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Inside Sales

  • Part 1: What Management Needs to Know About Successfully Selling to the Top
    Part 1: What Management Needs to Know About Successfully Selling to the Top
    Caryn Kopp, The Chief Door Opener Expert w/special guest, Kent Gregoire Recorded: Feb 20 2019 44 mins
    In Part I of this two-part webinar series, you will learn the process for winning sales opportunities at the executive level and the next-generation in opportunity management for sales organizations. We’ll discuss a structured, scalable process for qualifying and most importantly, winning strategic sales opportunities where competitors are strong and customer buying protocols are influenced by formal and informal decision criteria.

    The content of this webinar is highly effective when you face:
    •Long sales cycles (larger deal size)
    •Tough competition
    •Multiple decision-makers in the buying process
    •Executive level decision makers

    You will learn how to:
    1.Qualify in or out of deals quickly to improve close ratio using 9 criteria
    2.Examine formal and informal power and find the relevant executive
    3.Improve forecast accuracy
    4.Win more profitable business

    Be sure to sign up for Part II of What Management Needs to Know About Successfully Selling to the Top to learn the 4 leadership practices that ensure results when selling to executives, on Feb 26 @1pmE.
  • Understand Unique Business Issues of Global Corporations
    Understand Unique Business Issues of Global Corporations
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Feb 20 2019 41 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.

    These corporations face all the usual business challenges and needs as well as issues unique to their size and global reach. The leadership team in one subsidiary company may ultimately be subject to the decision-making authority of corporate leaders in another country, from another culture, with different concepts of risk, the speed of decision-making, and what constitutes proof. Corporate culture is influenced by the cultures of all the countries from which leaders originate and where employees reside. Besides culture, large corporations are uniquely complex, unwieldy, influenced by the speed of business, technology dependent, and rule-governed. How will you train your sellers and SMEs to understand and position your company as a superior resource to executives in very large companies?


    You will learn:

    1. How understanding the unique issues of global corporations can help you better position your company’s value proposition.
    2. What is the most important issue facing all global businesses.
    3. What resources are available to help you learn about doing business in other countries.
    4.How you can decide what to do when your customer is expanding internationally
    5.What opportunities you have to be innovative with global customers.
  • Sales Managers: How to Set Expectations to Motivate Sellers
    Sales Managers: How to Set Expectations to Motivate Sellers
    Deb Calvert, Sales Coach - Trainer - Speaker - Researcher Recorded: Feb 20 2019 46 mins
    Sales Managers - join me for a discussion about how to set expectations that motivate sales professionals. We'll tackle the myths about sales management that interfere with goal attainment and reveal the secrets of sales motivation.
  • The Current State of Sales Coaching – How to Make Coaching Work
    The Current State of Sales Coaching – How to Make Coaching Work
    Steven Rosen with David Kurlan Recorded: Feb 19 2019 42 mins
    Join sales management expert Steven Rosen and his guest sales expert David Kurlan for an exciting “Fireside Chat.” In this episode, they will share their insights on what sales executives and managers need to do to ensure that they can overcome many common coaching challenges and coach their salespeople to 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.

    Are you doing a great job coaching? Are you coaching frequently enough? Steven and Dave will answer these questions and share their insights into why coaching is not working and what you can do to ensure that you can get the impact you desire from coaching.

    You will learn:

    - What is the current state of sales coaching
    - What can you do to improve your coaching effectiveness
    - How to ensure that you and your sales managers are coaching
  • Sales Scripts: Acting Secrets for Bringing your Script to Life
    Sales Scripts: Acting Secrets for Bringing your Script to Life
    Julie Hansen, The Sales Presentation Expert Recorded: Feb 14 2019 49 mins
    Hate using a sales script? Afraid you’ll sound phony? You’re not alone. Yet a good sales script, delivered well, can be one of your most powerful selling tools. Fortunately, you can learn how to take those words “off the page” and bring them to life in a natural, conversational way by applying the same techniques actors use in film and television. In this webinar, Actor and Author Julie Hansen reveals simple acting secrets for working with your sales script in an authentic, fresh way that will free you up to have an active, engaging dialogue with your prospect.
    You will learn:

