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

Inside Sales

  • How a Fortune 500 Sales Company Uses Direct Customer Marketing to Drive Growth
    How a Fortune 500 Sales Company Uses Direct Customer Marketing to Drive Growth
    Gregg Terris, Aaron Bollinger, Roma Patel Recorded: Aug 12 2020 49 mins
    Learn how a Fortune 500 Hardware, Software, Cloud, and Services empire optimized the outreach process to existing accounts and found cross-sells, up-sell, renewals, and other opportunities.
  • Secrets from Inside Sales as a Service!
    Secrets from Inside Sales as a Service!
    Tenbound Recorded: Aug 11 2020 31 mins
    Greg Casale, visionary CEO of Reveneer, really breaks it down to basics. He shares a bold call-only approach. He talks about equal business stature when XDRs call in high and signature processes he uses to be the inside sales engine for dozens of companies that can help you as an XDR now.
  • Win More Sales by Selling to the Customer Buying Journey
    Win More Sales by Selling to the Customer Buying Journey
    Mark Sellers, The Business Results Expert Recorded: Aug 11 2020 49 mins
    Selling is hard enough – don’t make it harder by ignoring your customer’s buying journey. Sales strategies that take into consideration how customers go through their buying journey will lead to winning more sales.

    Join Mark Sellers as he shares proven strategies used by his clients for over 20 years that have helped them win more sales by aligning strategies to how customers buy. If you master these strategies you too will win more sales.

    You will learn:

    1. You will learn the 3 critical stages of the customer’s buying journey and the critical selling activities you should do at each stage
    2.You will learn The questions to ask to know if the customer has passed the pivotal stage in the buying journey
    3.You will learn the big mistakes to avoid when selling to the customer buying journey
  • 3 Strategies to Land 5X Deals
    3 Strategies to Land 5X Deals
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Aug 11 2020 34 mins
    You will learn:

    •The 3 strategies required to land 5X deals
    •Why the 5+ relationship plan is at the heart of winning big contracts
    •What are the essential elements of the 5+ account strategy sessions?
    •About the 5+ month sales roadmap: what to do and when

    Target audience:
    •B2B Sales leaders: managers, directors, sales VP’s
    •Account team members: enterprise account executives/account managers who are typically involved with large, complex RFP’s
    •RFP support team members
    •Internal partners: Marketing, technical experts, SME’s, executive team members and others who add value to large opportunity RFP’s
  • MSP Masterclass, Leave No Lead Behind: The Science of Converting Leads>Meetings
    MSP Masterclass, Leave No Lead Behind: The Science of Converting Leads>Meetings
    Aaron Bollinger and Trey Allison Recorded: Aug 11 2020 61 mins
    Strategies and specific messaging to increase the conversion rate of your leads.
  • Giving your SDRs Superpowers with Virtual SDR Technology
    Giving your SDRs Superpowers with Virtual SDR Technology
    Aaron Bollinger Recorded: Aug 7 2020 20 mins
    SDRs who qualify opportunities for the your business are already heroes. Learn how technology can make them Superheroes!

    Aaron Bollinger, CRO of Kronologic and experienced sales leader, will share a framework for upgrading your team and process, based on real-life examples and client success stories.
  • AI for Sales and Marketing, How AI is Changing the Game at MaxSold
    AI for Sales and Marketing, How AI is Changing the Game at MaxSold
    Chad Burmeister, the AI for Sales Expert and Sushee Perumal Recorded: Aug 5 2020 45 mins
    Gain an understanding of the role of AI for Sales Marketing, and how MaxSold leverages AI to save hundreds of hours in low value work, increase sales, and bring operational efficiency like you read about.

    You will learn:
    1. What gains did MaxSold see by deploying AI-Augmented Dialing?
    2. What were the results of deploying AI-powered email?
    3. What’s the future of AI for Sales and Marketing?
  • Smarketing - Sell smarter, not harder
    Smarketing - Sell smarter, not harder
    Peter Strohkorb, Sales Acceleration Specialist Advisor, Founder and Principal at Peter Strohkorb Advisory Recorded: Aug 4 2020 47 mins
    Sales and Marketing alignment is nothing new. We know WHY it is a good idea. What has been missing from the conversation is HOW to go about it to make it successful, and WHO needs to be involved to make it sustainable.

