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Sales Strategy

  • How to Run a TOP Opportunity War Room and Get $$$ Results
    How to Run a TOP Opportunity War Room and Get $$$ Results
    Lisa Magnuson, Founder & CEO, Top Line Sales Recorded: May 17 2019 47 mins
    Senior Sales Leaders, Sales Managers and Account Managers will all learn about:

    How to spot a TOP opportunity
    Why a War Room approach works and delivers top $$$’s
    What you need to know about War Room strategy
    Three big roadblocks and how to avoid
    Key points to ensure ongoing success with account based selling
  • Hunting Enterprise Clients: Five Mysteries to Master
    Hunting Enterprise Clients: Five Mysteries to Master
    Barbara Weaver Smith Recorded: May 17 2019 44 mins
    Enterprise accounts are not just bigger; they are different. This webinar presents five key methods a $5m - $250m company must master to WIN THE SALE and WIN THE LOYALTY of big company customers. They involve
    •Assumptions
    •Business Savvy
    •Management Tools
    •Negotiations
    •Onboarding
    New and actionable advice!
  • Six Core Competencies For Strategic Account Managers
    Six Core Competencies For Strategic Account Managers
    Ago Cluytens Recorded: May 17 2019 34 mins
    In this webinar, Ago Cluytens will take a deeper dive into the six core competencies that are required for Strategic Account Management success. Based on in-depth, current research around what high-performers do differently, Ago will give a detailed breakdown of how your organization – and you – can increase account penetration, protect your most valuable account from competitors, and generate substantially more revenue.
  • Key Accounts: An Insider’s Look at How to Foster Relationships and Get More Sale
    Key Accounts: An Insider’s Look at How to Foster Relationships and Get More Sale
    Liz Heiman Recorded: May 17 2019 31 mins
    Why your Key accounts aren’t growing as much as they could be
    Understanding your current situation and relationships
    Prospecting in Key Accounts
    Building a plan to grow an account
    Leveraging your team to succeed
  • More Meetings with Bigger Prospects: 3 Strategies to Access Larger Opportunities
    More Meetings with Bigger Prospects: 3 Strategies to Access Larger Opportunities
    Caryn Kopp, Chief Door Opener Recorded: May 17 2019 45 mins
    Leaders! Join Chief Door Opener, Caryn Kopp when she shares the secret sauce for landing meetings with larger prospects. You’ll learn:
    •Which prospects are exactly right for you
    •How to create the sales message that piques interest and gets you in
    •The tactics that Door Openers® use to get meetings others can’t
  • Setting Sales up for Success with Sales Strategy
    Setting Sales up for Success with Sales Strategy
    Liz Heiman, Chief Strategy Officer Recorded: May 16 2019 37 mins
    46% of sales reps don’t hit their goals. Is that good enough for you? Don’t leave sales results to chance. Make sure you set your sales team up to succeed. These 7 steps will help you ensure that your team has what they need to succeed.

    You will learn:

    1.Avoiding Sales Prevention
    2.How Vision Helps
    3.Sales Leadership
    4.What Your Sales Team Needs from You
  • How to Place Your People into Functional Sales Roles for Large Accounts
    How to Place Your People into Functional Sales Roles for Large Accounts
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: May 15 2019 43 mins
    Program #5 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.

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

    You will learn:

