, volunteering and plays a mean drum solo!

    Listen in as we discuss how Ralph conceptualizes his Sales Development programs and drives them to consistent success year after year, while at the same time making a positive difference in his teams’ lives and the community at large.

    Great listen here!

    EARLY BIRD SOLD OUT, grab remaining tickets while available!
    The Sales Development Conference 2019 is coming up August 23rd in San Francisco. 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 Management: Fireside Chat - Developing a World Class Coaching Program
    Sales Management: Fireside Chat - Developing a World Class Coaching Program
    Steven Rosen with Rob Jeppsen Recorded: May 29 2019 48 mins
    Join sales management expert Steven Rosen and his guest sales leadership expert Rob Jeppsen for an exciting Fireside Chat. In this episode, they will share their insights on what sales executives, managers and trainers need to do to Develop a World Class Coaching Program and crush their sales numbers.

    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.

    Effective sales coaching can produce tremendous performance improvements. The challenge is that developing a World Class coaching program is multi-faceted.

    You will learn:

    - 4 building blocks to Develop a World Class Coaching Program
    - New findings on where sales managers need to focus their coaching time
    - The impact of technology on coaching
    - Approaches to coaching the sales coaches
    - The power of cadence and accountability
  • Whiteboard Wednesdays with Becc Holland
    Whiteboard Wednesdays with Becc Holland
    Tenbound Recorded: May 28 2019 13 mins
    Whiteboard Wednesdays with Becc Holland of G2! Watch as we dive in to Postbound Leads, The Qualification Process and 5 Ways to Become an AE

    Update! The Sales Development Conference 2019 is coming up August 23rd in San Francisco. EARLY BIRD SOLD OUT, grab remaining tickets while available! https://tenbound.com/conference/

    #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
  • Leading Growth as a Managing Partner
    Leading Growth as a Managing Partner
    Michael Dalis, The Drive-Sales Expert Recorded: May 23 2019 49 mins
    You are a Senior Leader in a Professional Services Firm, you want to accelerate revenue growth.  You spend a lot on marketing and business development, so why aren’t your sales growing at the pace you need? While you have had success in your own new client pursuits, it is less clear what role you and your Leadership team play in enabling a stronger biz dev effort. 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 revenue acceleration,
    -avoid the common failure points in business development initiatives, and
    -pick your spots where strong Leadership and Coaching impact faster sales growth.

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

    You will learn:

    1. Why the responsibility for growth cannot be fully delegated.
    2.What roles senior leadership plays in growth
    3.How to play those roles effectively
  • John Steinert - Sales Development Success and the CMO
    John Steinert - Sales Development Success and the CMO
    Tenbound Recorded: May 22 2019 3 mins
    John Steinert is an increasingly rare form of CMO; someone who can truly leverage the Sales Development program. He brings deep experience and really understands how to get the most from the investment in the program.

    As the marketing leader of TechTarget, he has organized his campaigns to support empowering his Sales Development team, and making their job as valuable as possible.

    Listen to how he conceptualizes the program, supports their campaigns and uses intent data to drive performance. Excellent conversation.

    The Sales Development Conference 2019 is coming up August 23rd in San Francisco. EARLY BIRD SOLD OUT, grab remaining tickets while available! 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
  • Pillars of Building A Good Outbound Channel (ScaledUp Ep. 3)
    Pillars of Building A Good Outbound Channel (ScaledUp Ep. 3)
    Lloyd Yip, The Startup Sales Expert Recorded: May 22 2019 41 mins
    Outbound is the most predictable and scalable channel for pipeline generation. However, it is also incredibly hard to build in an effective manner. You can probably even remember receiving awful cold outreach from companies that you immediately tossed to the trash.

    In this session, we’ll go through how you can design an outbound process that cuts through the noise and compels your prospects to respond.

    You Will Learn:

    1.The four ingredients to a strong outbound strategy
    2.Four common mistakes that will ruin your outbound effectiveness
    3.Putting it all together to craft an amazing outbound strategy
  • How to Run a TOP Opportunity War Room and Get $$$ Results
    How to Run a TOP Opportunity War Room and Get $$$ Results
    Lisa Magnuson, Founder & CEO, Top Line Sales Recorded: May 17 2019 47 mins
    Senior Sales Leaders, Sales Managers and Account Managers will all learn about:

    How to spot a TOP opportunity
    Why a War Room approach works and delivers top $$$’s
    What you need to know about War Room strategy
    Three big roadblocks and how to avoid
    Key points to ensure ongoing success with account based selling
  • Six Core Competencies For Strategic Account Managers
    Six Core Competencies For Strategic Account Managers
    Ago Cluytens Recorded: May 17 2019 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.
  • 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 Recorded: May 17 2019 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
  • 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 Recorded: May 17 2019 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
  • Setting Sales up for Success with Sales Strategy
    Setting Sales up for Success with Sales Strategy
    Liz Heiman, Chief Strategy Officer Recorded: May 16 2019 37 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
  • 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 Recorded: May 15 2019 43 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.
  • Ep 98 Jay Tuel  - Account Based Sales Development in Action
    Ep 98 Jay Tuel - Account Based Sales Development in Action
    Tenbound Recorded: May 13 2019 36 mins
    Account Based strategies foster greater alignment across Marketing, Sales Development and Sales, and are de rigueur in modern revenue engines.