    In this talk, international Sales Acceleration Specialist Peter Strohkorb will outline a series practical steps you can take now to make your Smarketing initiative a success.
  • Darryl Praill - Going From CMO to CRO - Lessons From The Top
    Darryl Praill - Going From CMO to CRO - Lessons From The Top
    Tenbound Recorded: Aug 4 2020 34 mins
    Sales Development sits at the intersection of Marketing, Sales, Ops, Product, and Executives... and the natural result will be Sales Development Leaders bringing those together in their career to become Chief Sales Development Officers and eventually, Chief Revenue Officers.

    But what is the process of becoming a CRO? What do you actually have to do to be successful?

    OUR guest this week is going through that process now, and breaks down his process specially, the good, the bad and the ugly.

    This is critical listening to all the strivers out there who want to leverage their career to new heights!

    The Virtual Sales Development Conference is August 17th 2020! Join the top Sales Development professionals on Earth online. Register here FREE:
    https://events.bizzabo.com/223921/home

    #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing
  • What Can Medical Research Teach Us About Sales Development?
    What Can Medical Research Teach Us About Sales Development?
    Tenbound Recorded: Aug 4 2020 29 mins
    Marylou Tyler, the force of nature on process development for SDRS, talks about patterns in applying Deep Learning to Cancer Research as well as SDR systems. She talks about simplifying complexity to nail the content narrative and what sales tech tool companies could actually build that might actually revolutionize the space. Hint: it's all bout follow-ups!
  • Ep 148 - Jon Miller - Account Based Sales Development Today
    Ep 148 - Jon Miller - Account Based Sales Development Today
    Tenbound Recorded: Aug 3 2020 31 mins
    Jon Miller is the preeminent expert in Account Based Everything, including writing the book on Account Based Sales Development. From starting Marketo, to Engagio, and now as CPO of Demandbase, he’s forgotten more than most of us know about the topic.

    This week, we dive into how the Account Based strategy can be applied to driving the pipeline through Sales Development, how Sales Dev Leaders can align their teams and how SDRs can benefit from supporting the strategy.

    This one is gold.

    Coming up! The Virtual Sales Development Conference 2020: The top Sales Development professionals, top speakers, networking and vendors from the @Tenbound Market Map! Register here FREE:
    https://events.bizzabo.com/223921/home

    #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing
  • Get Your Prospects To REPLY
    Get Your Prospects To REPLY
    Jeff Bajorek, The Fundamentals/Principles Expert and guest, Jason Bay Recorded: Jul 29 2020 45 mins
    In this webinar, you’ll learn about what Jason calls Outbound 3.0, or modern prospecting with empathy. Jason will also outline his REPLY Method framework, and help you build cold outreach cadences that will get your prospects to engage at a much higher rate.

    You will learn:
    1. What is Outbound or Prospecting 3.0?
    2. REPLY Method
    3. “Do this, not that” in your emails and voicemails
  • Revenue Assessment is Mandatory: 7 Steps Do it Right
    Revenue Assessment is Mandatory: 7 Steps Do it Right
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Jul 29 2020 48 mins
    If your goal is to have a better 2nd half 2020 and beyond – despite pandemics or any other challenges - you need to start with a frank assessment of what is and isn’t working with your revenue programs. In this eye-opening webinar, lead-to-revenue and B2B marketing expert Chris Ryan will share exactly what you need to do to analyze your sales and marketing for strengths and weaknesses and use this data to grow faster and more predictably. You will learn to assess three key areas: 1. Your go-to-market model (how you find, nurture, close and deliver business). 2. Your distribution, product, pricing and innovation strategies. 3. The organization and deployment of your sales & marketing assets (people, processes and technology).

    Distilling more than 30 years of experience working with dozens of leading companies, Chris will provide the information to implement your assessment in a way that is accurate, effective and usable. To make the process even more valuable, you will see examples of companies that have used the assessment process to align sales and marketing departments, reduce sales cycles, improve close ratios and routinely meet revenue targets.