    1.What the variety of sales roles today and how each supports large account sales.
    2.How to enable a team sales approach for large account sales.
    3.How to effectively engage subject matter experts in your large account sales process.
    4.How to consider resellers, partners and intermediaries as part of your sales team.
    5.Complications in placing people and how to avoid them.
  • How to Advance The Sale With 95% Certainty
    How to Advance The Sale With 95% Certainty
    James Muir Recorded: May 10 2019 48 mins
    Discover a method to closing that advances the sale with 95% certainty, is zero pressure and involves just two questions. In this session, you will learn the exact technique for advancing the sale while making clients feel more educated, in control, and causes them to see you as a facilitator and consultant.
  • Pricing Psychology: Getting into Your Customer's Head
    Pricing Psychology: Getting into Your Customer's Head
    Jack Malcolm Recorded: May 10 2019 39 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • Create Snack-Size Presentations that Make Buyers Hungry for More!
    Create Snack-Size Presentations that Make Buyers Hungry for More!
    Julie Hansen, Founder Recorded: May 10 2019 21 mins
    Texts…tweets…chat… More people prefer their content in snack-size portions today. Long, linear presentations and demos are a thing of the past. Learn how to create powerful snack-size presentations that engage busy buyers and help drive sales!
  • The All-New Needs Assessment in the Age of the Customer
    The All-New Needs Assessment in the Age of the Customer
    Deb Calvert Recorded: May 10 2019 40 mins
    Our buyer research in the Stop Selling & Start Leading® movement revealed specific behaviors that buyers want to see from sellers. In this webinar, I'll share what this means for needs assessment and how you can shift from old-school diagnostic to buyer-preferred dialogic assessments.
  • 7 Phone Habits to Book More First Meetings
    7 Phone Habits to Book More First Meetings
    Marylou Tyler Recorded: May 10 2019 46 mins
    Author Marylou Tyler (Predictable Revenue & Predictable Prospecting) gives you 7 telephone strategies designed to book more first meetings, schedule more appointments with decision makers and turn your phone into a powerful sales tool that makes prospecting into targeted accounts fun, consistent, predictable and successful.
  • Seven Factors to Score Enterprise Accounts for Opportunities NOW
    Seven Factors to Score Enterprise Accounts for Opportunities NOW
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: May 8 2019 38 mins
    Do you know how to score your largest opportunities to determine how to move forward? Is your scoring criteria leading to big wins for your largest enterprise prospects? Are you gathering the right insights about your highest scoring prospects? Learn about the seven factors to score your enterprise accounts for opportunities now.

    You will learn:

    1.Why is scoring your top opportunities critical?
    2.What are the most important account scoring criteria?
    3.How to determine the best insights needed for your highest scoring prospects.
  • Sales Managers: Look Beyond Tomorrow for Sustained Growth
    Sales Managers: Look Beyond Tomorrow for Sustained Growth
    Deb Calvert, executive coach and trainer Recorded: May 7 2019 38 mins
    Short-Term vs. Long-Term.
    Managing Work vs. Leading People.
    Being Reactive vs. Proactive.

    These are tough decisions and challenges that face Sales Managers every day. It's easy to get swept up by the tyranny of the urgent and the revenue pressures at hand.

    But leaders inspire others by focusing on the future and continually building toward something better. And you can, too.

    Join me to move past small-picture thinking and a singular focus on the here-and-now. Become more inspirational and more proactive with the tips and techniques from this presentation.
  • Cut The Excuses - Strategies To Send Sales Through The Roof
    Cut The Excuses - Strategies To Send Sales Through The Roof
    Meridith Elliott Powell, The Connection Expert Recorded: May 7 2019 49 mins
    In the world of sales there are no excuses. Complaining and justifying non-performance a waste of time and energy. No one cares. . The only thing that counts is how many deals you close, how many clients you win, how many relationships you deepen. Sales Is about getting results!
    In this webinar we are going to not only show you what is holding you back as a sales professional, but give you the strategies you need to cut through those excuses. We will dive deep into how to more easily and effectively differentiate yourself from the competition, get out of the price war, and make that important connection with clients that has them begging to do business with you.
    Selling today is different – the marketplace, the customers, the competition. Doesn’t it make more sense you would need a new set of strategies. If you are looking for ideas, insights and the secrets to opening more doors and closing more sales then this is the webinar for you. Join business growth strategist, Meridith Elliott Powell, and learn the what it takes in today’s marketplace to send sales through the roof!


    You will learn:

    1. The truth about what is holding you back in sales
    2. Epic ideas for cutting through the excuses
    3. Proven ideas to open more doors and close more sales
    4. A powerful plan of action to send sales through the roof
  • What Sales Can Learn From a Navy Seal
    What Sales Can Learn From a Navy Seal
    Carole Mahoney, The Sales Coach Expert Recorded: May 6 2019 25 mins
    Join host Carole Mahoney ask she talks with Stephen Drum, a combat-tested Navy Seal and senior enlisted leader with 26 years of leading and developing high-performance teams to succeed. Together they explore what salespeople, sales managers, and sales leaders can learn from how the Navy Seal prepare, practice, and perform in high stake moments.

