Inside Sales

You will learn:

1. The Goal of Coaching
2. How to Effectively Coach Your Team
3. Top Coach Tips and Hacks

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

The of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. In this session, you will learn:

•Anything that can be told can be asked
•The ASK, LISTEN AND LINK method to sales
•Leveraging first, second and third level questions will get to the heart of why people buy your product or service
•How to listen to the emotion behind the words
•Unpack three methods for linking what’s important to the customer and your offering

Imagine a team that’s always in fierce competition with its’ rival. It has fewer resources than its’ opponents – less money, fewer players, older equipment, less data. Yet this team has the best record in its’ league – by far. Tim will show you how you can apply the performance principles this team uses to your business and to your life.

You cannot depend on relationship-building skills alone to make the sale for you! Relationships are important, but buyers primarily want you to fulfill their needs and solve their problems. Customers do not take action unless they are challenged to take action. Learn how to avoid the amygdala hijack and how to overcome yielder Call Reluctance and close the sale.

Why do the majority of salespeople struggle to have conversations with buyers that build trust and add value? Learn what science has found are the hidden, but most common, mindsets and beliefs that the majority of salespeople struggle with and discover how they impact sales performance and growth.

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

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.

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.

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

Are You Looking for…Higher Quality Leads / Referrals, More Motivated Customers, Increased Deal Velocity or Improved Close Ratios? Then, You should consider how your Social Evidence is working for You or not. This webinar will explore the power of Social Evidence and how to leverage it for your business.

People who think that LinkedIn isn’t worth their time have probably not experienced the exposure or engagement they need to noticeably build their business. An insubstantial presence on LinkedIn IS costing you credibility and that IS costing you business. This webinar will cover the steps you need to create a powerful brand on LinkedIn.

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!

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.

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

Do you know how to score your largest opportunities to determine how to move forward? Is your scoring criteria leading to big wins for your largest enterprise prospects? Are you gathering the right insights about your highest scoring prospects? Learn about the seven factors to score your enterprise accounts for opportunities now.

You will learn:

1.Why is scoring your top opportunities critical?
2.What are the most important account scoring criteria?
3.How to determine the best insights needed for your highest scoring prospects.

Author Marylou Tyler (Predictable Revenue & Predictable Prospecting) gives you 7 telephone strategies designed to book more first meetings, schedule more appointments with decision makers and turn your phone into a powerful sales tool that makes prospecting into targeted accounts fun, consistent, predictable and successful.

Our buyer research in the Stop Selling & Start Leading® movement revealed specific behaviors that buyers want to see from sellers. In this webinar, I'll share what this means for needs assessment and how you can shift from old-school diagnostic to buyer-preferred dialogic assessments.

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.

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.

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.

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

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

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

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.