    You will learn:

    •How to uncover hidden weakness in your marketing and sales
    strategy.
    •How to find and stop areas of revenue leakage.
    •Methods to Increase the positive factors that boost revenue, profit
    and company valuation.
    •When to use outside experts to bring a fresh perspective.
  • Forget Lead Gen! How to do Sophisticated Prospect Engagement Instead
    Forget Lead Gen! How to do Sophisticated Prospect Engagement Instead
    International Sales Acceleration Specialist Peter Strohkorb Recorded: Jul 28 2020 34 mins
    Old-fashioned lead generation was unproductive even before COVID-19.
    Now it is dead in the water.
    Your prospects don't want to be pummeled by mass emails and cold calls. They don't want to be treated like a sales opportunity and scored as a number.
    Join international Sales Acceleration Specialist Peter Strohkorb to discover how, leveraging the power of LinkedIn, you can engage your ideal prospects in a meaningful and authentic way that draws them into genuine sales conversations.
    If you are selling to senior executives and decision makers or are involved in more complex sales, this is the webinar for you.
    Book now!
  • Shawn Fowler - Coaching Sales Development Teams to Success
    Shawn Fowler - Coaching Sales Development Teams to Success
    Tenbound Recorded: Jul 27 2020 35 mins
    Shawn Fowler, PhD of SalesLoft takes a deliberative and methodical approach to Sales Development program performance improvement: ongoing analysis of funnel metrics and then making targeted improvements to process, training, messaging, tools and content.

    Listen in as we unpack his process, and learn how to apply this structure to your own Sales Development program!

    Come meet Shawn at the Virtual Sales Development Conference 2020! Register here FREE:
    https://events.bizzabo.com/223921/home

    #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing
  • Houston we have an opportunity! Talking to the Neil Armstrong of SDRs about SDR
    Houston we have an opportunity! Talking to the Neil Armstrong of SDRs about SDR
    Tenbound Recorded: Jul 27 2020 32 mins
    Beyond Sales Development with Justin Michael and Eric Quanstrom

    Quanstrom is the bold CMO of the NASA for SDRs - CIENCE. He talks about "sub" specialization, the future of XDR, and how Sales Leaders can learn from Marketing Leaders – tale as old as time! If you like Money Ball, you'll love this episode.
  • How Apollo Used Chili Piper to Increase Revenue by 300%
    How Apollo Used Chili Piper to Increase Revenue by 300%
    Krishan Patel, Director of Growth @ Apollo Recorded: Jul 27 2020 4 mins
    The team at Apollo had little faith in their ability to convert inbound leads. About 40% of Apollo’s inbound demo requests were not converting to a booked meeting. They knew they needed to fix their leaky inbound funnel before investing any further in digital acquisition.

    Krishan Patel, Director of Growth at Apollo, looked to Chili Piper as the solution to their inbound conversion problem. They deployed Chili Piper Concierge on their demo request page to route leads to the appropriate rep at the time of form submission and let inbound leads schedule immediately. They also deployed it inside their app to assist with converting trial users and driving expansion.

    After implementing Chili Piper, Apollo saw an immediate 50% increase in inbound meetings booked on their site. With a restored faith in their ability to convert inbound leads, they were able to confidently ramp up acquisition efforts and increase their revenue by 300% even with a sales team half the size.
  • How Emotive Increased Inbound Conversion Rates by 80%
    How Emotive Increased Inbound Conversion Rates by 80%
    Ben Perez, Marketing @ Emotive Recorded: Jul 24 2020 4 mins
    Ben Perez, who handles marketing at Emotive, is no stranger to the various scheduling tools available. During his first week at Emotive, he saw some major problems with their current solution that needed to be fixed. Before Chili Piper, the team saw massive amounts of leads drop-off after requesting a demo and they had no way of disqualifying bad leads from scheduling with Calendly. The AEs calendars' were being bogged down with bad meetings while the qualified leads needed to be chased (and booked manually).

    Ben and his team chose Chili Piper as the solution to their conversion and automation problem. They now allow their prospects to schedule a demo directly from their home page, automatically qualifying and routing leads to the correct AE or SDR.

    The Emotive team is booking even more meetings by integrating Chili Piper within their Facebook and Instagram ad campaigns as well as the chatbot on their website.

    Since implementing Chili Piper, Emotive has seen an 80% conversion rate from inbound leads to demos. As Ben puts it, "no human can book 80% of leads into demos" resulting in a lower cost to acquire new customers and the sales team spending less time chasing leads and more time selling.
  • How to Cash in With Copy and Turn Casual Visitors into Paying Customers with Joe
    How to Cash in With Copy and Turn Casual Visitors into Paying Customers with Joe
    Special Guest: Joel Klettke, Founder of Business Casual Copywriting and Case Study Buddy Recorded: Jul 24 2020 39 mins
    On this episode of Demand Gen Chat, Emil sat down with Joel Klettke (Founder of Business Casual Copywriting and Case Study Buddy) to learn his copywriting secrets.