    1.Scripts vs. “winging it” – what you need to know
    2.5 things you absolutely, positively must have down cold
    3.How to break down your sales script into “beats” like an actor
    4.The difference between “internalizing” and “memorizing” your script
    5.How to deliver your script so it never sounds canned!
  • Six Ways to Shorten the Sales Cycle:Reduce Complexity and Increase Win Rates
    Six Ways to Shorten the Sales Cycle:Reduce Complexity and Increase Win Rates
    Christopher Ryan, The B2B Revenue Growth Expert w/special guest Mladen Kresic Recorded: Feb 13 2019 45 mins
    Due to the expanding involvement of multiple people (and functions) in the decision process, sales cycles are getting longer and the entire process is becoming more complex. As a result, customers prefer not to change and to remain with the status quo. This leads to a lot of frustration for sellers and a great loss of productivity.

    We will discuss the realities of today’s complex selling environment and how to avoid pitfalls that lengthen the process. You will also hear about how to maintain the value of your offering while keeping your credibility and leverage strong. Most important, we will give you the details of six proven strategies to shorten the sales cycle:

    1. Factor in the decision process.
    2. Stop excessive and unnecessary reorganizations.
    3. Sell solutions that impact business.
    4. Manage internal expectations.
    5. Don’t overcomplicate it.
    6. Avoid unprincipled concessions.

    This training event is not based on theory, but rather on the specific strategies and tactics developed by top international negotiation expert Mladen Kresic. Mladen has taught and consulted with many leading corporations to help them close more than $2 Billion in closed deals. Several examples of successful negotiations will be provided.    

    As a result of attending this event, you will learn how to:

    Make it easier for your customers to buy.
    Sell solutions that impact the customer’s business 
    Simplify the process and manage internal expectations.
    Avoid unprincipled concessions.
  • Lauren Bailey - Using Personalization to Make Your Prospects Love You
    Lauren Bailey - Using Personalization to Make Your Prospects Love You
    Tenbound Recorded: Feb 12 2019 35 mins
    90% of Lauren Bailey’s business at @Factor8 is referral and repeat work. Think about that.

    Starting your business, working hard, creating programs and having customers come back to you again and again. That is a huge success.

    How does she do it? Tune in this week on the podcast to learn how she listens to customers and creates programs to really help them hit their goals, with heart.

    And how you can take on this customer centric attitude in your prospecting.

    Packed with tactical tips for any Sales Development professional!

    You have to check this one out.

    By the way, we just announced The Sales Development Conference 2019, August 23rd in San Francisco! Early Bird tickets are almost sold out so grab them before they’re gone right here → https://tenbound.com/events/

    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
  • Increase Quota Attainment with a Buyer-Oriented Selling System
    Increase Quota Attainment with a Buyer-Oriented Selling System
    Mike Kunkle, The Sales Transformation Expert Recorded: Feb 5 2019 38 mins
    Ongoing sales research repeatedly tells us that modern buyers want something different from sales reps than they’re getting today. Yet, for the most part, sellers continue to do the same old things they’ve always done. This does not bode well for 2019.

    Are you tired of how many of your sales team’s deals end in “No Decision?”
    Does it concern you how many of your sales reps don’t make quota?
    Are you ready to do something about it?

    In this webinar on The Sales Experts Channel, sales enablement expert Mike Kunkle will share a Buyer-Oriented Selling System that will help you:

    1.Shift your sellers’ mindset to think like a buyer
    2.“Flip the script” to operate outside-in, from your buyers’ perspective
    3.Operate in ways that build trust, rather than sounding like a stereotypical salesperson
    4.Increase competitive differentiation as well as improve win-rates and quota attainment
    5.Sell differently to get different results
  • Sales in a New York Minute
    Sales in a New York Minute
    Deb Calvert w/special guest, Jennifer Gluckow, author of Sales in a New York Minute Recorded: Feb 4 2019 45 mins
    Deb is hosting special guest Jennifer Gluckow to talk about her new book “Sales in a New York Minute.”

    You've heard the term ''...in a New York minute,'' and you have your own ideas of what it means. Jennifer Gluckow defines it as ''fast, clear, direct, and successful.'' That's the way of New York, and it's the way sales are made (or lost) in New York City, and everywhere else on the planet.

    Jennifer's concepts and strategies for selling follow the timeless New York City line, ''If you can make it there you can make it anywhere,'' transitioned to, ''If you can make the sale there, you can make the sale anywhere.''