    But where do SDR’s fit in to the strategy and how can they add the most value?

    Jay Tuel is VP of Sales Development at Demandbase, and thought leader in the practice of Account Based Sales Development.

    Listen in as we deconstruct how he goes about setting up his program to maximize this approach, and where SDRs fit in, on this week’s Podcast!

    The Sales Development Conference 2019 is coming up August 23rd in San Francisco. EARLY BIRD SOLD OUT, grab remaining tickets while available! 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
  • How to Advance The Sale With 95% Certainty
    How to Advance The Sale With 95% Certainty
    James Muir Recorded: May 10 2019 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.
  • Pricing Psychology: Getting into Your Customer's Head
    Pricing Psychology: Getting into Your Customer's Head
    Jack Malcolm Recorded: May 10 2019 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.
  • The All-New Needs Assessment in the Age of the Customer
    The All-New Needs Assessment in the Age of the Customer
    Deb Calvert Recorded: May 10 2019 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.
  • Power UP your Value Prop for ABM
    Power UP your Value Prop for ABM
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Jun 18 2019 4:00 pm UTC 45 mins
    Revenue forecasts in 2098 are betting on “account based” marketing and sales strategies to drive deeper relationships that will result in pipeline growth and deeper account penetration. But not all ABM efforts are truly “account based.” Many companies are simply doing the same targeted or vertical marketing they have always done. For true ABM, a key focus area is developing a deep understanding of the account’s external drivers and translating that into relevant, buyer-focused messaging that increases engagement. What does it take to create an “ABM” value proposition?

    You will learn:

    1.How to identify external business drivers that are the seeds of buyer relevance
    2.Translating the drivers into truly differentiated offerings and messaging
    3.The components of an ABM-ready Value Proposition
    4.Building a sales-ready value proposition from the outside-in
  • Using LinkedIn to Drive Lead Gen (ScaledUp Ep. 4)
    Using LinkedIn to Drive Lead Gen (ScaledUp Ep. 4)
    Lloyd Yip, The Startup Sales Expert Jun 19 2019 3:00 pm UTC 45 mins
    Linkedin is the most powerful, yet under-utilized channel for business development out there. If you are in B2B, your clients are on LinkedIn, so why not capitalize on it?

    In this session, we’ll discuss how to leverage LinkedIn so you can build your brand and generate more pipeline for your business. Long gone will be the days where LinkedIn is just an online resume

    You Will Learn:

    1.How LinkedIn differs from other channels
    2.Using LinkedIn to identify your ideal clients
    3.A step by step process for building an outbound prospecting process on LinkedIn
    4.BONUS: How to become a thought leader on LinkedIn to drive pipeline
  • How to Integrate Sales and Marketing for Large Account Success
    How to Integrate Sales and Marketing for Large Account Success
    Barbara Weaver Smith, The Large Account Sales Expert Jun 19 2019 4:00 pm UTC 45 mins
    Program #6 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 sales operations fully integrate their marketing and sales functions in an approach usually called Account-Based Marketing and Sales. Although the term typically refers to technology solutions, the technology is an enabler—not the fundamental approach. Failing to capture the lifetime value of a large account customer is where most companies of all sizes miss the mark. Close alignment of sales with marketing markedly increases the likelihood of major account growth.


    You will learn:
    1.What is marketing’s role in the integrated process?
    2.How to integrate two units that are hostile or disinterested.
    3.What options you have for managing an integrated unit or closely aligned divisions.
    4.Where Sales Enablement may fit into an integrated process.
    5.How and why you should treat a large account as a “Market of One.”
  • Values Based Sales Leadership
    Values Based Sales Leadership
    Jeffey Lipsius, The Customer Awareness Expert Jun 19 2019 7:00 pm UTC 45 mins
    Are you tired of constantly being the one who keeps your sales team motivated? Wouldn’t it be great if your salespeople learned to motivate themselves? True motivation comes from within. Secure your salespeople’s inner-motivation by creating a selling culture that promotes it. Culture is shaped by values. This webinar introduces seven values sales leaders can implement to create a high performance selling culture.

    You will learn:

    1.The seven values for securing a high performance sales force
    2.How to motivate salespeople from within
    3.The root cause of interference to sales performance
    4.To ignite a perpetuating cycle of ongoing sales learning and improvement
    5.How to perpetuate your sales team’s continuous learning and improvement
  • Proven Relationship Mapping = More Enterprise Contacts
    Proven Relationship Mapping = More Enterprise Contacts
    Lisa Magnuson, The Landing 7-Figure Deals Expert Jun 26 2019 4:00 pm UTC 45 mins
    Do you know what relationships are needed to land your largest prospect? Is each relationship mapped to a primary and secondary person in your organization? Have you analyzed each of these relationships to set appropriate relationship goals?