    Joel breaks down the frameworks and processes he’s used to help companies like HubSpot double their conversion rates.
  • Achieving Trusted Advisor Status with Senior Client Executives
    Achieving Trusted Advisor Status with Senior Client Executives
    Steve Bistritz, The Selling to Senior Executives Expert Recorded: Jul 23 2020 49 mins
    Many salespeople think they have become a trusted advisor of senior client executives. However, a key question you should ask yourself is: What has the client executive done for you to demonstrate that they perceive you as a trusted advisor?

    Why do executives test and screen salespeople? How can salespeople circumvent that process and develop trusted advisor level relationships with those executives?

    Based on 10 years of empirical research with more than 500 global CXO-level executives who were asked about their relationships with professional salespeople, we’ll reveal why some salespeople gain trusted advisor status while others get the ejector seat.
    In addition, we’ll explore what senior executives told us about their relationships with professional salespeople, including how they should align with the relevant executive in the client organization to win those critical key deals.

    Most importantly, you will learn the important steps you should take to become trusted advisors of C-Suite executives

    You will learn how to:

    1.Circumvent the inevitable roadblocks, using proven techniques and strategies
    2.Establish credibility with C-Suite executives, thereby obtaining continued access to them
    3.Develop provocative questions to pose to senior executives, so as to magnify your value
    4.Become perceived as a trusted advisor to those senior executives
  • The 5 Steps To Reviving Your Sales Growth Right Now
    The 5 Steps To Reviving Your Sales Growth Right Now
    USA-based Business Strategy Consultant Christine Crandell and international Sales Acceleration Specialist Peter Strohkorb Recorded: Jul 22 2020 42 mins
    The pandemic has created a global business downturn. Revenues have suffered. The economy has tanked. How can you restore your sales revenue and set yourself up for growth again?

    Join two acclaimed experts to discover the exact steps you can take right now to revive your sales revenue in 2020, and beyond.
    In the free talk, we will:
    * Reveal the Top 5 tips on how to grow your sales revenue right now
    * Warn you of the pitfalls to avoid
    * Make services available to help you get there easily

    If you are a business leader, sales executive or marketing manager, register for this webcast now.
    It will be the best 30 minutes you can spend.
  • Armand Farrokh - Bringing Energy and Education to Sales Development
    Armand Farrokh - Bringing Energy and Education to Sales Development
    Tenbound Recorded: Jul 22 2020 31 mins
    Armand Farrokh has crushed his roles in Sales Development, Sales and now Management.

    How did he rise the ranks and go on to share his knowledge and experience through coaching and his new podcast on Sales effectiveness?

    Jump in this week as we dive into how his attitude, energy and focus on skill development has led to his meteoric rise!

    Join us! The Virtual Sales Development Conference 2020: The top Sales Development professionals, top speakers, networking and vendors from the @Tenbound Market Map! Register here FREE:
    https://tenbound.com/virtual-sales-development-conference-august-17th-2020/

    VOTE for the Best in Sales Development Tech here https://docs.google.com/forms/d/e/1FAIpQLScMDcYjuGiI6jWF8I5YmbimexhmzXJCzaVp8iQ16vnHMOQQiQ/viewform

    #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing
  • How to leverage video in sales: from prospecting to pitch to close.
    How to leverage video in sales: from prospecting to pitch to close.
    Julie Hansen, The Sales Presentation Expert w/guest, Alyshah Walji Recorded: Jul 22 2020 45 mins
    Video has always been a powerful yet underused tool in sales. While the use of video for live customer calls has exploded in recent months, video can also be a surprisingly effective tool for gaining access to hard-to-reach customers, as well as driving deal momentum in the later stages of the sales process.
    In this session, Selling On-Camera Master Class creator Julie Hansen and Alyshah Walji from Vidyard share insights, examples and best practices for using video to stand out from your competition and shorten your sales cycle.