    212 is a sales nuance - it's the boiling point, the tipping point, and the emotional point. It's the NYC area code, and it's the number of mastery ideas and strategies in Jennifer's book that will bring salespeople success. Whether you're a sales newbie or a sales master, Jennifer's 212 New York minutes will bring your sales and your customers to the buying point.

    From attracting customers online and face-to-face, to helping secure lifelong relationships, referrals and reorders, by building trust over time, minute by minute; to ensuring profitable sales and customer loyalty, you will learn 212 strategies that when put into practice, will make your sales and success soar.
  • Jeffrey Gitomer’s Sales Manifesto
    Jeffrey Gitomer’s Sales Manifesto
    Deb Calvert w/special guest, Jeffrey Gitomer, The King of Sales Recorded: Feb 4 2019 45 mins
    Deb is hosting special guest Jeffrey Gitomer because…

    After 50 years of successfully making sales all over the world.
    After delivering more than 2,500 customized speeches to the world's biggest companies.
    After establishing an unrivaled social platform with millions of views and followers.
    After leading the marketplace with Sell or Die podcast.
    After delivering more than 350 sold-out public seminars to audiences all over the globe.
    After writing 13 best-selling books including The Sales Bible and The Little Red Book of Selling...

    Jeffrey Gitomer has finally written the SALES MANIFESTO. A book that sets the standard, and lays bare what it will take for salespeople to succeed now, and for the next decade.

    The MANIFESTO identifies in simple language the 5.5 parts of the new sale, and builds easy-to-learn and easy-to-implement models for each component:

    1. Value Attraction (creating social messages that make the reader want more)
    2. THEM Preparation (planning strategy, getting ready, and executing)
    3. Value Engagement (attraction PLUS value)
    4. Connection and Completion (perceived value beyond price in both 'how to connect' and 'connect to make a sale')
    5. Building profitable long-term relationships (loyal, value driven customers)
    5.5 Building a permanent referable first-class reputation (both online and community based)

    This book is not just the answer - it's a no bull book of ANSWERS and ACTIONS that will put you on top of your sales world and keep you there.
  • Jackie Woods - From College to SDR Manager in 2 Years
    Jackie Woods - From College to SDR Manager in 2 Years
    Tenbound Recorded: Jan 30 2019 43 mins
    You’ve heard of Unicorn and Rocket Ship companies, but what about people?

    Jackie Woods could be one of those people. In just a few years, Jackie has gone from internships in college to running an high-performance Sales Development team at @Optimizely

    We were lucky enough to catch up with Jackie live at the Optimizely office, and she shares with us how she rose through the ranks so quickly and the hard-won lessons learned over the past few years as a new manager.

    You don’t want to miss this one.

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

    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
  • Gain Relevant Sales Knowledge about Very Large Account Prospects
    Gain Relevant Sales Knowledge about Very Large Account Prospects
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Jan 30 2019 44 mins
    Part I in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEO, President, Founder, Owner, Business Development, Sales VP, CMO, Sales Enablement, Key Account Manager 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. Far too often, these responsibilities become divided by territories, individual reps, product lines, historical relationships, or sales to divisions or subsidiaries. The corporate board and senior management make their most strategic business and financial decisions with their entire global footprint top of mind—unless you can see the whole as well as its parts, you operate from a position of weakness. How can your company initiate and manage long-term relationships with the many people, subsidiaries, locations and divisions of a global account in a way to provide the greatest value to that customer and you? This webinar covers your company’s knowledge base—how do you gain relevant knowledge, manage it, share it, and keep it up to date. Who should be responsible and how can you afford to do it?


    You will learn:

    1.How much does your team need to know in order to be successful?
    2.How to conduct research, synthesize what’s relevant, and keep it up to date?
    3.How to share and communicate among all who need to know?
    4.What are the relevant tools and resources to make this process easy?
    5.Who should be responsible for doing this work? How can you afford it?
  • How to Manage Sales AND Lead People
    How to Manage Sales AND Lead People
    Deb Calvert, Coach and Trainer for Sales Managers Recorded: Jan 29 2019 44 mins
    The most effective Sales Managers understand that managing sales is only part of the job. To succeed long term and build the business, you can't ignore the other part of your job -- leading people. Join me to learn how you can out-perform your peers, delight your customers, and support your team members in ways that really matter.
  • In Sales, You'll Earn More If You Learn More
    In Sales, You'll Earn More If You Learn More
    Deb Calvert w/special guest, Jonathan Farrington, CEO of Top Sales World Recorded: Jan 28 2019 47 mins
    In sales, learners are earners! The benefits of lifelong learning and ongoing development are well-documented. In sales, curiosity and the pursuit of knowledge translate into goal-attainment and professional success.  