    You will learn:

    1.Why is relationship mapping a fundamental element for all large prospect development?
    2.What are the most important aspects to a winning relationship map?
    3.How to determine if you are on the right track and set up for success.
  • 3 ways to navigate your way to Business Transformation enabled by digital
    3 ways to navigate your way to Business Transformation enabled by digital
    Arun Trivedi Jun 26 2019 4:00 pm UTC 45 mins
    Digital Transformation is dead! As you plan your journey, one of the first steps is to think about what needs to be done, why and how. The webinar presents 3 ways to navigate your way without losing track of your goal(s).

    Each path has its own set of focus areas. Irrespective of he approach you take, their are 6 dimensions of transformation that you must plan around to be successful.
  • Driving Growth as a Bank CEO
    Driving Growth as a Bank CEO
    Michael Dalis, The Drive-Sales Expert Jun 27 2019 6:00 pm UTC 45 mins
    You are a Senior Leader at your bank, you want to accelerate revenue growth.  You spend a lot on marketing and business development, so why aren’t your sales with qualified clients growing at the pace you need?  While you have had success in your own new client pursuits, it is less clear what role you and your Leadership team play in enabling a stronger BD effort. Michael Dalis — a recognized leader on the subject of B2B selling, a former banker, sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

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

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

    You will learn:

    1.Why the responsibility for growth cannot be fully delegated.
    2.What roles senior leadership plays in growth
    3.How to play those roles effectively
  • The Sales Competencies that Drive Sales Success
    The Sales Competencies that Drive Sales Success
    Deb Calvert, president of People First Productivity Solutions Jul 2 2019 7:00 pm UTC 45 mins
    Are you hiring the top sales talent that can do the very best job possible of selling your products/services? Do you know what traits, knowledge, and skills lead to sales success in your industry, market, and product line? Join us for this research-based webinar that will teach you how to:

    - Identify the sales competencies that truly drive success for YOUR organization
    - Hire for those competencies to ensure rapid ramp-up and better retention
    - Write job descriptions, performance standards, and reviews that consistently feature the right competencies
    - Develop the right competencies in your sales team
  • Sales Hiring for Sustainable Sales Success
    Sales Hiring for Sustainable Sales Success
    Deb Calvert, sales researcher / author / speaker / coach / trainer Aug 1 2019 6:00 pm UTC 45 mins
    Selecting sales talent should be more than gut instinct, predictable interview questions, and "sell me this pen" role plays. If you want to know (for certain!) which candidates are most likely to succeed in your sales environment, your selection process needs:

    + To be based on clear sales competencies
    + To be coordinated with HR for efficiency
    + To use behavioral interviewing question sets
    + To include an interview panel and 2-step process
    + To evaluate candidates with a matrix

    Join this webinar for an overview of selection practices that will give you a competitive edge and ensure that you get the RIGHT talent on your first try. No more revolving doors or newbie ramp up that takes too long!
  • Sales Onboarding & Training for Better Retention and Ramp Up
    Sales Onboarding & Training for Better Retention and Ramp Up
    Deb Calvert, sales coach / researcher / trainer / author / speaker Sep 3 2019 6:00 pm UTC 45 mins
    Are you tired of interviewing, hiring, onboarding, and LOSING sales talent so you have to start all over again? Do your new hires flounder and fail because they never seem to get a good grasp of what will make them succeed? Join me for this webinar to:

    + Find out what new hires need, starting on day one
    + Learn how to make onboarding more effective
    + Ramp up new sellers faster so they hit goals sooner
    + Partner with others to make the onboarding/training go faster
    + Stop the revolving door on your sales team

    Remember -- your sales can only be as good as your sales team! Take these proactive steps to improve performance today.
  • Top Sales Hacks for 2020 and Beyond
    Top Sales Hacks for 2020 and Beyond
    Deb Calvert, sales trainer, coach, researcher, author & speaker Oct 1 2019 6:00 pm UTC 45 mins
    It's baaaack! Deb's annual review of the latest and greatest sales hacks you won't want to miss out on. Most are no cost or low cost, and all of them have been personally tested in the field. Best of all, YOU can access these tools on your own to save time, automate processes, connect with buyers, and make the most of every single sales day.
  • Sales Process Coaching
    Sales Process Coaching
    Deb Calvert, sales manager trainer and coach Nov 12 2019 7:00 pm UTC 45 mins
    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.
  • Creating the Sales Culture that Makes Sense for Your Team
    Creating the Sales Culture that Makes Sense for Your Team
    Deb Calvert, sales researcher, trainer, coach, author, and speaker Dec 3 2019 7:00 pm UTC 45 mins
    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!).