    You will learn:

    1. How to strategically use video during your sales cycle
    2. Best practices for prospecting with video
    3. The secret to connecting with customers in live video pitches
    4. How to use video to drive toward the close
    5. How savvy sellers are using video to shorten their sales cycle
  • Separate Yourself from Everyone Else And Be The CEO of Your Own Territory
    Separate Yourself from Everyone Else And Be The CEO of Your Own Territory
    Chad Burmeister, the AI for Sales Expert and guest, Ryan Reisert Recorded: Jul 21 2020 41 mins
    In this webinar Chad Burmeister, the AI for Sales Expert, will uncover what it takes in 2020 to separate yourself from the rest, and be the CEO of your own territory

    You will learn:

    1. What’s changed in sales since December 31, 2019
    2. Peacetime CEO, vs. “Wartime CEO”, what’s the difference
    3. Live fire call using AI Augmentation and Agent-Assisted Dialing for Sales Pros
  • Does Outsourcing Sales Ever Make Sense?
    Does Outsourcing Sales Ever Make Sense?
    Darryl Praill, The Sales Engagement Expert w/guest, David Kreiger Recorded: Jul 15 2020 46 mins
    You’ve trained your sales team. They know your solution inside-out. They live-and-breath your Ideal Customer Profile. They can handle any objections thrown their way. Their activity numbers are exceeding expectations.

    That above paragraph is rarely heard from sales leaders.

    Sales is hard, and numbers are being missed.

    You’ve tried it all.

    What’s your next move?

    Is it possible that maybe, just maybe, it makes sense to outsource a portion of your sales development efforts? Could a third-party provider possibly help you achieve the results you seek? Is there a time when it makes sense to bring in an outsider; a pinch hitter?

    Sometimes, it does — not unlike how management often brings in an outsider to lead the sales team. Sometimes you just need a fresh perspective.

    In this session, we will break down exactly when you should bring in an external partner, why they will complement your efforts, how you can sell the investment, and how you can treat them as your own private science lab.

    In the pursuit of quota, sometimes you need to bring in a little muscle.

    Register now to learn more.

    You will learn:.

    1. What situations does it make sense to bring in an outsider
    2. How external sales agencies make their money and achieve their objectives
    3. What you need to provide for them to succeed
    4. What should your expectations truly be when it comes to success
    5. How you can sell the investment internally
  • How SaaSOptics Used Chili Piper Concierge to Double Their Inbound Pipeline
    How SaaSOptics Used Chili Piper Concierge to Double Their Inbound Pipeline
    Bryan Schuler, ABM and Marketing Operations Manager @ SaaSOptics Aug 13 2020 6:00 pm UTC 3 mins
    With 60-70% of their inbound demo requests never making it to a booked meeting, Bryan Schuler, ABM and Marketing Operations Manager at SaaSOptics knew that a change was needed. Their inbound scheduling process required SDRs going back-and-forth with the prospect to qualify and schedule a meeting before they ever spoke with an AE.

    Bryan implemented Chili Piper’s Concierge solution which allowed inbound prospects to book a meeting time in the correct AE’s calendar immediately after filling out their demo request form. Behind the scenes Chili Piper qualified the lead, routed it to the correct AE, and booked the meeting in their calendar.

    Since implementing Chili Piper, Bryan and his team have seen their book rate on inbound demo requests increase from 40% to 90%, resulting in 4x more sales meetings and double the amount of inbound pipeline per month.
  • Verbal Branding and Simplicity Modelling for differentiation
    Verbal Branding and Simplicity Modelling for differentiation
    Chad Burmeister, the AI for Sales Expert and Stephen Melanson Aug 19 2020 4:00 pm UTC 30 mins
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, will talk with Stephen Melanson, Speaker/Consultant at Melanson Consulting.

    You will Learn:
    1. How and why to simplify your message
    2. What is “verbal branding” and how can you use this approach to make your presentations more memorable
    3. Why to target memory vs. just saying things well or communicating well.
  • How Emotive Increased Inbound Conversion Rates by 80%
    How Emotive Increased Inbound Conversion Rates by 80%
    Ben Perez, Marketing @ Emotive Aug 19 2020 5:00 pm UTC 3 mins
    Ben Perez, who handles marketing at Emotive, is no stranger to the various scheduling tools available. During his first week at Emotive, he saw some major problems with their current solution that needed to be fixed. Before Chili Piper, the team saw massive amounts of leads drop-off after requesting a demo and they had no way of disqualifying bad leads from scheduling with Calendly. The AEs calendars' were being bogged down with bad meetings while the qualified leads needed to be chased (and booked manually).