    But who has time for training or going back to school? Sellers are busy! 

    Maybe there's another way. 

    Join Deb Calvert, founder of The Sales Experts Channel, and special guest Jonathan Farrington, CEO of Top Sales World, as they discuss resources, options, and best practices for busy sales professionals. They'll show you how to accelerate your development, expand your knowledge base, and earn more by learning more even if:

    - you are busy or overwhelmed
    - you've never attended a single college class
    - your company doesn't provide sales or management training
    - you don't like reading 
    - you disliked school and feel intimidated by the thought of learning or changing 

    What do you have to lose? Register today so you can start learning (and earning more!) right away. 
  • CRM In practice at Accounting firm Shaw Gibbs
    CRM In practice at Accounting firm Shaw Gibbs
    Fran Kidd, Business Development & Marketing Manager Recorded: Jan 28 2019 6 mins
    Hear about how this leading accountancy firm chose Workbooks, the integration between Workbooks and CCH, how they can now quickly report on sales and marketing activities to make informed decisions and ensure they focus on activities that win business.
  • 2019 Predictions: 10 Ways Conversational AI Will Change The Way We Work
    2019 Predictions: 10 Ways Conversational AI Will Change The Way We Work
    Conversica's Alex Terry CEO, Sid Reddy Chief Scientist, & Rashmi Vittal CMO Recorded: Jan 24 2019 35 mins
    Conversational AI made traction into many areas in 2018 with a growing number of businesses moving toward harnessing the power of conversational AI for a more diverse set of use cases, to increase productivity and drive higher performance across marketing, sales, and other organizations.

    Watch our exclusive 2019 Predictions video fireside chat featuring Conversica CEO Alex Terry and Conversica Chief Scientist Sid J. Reddy, as they discuss the 10 ways that Conversational AI will evolve in 2019. Moderated by Conversica CMO Rashmi Vittal.

    In this webinar, you will get a sneak peek into our predictions around:

    - How AI will enable a truly augmented workforce
    - How AI will turbocharge Marketing in 2019
    - How Sales teams will improve their visibility and accountability through AI
    - How AI will technologically advance into emotional intelligence
    - How AI will progress to include omnichannel and multi-turn communications
  • Landing Huge Accounts: Why War Room Strategy Works
    Landing Huge Accounts: Why War Room Strategy Works
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Jan 24 2019 45 mins
    If you want to accelerate your top opportunity development, then consider a war room approach. Your biggest prospects require a strategic mindset, planning and tools to develop and close. Sales leaders will learn how to coach account based teams to big wins and account successes.

    You will learn:

    1.What is a war room?
    2.How to get the senior leadership team to back your war room efforts.
    3.What to include in your war room strategy sessions.
    4.Best practices for setting up a successful war room strategy meeting.
    5.What results can you expect from your war room?
  • 7 Factors that Get in the Way of Achieving Your Sales Goals 
    7 Factors that Get in the Way of Achieving Your Sales Goals 
    Lisa Leitch, The Sales Evolution Expert Recorded: Jan 24 2019 46 mins
    In this everchanging competitive sales world, you’ll learn why buyers, price conversations and even your boss inhibits your ability to achieve bigger goals.
    Join us by registering for this online interactive webinar presented by Sales Experts Channel and hosted by Lisa Leitch, President, Sales Strategist, Trainer & Coach at Teneo Results, where you'll learn:

    You will learn:

    - Why we resist change to achieve bigger goals 
    - 7 factors that inhibit success to achieving your sales goals, including your boss!
    - The secret ingredient to slam dunking your goals in 2019 and 2022
  • Chris Castaldini - How to Run a High Performance Global Sales Development Team
    Chris Castaldini - How to Run a High Performance Global Sales Development Team
    Tenbound Recorded: Jan 17 2019 40 mins
    There are many moving parts to any Sales Development operation, and adding a large number of SDRs, Managers and a global reach to the mix makes it even more complicated and difficult to execute.