    Ben and his team chose Chili Piper as the solution to their conversion and automation problem. They now allow their prospects to schedule a demo directly from their home page, automatically qualifying and routing leads to the correct AE or SDR.

    The Emotive team is booking even more meetings by integrating Chili Piper within their Facebook and Instagram ad campaigns as well as the chatbot on their website.

    Since implementing Chili Piper, Emotive has seen an 80% conversion rate from inbound leads to demos. As Ben puts it, "no human can book 80% of leads into demos" resulting in a lower cost to acquire new customers and the sales team spending less time chasing leads and more time selling.
  • Business Leaders: How To Make Good Decisions, Even In Times Of Uncertainty
    Business Leaders: How To Make Good Decisions, Even In Times Of Uncertainty
    Peter Strohkorb, Sales Acceleration Specialist Advisor, Founder and Principal at Peter Strohkorb Advisory Aug 19 2020 10:00 pm UTC 45 mins
    This is highly recommended for Sales and Business Leaders.
    Even in difficult circumstances leaders still need to make business decisions, and good ones at that.
    But how can you be sure what is the right thing to do when it at times seems safer not to make a decision at all?

    International Sales Acceleration Specialist Peter Strohkorb will outline your choices and show you HOW you can make good business decisions even in the current challenging economy.
    Bring your questions!
  • Improve Your Win Rates: Closing Approaches for Professional Services
    Improve Your Win Rates: Closing Approaches for Professional Services
    Amy Franko, The Strategic Sales Expert Aug 24 2020 8:00 pm UTC 45 mins
    Developing your skills with closing keeps opportunities from getting stuck in your pipeline, and it maximizes your efforts for long-term client growth. Sellers and business developers often treat closing as a linear action, and it only becomes part of the strategy after a big RFP presentation has taken place, or the proposal is presented.

    Closing business isn’t a final step in the sales process. In many ways it’s the start. The start of the client experience. The start of long-term value being created together.

    In this talk, Amy Franko will offer fresh ideas on your mindset and approaches with closing business. She’ll share strategies that have helped her to earn new business, and translate those wins into long-term clients.

    You will learn:

    1.    A fresh way to think about your approach to closing business
    2.    How to strategize throughout your sales process
    3.    Practical ways to improve your win rates and build long-term clients
  • Demos that Don’t Suck!
    Demos that Don’t Suck!
    Chad Burmeister, the AI for Sales Expert and Peter Cohan Aug 26 2020 4:00 pm UTC 26 mins
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, will talk with Peter Cohan about best practices for doing a demo that doesn’t suck (and for the record, most demos suck)!

    You will learn:

    • 5 Key Indicators of Successful Demos according to a recent study by GONG.io
    • The #1 leading indicator of successful demo is pre-demo discovery (duh!)
    • The #2 leading indicator is a “crisp review” of the customers situation
    • Indicators 3 through 5 will be reviewed in the webinar!
  • How To Maximize LinkedIn For Growth
    How To Maximize LinkedIn For Growth
    Diane Helbig, The No Selling Sales Expert Aug 26 2020 5:00 pm UTC 45 mins
    LinkedIn is a key resource for lead generation, prospecting research, and content marketing. While it’s not a great place for cold calling, it is valuable for relationship building. In this session we explore some of the mistakes small business owners and salespeople are making and the impact those mistakes are having on their growth. We also review effective tactics to connect with prospects and gain sales meetings.

    You will learn:

    1.How to maximize your profile for greater connections
    2.How to use content effectively
    3.How to do prospecting research and outreach
    4.Little known ways to find opportunities and engage with your connections
    5.Connection best practices
  • Your Blindspots Are Killing Your Coaching and Leadership
    Your Blindspots Are Killing Your Coaching and Leadership
    Mark Sellers, The Business Results Expert Aug 26 2020 6:00 pm UTC 45 mins
    If you’re a sales leader, you need to know that your blindspots are killing your coaching and leadership.
    Blindspots prevent you from connecting and inspiring people to be their best. Performance and
    business results suffer. Learn how to spot and manage your blindspots to become a greater leader and coach.
    You will learn:

    1. what Blindspots are
    2. why they’re killing coaching and leadership
    3. where Blindspots come from
  • Top Tech and Technique to Sell More & Stress Less
    Top Tech and Technique to Sell More & Stress Less
    Merit Kahn, The Sales Mindset Expert and Julie Holmes, Technology & Innovation Strategist Aug 27 2020 4:00 pm UTC 43 mins
    Which is worse... great sales technology with lousy technique or great sales technique without the power of technology? Answer... both will keep you playing small when it comes to big sales.

    Imagine if you had a state-of-the-art automated email follow-up strategy but said “I’ll be in your area... is Tuesday or Thursday better?” That old school sales tactic wouldn’t work despite a great technology structure. And, if you knew exactly what to say to get more qualified referrals but didn’t make use of the tech tools to track the results, you’d be missing out on easy business.
    These days to be successful in sales takes tech and technique... think of this presentation as the peanut butter meets chocolate solution.

    Enter Merit Kahn and Julie Holmes. Two sales experts from two different worlds. Merit has been working with sales professionals on technique since 1998 and Julie is like a human resource of sales tech tools. In their weekly podcast, The Smarter Sales Show, they share the tech and technique to sell more and stress less. This presentation wraps up season one and summarizes 12 weeks of their top tips!

    You will Learn:
    1. Tech and technique solutions to save time when prospecting
    2. Tech and technique solutions to get more referral business
    3. Tech and technique solutions to organize your sales process and deal flow
    4. Merit & Julie’s favorite tips from 11 Smarter Sales Show podcast episodes
  • Helping Your Sales Team Survive the Executive Screening Process
    Helping Your Sales Team Survive the Executive Screening Process
    Steve Bistritz, The Selling to Senior Executives Expert Aug 27 2020 5:00 pm UTC 45 mins
    Why do executives test and screen professional salespeople?  How can salespeople learn to circumvent that process and develop trusted advisor level relationships with those executives?

     In this webinar, your sales teams will learn why executives screen and test salespeople and how they can prepare for those critical initial meetings with client executives.
     

    The webinar is based on 10 years of empirical research with more than 500 global CXO-level executives that revealed why some salespeople gain trusted advisor status while others get the ejector seat.

    In addition, we’ll explore what senior executives told us about their relationships with professional salespeople, including how they should align with the relevant executive in the client organization to win those critical key deals.

    Most importantly, you will learn the important steps your sales teams should take to become trusted advisors of C-Suite executives

    You will learn how to:

    1.      Develop an understanding of the screening processes that executives use to test salespeople

    2.      Approach executives so as to circumvent the inevitable roadblocks, using proven techniques

    3.      Become perceived as a credible resource to executives, based on your understanding of their key business executives 

    4.      Ultimately become perceived as a trusted advisor to senior executives in the client organization
  • Speed to Lead: 19 Surprising Facts and What to Do About Them
    Speed to Lead: 19 Surprising Facts and What to Do About Them
    Jason Oakley, Director of Product Marketing Aug 27 2020 5:00 pm UTC 45 mins
    Speed to lead statistics can be scary to look at. Why? Because they reveal that your business probably doesn’t have a fast enough lead response time. Your lead response might be amazing. You might even be qualifying a ton of leads. But the harsh truth is that you’re probably not fast enough.

    Speed to lead statistics consistently prove that the faster you can respond to a lead, the more likely you are to qualify and process that lead. If you wait even a little bit, there’s a good chance you’ll lose the lead forever.

    In this webinar, we’ll break down 19 stats about speed to lead, what your speed should be, and actionable ways to improve it.
  • Introduction to Customer Experience for Every Organization
    Introduction to Customer Experience for Every Organization
    Deb Calvert Sep 1 2020 3:00 pm UTC 45 mins
    Customer Experience (CX) is not a passing fad. It's THE business differentiator that will draw customers to you like moths to a flame. Or, if you ignore it, it's what will have your competitors eating your lunch everyday.