    Chris Castaldini has it covered, and he goes into depth on how he does it on this week’s podcast. This is a must for anyone looking to expand their program and/or career.

    With an MBA from Santa Clara, deep experience running large SDR programs while also acting as an Advisor to SV Academy, he is plugged in and on point.

    For this episode, we visited the Optimizely office and interviewed Chris live, which as a great experience we want to more of in the in future.

    Listen in to this one!

    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/

    We just updated the Tenbound website to pull together the blogs, pods, webinars and other info in one place to make it easy for you to crush it in 2019.

    Bookmark it for the big 2019 Conference announcement, and a ton of new content, coming soon! https://www.tenbound.com/


    #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
  • The Business Value Hierarchy:A strategic approach to cure underperformance
    The Business Value Hierarchy:A strategic approach to cure underperformance
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Jan 17 2019 49 mins
    Your mission is not just to generate more awareness, leads and revenue, but also to increase the financial and brand equity value of your company. To do this, you need to rise above the noise in the marketplace and truly understand your company’s place in the customer’s widening array of expectations.
    Step one is to uncover the current value of your offerings to your customers and prospects (the existing state). Truth here is an absolute must.
    You then need to protect and enhance your marketplace value by either being a top player (perhaps “the” top player) in your value category or better yet, launching yourself into a higher-value and more profitable category. Topics include:
    How to find your current place on the Value Hierarchy Scale.
    What four value measurements to capture and track.
    How to identify and close your value gap.
    Your best options for moving up the value scale.

    You will learn how to:

    1.Measure where you are in relation to your competition.
    2.Achieve lasting competitive differentiation
    3.Increase the financial and brand-equity value of your company.
    4.Become a leader in your existing value category or catapult to the next category
  • Sales Management: Fireside Chat - Hit the Road Running
    Sales Management: Fireside Chat - Hit the Road Running
    Steve Rosen, The Sales Leadership Expert w/special guest, Krista Moore Recorded: Jan 17 2019 48 mins
    Join sales management expert Steven Rosen and his guest sales leadership expert Krista Moore for an exciting “Fireside Chat.” In this episode, they will share their insights on what sales managers need to do to ensure that they are in the best position to hit the road running 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.

    Are you doing all the right things to set the year up for success? Steven and Krista share their best practices to ensure that you are on track to have a great year.

    You will learn:

    - How what you do in January impact the entire year
    - How to hit the road running
    - How to crush your sales numbers
  • Best Practices to Solve Sales Pipeline Problems
    Best Practices to Solve Sales Pipeline Problems
    Carole Mahoney, The Sales Coach Expert Recorded: Jan 16 2019 30 mins
    Despite the amount of money and time spent on sales technology and training, barely half of salespeople make quota.

    How can you ensure that 2019 doesn’t become another such statistic for your company growth?

    What can you do to have more predictable revenue?

    In this 30 minute talk, executives, sales managers, and small business owners will discover:

    1.A process and techniques that hold sales managers and salespeople accountable to ensure pipeline results happen.
    2.Which metrics to track and what actions to take in sales coaching and training for a more predictable pipeline.
    3.The role recruiting and hiring plays in predictable revenue and what criteria to look for in new hires.
  • How to Turn Accurate Forecasting into Faster Sales Success
    How to Turn Accurate Forecasting into Faster Sales Success
    Tim Ohai, The Solving Sales Problems Expert Recorded: Jan 16 2019 40 mins
    Do you struggle with creating accurate sales forecasts? Are deals bogging down in the pipeline? Attend this session to learn how to both create accurate forecasts and generate deal velocity.

    You will learn:

    1.The most important factor in creating an accurate sales forecast
    2.The method used by some of the top companies in the world
    3.How to diagnose what the forecast is saying – and what to do about it
  • What's Your Weird: Building Culture Through Digital Selling
    What's Your Weird: Building Culture Through Digital Selling
    Phil Gerbyshak, The Digital Sales Expert Recorded: Jan 16 2019 45 mins
    A strong sales culture starts with YOU sales leader. Before anyone works for you, they're checking YOU out on social media. If you're invisible, or worse, if you are out of touch, you'll hire people who will be invisible and out of touch. Social media for sales leaders and sales professionals isn't new - it’s been around since the days of Usenet – we just didn’t call it social media. But it’s never been so public, so easy to use and such a powerful tool to share your personal brand and attract sales professionals that embody your culture. Learn how to better understand and embrace social media, and how can you use it to shed your cloak of invisibility and help manage your team, your career, and your professional image.