    This presentation is for small business owners, salespeople, and others who are seeking ways to become memorable and indispensable to buyers. We'll cover:

    -- The basics of CX: what it is any why it matters
    -- Research with buyers that explains why you want to get in on this!
    -- How to provide a relevant, meaningful, personalized experience
    -- Why superior customer service and low prices aren't enough anymore

    CX really does give you a competitive advantage. Don't get left behind!
  • MEDDPICC- Close More Deals With An Accountability Process
    MEDDPICC- Close More Deals With An Accountability Process
    Jeff Bajorek, The Fundamentals/Principles Expert Sep 3 2020 6:00 pm UTC 40 mins
    This wide-ranging conversation talks about how an accountability checklist can help you address every aspect of an enterprise sale, make sure you don’t have any gaps in your process, and help you close more deals.

    1. What is MEDDPICC?
    2. The importance of engaging multiple decision makers in your process
    3. Proactively selling against the competition
  • The Business Case for Leadership Development
    The Business Case for Leadership Development
    Deb Calvert Sep 8 2020 6:00 pm UTC 47 mins
    Leadership gaps consistently appear as a top human capital concern for CEOs and HR executives everywhere. Why, then, is it so challenging to get ongoing support for leadership development programming and tools that you know would strengthen your organization now and in the future?

    What will it take to convince the C-suite that leadership development is a smart investment for your organization? That leadership development is absolutely critical to long-term, sustainable success? That there would be tangible benefits and real impact?

    Join this presentation to learn an easy 5-step process for mapping out the return on investment in a way that will get the C-suite's attention every time! This goes way beyond talent management, succession planning, and the typical reasons cited by HR folks. It's what you need to truly pique executive interest and get the sponsorship your leadership development plans deserve.
  • The Exact 10 Steps To Accelerating Your Sales Revenue Growth Right Now
    The Exact 10 Steps To Accelerating Your Sales Revenue Growth Right Now
    Peter Strohkorb, Sales Acceleration Specialist Adviser and Founder and Principal at Peter Strohkorb Advisory Sep 10 2020 11:00 pm UTC 60 mins
    The global pandemic has negatively impacted your sales revenue as many of your customers and prospects have retreated and stopped making buying decisions.
    Whatever lead generation and business development methods you used in 2019 are no longer working now.
    It is clear that B2B businesses in 2020 need to adapt and adjust to the new selling environment, lest they be left behind.
    But the big question is this:
    How do B2B business owners and sales leaders go about this transformation?
    In this online session, international Sales Acceleration Specialist Advisor Peter Strohkorb will not only outline the exact ten steps to accelerate your sales funnel, he will also make his specialist expertise available to answer your specific questions.

    If you are a B2B business owner or a sales leader and would like to accelerate your sales revenue quickly, then register right now.
  • The HR Function in Small Businesses: What Do You Really Need?
    The HR Function in Small Businesses: What Do You Really Need?
    Deb Calvert with special guest Lori Kleiman Sep 15 2020 3:00 pm UTC 45 mins
    As small businesses and startups grow, the HR function becomes increasingly important. Employment laws, people practices, and employee experiences can have a BIG impact, even on a small business.

    But if you've never established the HR function and don't have team members with that kind of experience, where do you start? How do you build this function strategically? What do you really need from someone who will oversee this function and, equally important, what do they need as they grow in this new role?

    In this presentation, I'll be joined by a very special guest: Lori Kleiman, founder of HR Topics and renowned author and speaker. Lori specializes in supporting small and mid-size HR teams. Our live video conversation will cover a lot of ground, and we'll be taking your live questions, too.

    Viewers will learn:

    - What's essential, what's nice to have, and what's not really important as you scale up your HR function.
    - Where to turn when someone without an HR education is transitioning into an HR role.
    - How to support your new or growing HR function so it becomes a strategic asset in your business.
  • Metaphor: The Ultimate Short Story for Selling
    Metaphor: The Ultimate Short Story for Selling
    Lori Richardson, The Sales Hiring Assessment Expert w/guest Anne Miller Sep 16 2020 5:00 pm UTC 45 mins
    Millions of dollars are left on the table and hundreds of ideas fail to get off the ground every day because of the over-communicated society in which we live. Salespeople, managers, consultants and even world leaders are constantly challenged to pierce through this information clutter to get others to see the unique value of their services, explanations, and propositions. Metaphors solve that problem. My guest, Anne Miller, is author of "The Tall Lady with the Iceberg: the Power of Metaphors to Sell, Persuade, & Explain Anything to Anyone" Learn about the great power of the words you choose to grow revenues.
    You will learn how to craft and use metaphors to
    · Open minds
    · Vaporize objections
    · Close deals more quickly