    You will learn:

    1.How to brand yourself boldly and show off your personal “weirdness” or what makes you different from every other sales leader.
    2.How create personal connections and strong relationships with your ideal sales professional.
    3.How to use a few simple apps to help you show off your weird while also positioning you as the sales manager of choice
  • How to Sell at “C” Level
    How to Sell at “C” Level
    Steve Hall, The “C” Level Sales Expert Recorded: Jan 15 2019 45 mins
    One of the biggest things that impacts sales productivity is insufficient access to senior decision makers – the C Suite – and one of the key things I get asked when I’m coaching my clients to help with their sales development is “how do we get access to people at “C” Level?”
    There’s little benefit in having a pipeline filled with deals where you’re engaged with people too low in the food chain but that’s what a lot of standard prospecting creates – meetings with people who may influence the decision but don’t who sign off on it.
    One of the best ways to impact sales acceleration is to start at the top – at executive or “C” level – and retain access while also working at lower levels in the organization.
    Knowing which organizations to approach and which people in those organizations to target is aided by effective sales and marketing alignment.
    This talk covers which organizations to target, which senior executives to target, what they care about, how to reach them, how to create a message that will compel them to talk to you, what to do when you get that critical first meeting and how to follow up.


    You will learn:

    1.Why you should sell to “C” Level
    2.What “C” Level executives do and don’t care about
    3.Who to approach and how to approach them
    4.How to prepare for, conduct & follow up an initial meeting
  • The Ambassador Factor: Create Client Loyalty to Drive Sales Success
    The Ambassador Factor: Create Client Loyalty to Drive Sales Success
    Amy Franko, The Strategic Sales Expert Feb 21 2019 6:00 pm UTC 45 mins
    The new sales economy has made the standard definition of “satisfaction” obsolete. To attract and grow the best customers today, we need to cultivate loyalty. This requires sellers and sales leaders who are ambassadors. Loyal clients are 3X more likely to continue buying from you; you can expand your reach at higher margins. Amy’s session reveals strategies to improve overall client loyalty and boost your sales success.

    You will learn:

    1. What it means to sell like an ambassador
    2.Key value elements that are most important to our prospects and customers
    3.The differences between tables stakes (satisfaction) and differentiators (loyalty)
    4.Loyalty strategies you can apply with prospects and existing clients
  • The Five Keys to Effectively Plan for Every Sales Call
    The Five Keys to Effectively Plan for Every Sales Call
    Lisa Magnuson, The Landing 7-Figure Deals Expert Feb 26 2019 5:00 pm UTC 45 mins
    How about a 20% or more boost in your sales effectiveness? If you want to improve the quality and efficiency of your customer meetings and boost close ratios, then this webinar is for you. You can accelerate your sales development by mastering how to plan for every sales call.

    You will learn:

    1.What is a pre-call planning?
    2.Why is pre-call planning one of the most effective sales tools to increase sales effectiveness?
    3.What are the five keys to successfully plan for every sales meeting?
    4.What results can you expect from pre-call planning?
  • Part II: What Management Needs to Know About Successfully Selling to the Top
    Part II: What Management Needs to Know About Successfully Selling to the Top
    Caryn Kopp, The Chief Door Opener Expert Feb 26 2019 6:00 pm UTC 45 mins
    In Part II of this two-part webinar series, you will learn the 4 leadership practices that ensure results when selling to executives. We’ll discuss “must-do’s” for increasing the number and quality of executive level prospect meetings, making it inevitable for sellers to get optimal outcomes from pitches, reasons why some sellers and managers fall short of expectations (and what to do about it) as well as ways to protect your company’s most valuable asset – your pipeline.

    The content of this webinar is highly effective when you face:
    •Long sales cycles (larger deal size)
    •Tough competition
    •Multiple decision-makers in the buying process
    •Executive level decision makers

    You will learn how to:
    1.Implement a formula for landing more high-quality prospect appointments
    2.Know what sellers must include in their pitches to get the best results
    3.Pinpoint the real “why” behind the gap in sales staff delivery (so you solve the right problem)
    4.Initiate policies which ensure a continuous, predictable healthy pipeline

    Bonus content: Which “hidden” metrics tell you you’re getting it right
  • How to Supercharge Sales by Building An Ideal Client Profile (ScaledUp Ep. 1)
    How to Supercharge Sales by Building An Ideal Client Profile (ScaledUp Ep. 1)
    Lloyd Yip, The Startup Sales Expert Mar 5 2019 4:00 pm UTC 45 mins
    An Ideal Client Profile (ICP) is a detailed description of the clients who would benefit most from your product/service. These clients are more likely to buy in to your vision, advocate for you, and ultimately stay a long term profitable client.

    Knowing your ICP means it’ll be easier to bring in more high value business that STAYS and ADVOCATES for you. As well, because you truly understand your market and their pain points, it is easier for you to improve the product/service in a way which keeps your clients happy.

    On the flipside, not knowing your ICP would mean:

    -It’s more difficult to find clients who want to buy
    -It’s harder to retain clients long-term
    -You’re more likely to bring on poor-fit clients who drain your resources
    -It’s confusing as to which marketing channels to use
    -It’s more challenging to improve the product/service to be in line with your clientele

    You will learn:

    1.How to analyze your existing client base to understand which clients fit your ICP
    2.How to also uncover who are the clients who are BAD fits, so you can avoid them
    3.How you can maximize your sales and marketing efficiency once you have a fully built ICP
    4.How to ultimately leverage your ICP to improve sales and revenue
    5.BONUS: How to discover your ICP even if you have very few clients to look back at
  • The 7 Habits Your Reps Need to Crush their Quota
    The 7 Habits Your Reps Need to Crush their Quota
    Jesse Price, Director of Sales at Copper Mar 5 2019 6:00 pm UTC 35 mins
    As a sales leader you’re under constant pressure to hit your number. You’re probably sick of asking yourself: “How do I make sure we hit our quota this month?“

    Join our upcoming webinar on Thursday, 11/15 at 10am PST / 1pm EST to learn the 7 habits you need to instill in your reps to build a successful sales engine, that drives results every month.

    During this webinar, you will hear from Jesse Price, Director of Sales at Copper, and his journey as a sales rep at IBM to account executive at Salesforce to now leading Sales at Copper. He will share tangible best practices on how to make every rep a top performer to ensure they hit quota.
  • How to Create a Sales Experience that Doesn’t Suck
    How to Create a Sales Experience that Doesn’t Suck
    Melissa Madian, The Sales Experience Expert Mar 6 2019 4:00 pm UTC 45 mins
    Your sales people are often the first people with whom a prospective customer interacts. Are you equipping Sales with what they need to have an engaging, relevant conversation while also providing an experience that makes the customer say, ‘Wow, that salesperson really got me!”? This session will cover how to design a sales experience that is geared towards building customers for life.

    You will learn:

    1.Why the Sales experience is so critical to the customer lifecycle.
    2.How to design a Sales experience that meets the needs of revenue-generation while creating a fantastic customer experience.
    3.How to empower your Sales teams so they are customer-centric.
  • Closing Sales? No Excuses!
    Closing Sales? No Excuses!
    Michael Griego, The Enterprise Sales Effectiveness Expert Mar 7 2019 6:00 pm UTC 45 mins
    Are you a Sales Closer? Do you know what it really takes to close deals in today’s environment? This session will cut through all the noise about closing deals with clear, doable, professional sales best-practices. Let’s revamp how we sell. No excuses!

    You will learn:

    1. What Closing is and what it isn’t
    2. How Super Star Salespeople really Close
    3.3 Key Disciplines for Effective Closing
  • 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 Mar 14 2019 4:00 pm UTC 45 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™??
  • Emotionally Intelligent Sales Cultures
    Emotionally Intelligent Sales Cultures
    Colleen Stanley, The Emotional Intelligence For Sales Expert Mar 18 2019 5:00 pm UTC 45 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.
  • 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 Mar 19 2019 3:00 pm UTC 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
  • 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 Mar 27 2019 8:00 pm UTC 60 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.
  • For Sales Managers: Having Candid Conversations with Sellers
    For Sales Managers: Having Candid Conversations with Sellers
    Deb Calvert, sales researcher, field coach and author Apr 9 2019 3:00 pm UTC 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.