    You will learn:

    1. Why preparedness is so important, and why we don’t do it.
    2. What processes can be learned from performance psychology.
    3. How the military reviews, drills, and executes to continuously improve results.
    4. What steps we need to take to better prepare and the one thing we must absolutely do.
    5. The surprising element that every sales professional must remember.
  • Attract Buyers Like a Magnet with these Sales Strategies
    Attract Buyers Like a Magnet with these Sales Strategies
    Barbara Giamanco, Sales and Social Selling Advisor Recorded: May 3 2019 42 mins
    To reach today’s modern buyer, sellers need a mashup of inbound and outbound sales activities. Barb Giamanco will share 7 strategies for using social channels and creative outbound approaches to peak buyer’s interest, attracting them to your salespeople like a magnet. That’s the path to generating more leads and sales conversations!
  • Is Your Personal Brand on LinkedIn Costing You Sales?
    Is Your Personal Brand on LinkedIn Costing You Sales?
    Viveka von Rosen Recorded: May 3 2019 48 mins
    People who think that LinkedIn isn’t worth their time have probably not experienced the exposure or engagement they need to noticeably build their business. An insubstantial presence on LinkedIn IS costing you credibility and that IS costing you business. This webinar will cover the steps you need to create a powerful brand on LinkedIn.
  • How to Unlock Amazing Sales Results by Improving Your Social Evidence
    How to Unlock Amazing Sales Results by Improving Your Social Evidence
    Paul Watts CSP CSL Recorded: May 3 2019 27 mins
    Are You Looking for…Higher Quality Leads / Referrals, More Motivated Customers, Increased Deal Velocity or Improved Close Ratios? Then, You should consider how your Social Evidence is working for You or not. This webinar will explore the power of Social Evidence and how to leverage it for your business.
  • 8 Steps to Rolling Out a Powerful Social Selling Program
    8 Steps to Rolling Out a Powerful Social Selling Program
    Brynne Tillman Recorded: May 3 2019 36 mins
    Learn the 8 steps that every sales team needs to implement in order to launch a profitable and scalable LinkedIn & Social Selling program.

    1. Define KPIs and Goals
    2. Buyer Mapping
    3. Selecting Tool Stack
    4. Content Strategy
    5. Playbook
    6. Profile Development
    7. Training
    8. Measure and Coach for Improvement
  • High ROI Social Selling Strategies
    High ROI Social Selling Strategies
    Shane Gibson Recorded: May 3 2019 48 mins
    Social selling is becoming a vital source for prospecting, lead generation, client engagement and service. In fact a recent study of over 500 B2B sales professionals found that 72.6% of sales professionals that use social media outperformed their peers that don’t. In this fast paced seminar Shane Gibson will help you and your team to profitably and efficiently integrate social selling into your sales process.
  • Spur Revenue Growth with an Optimized Revenue Model
    Spur Revenue Growth with an Optimized Revenue Model
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: May 1 2019 47 mins
    The revenue model is your strategy to earn income and generate profits, while the Go-to-Market (GTM) plan is the specific tactics you use to carry out the strategy. Every business should periodically evaluate its revenue model and GTM plan to ensure they are achieving maximum results in the most efficient and cost-effective way. In this event, you will learn over 20 potential ways to generate revenue and how by either selecting a better model or optimizing your existing strategy, you can achieve sales acceleration and better profit margins. New models will be included as well as proven frameworks like online, channel, direct, telesales, and hybrids.

    We will also discuss when it is better to optimize your existing model and how to do so. You will also learn about how pricing and packaging are two powerful tools that you can deploy to generate more revenue and achieve competitive advantage. Examples of companies that have achieved fast sales acceleration will be shared as well as proven strategies to quickly implement your new or optimized model. The overall goal of this event is to help you generate greater amounts of revenue, faster and more predictably.

    You will learn:

    1.How to diagnose the strength of your existing revenue model.
    2.Best ways to quickly achieve sales acceleration.
    3.How to optimize your pricing and packaging.
    4.Tips to successfully implement your new or revamped model.
    5.Methods to test a new model without disrupting your existing revenue stream.
  • Becoming a More Confident Coach
    Becoming a More Confident Coach
    Kevin Eikenberry, The Remarkable Leadership Expert Recorded: Apr 30 2019 44 mins
    As a leader, you are a coach, yet many leaders don’t coach very well. Before you can apply the coaching tools and models your organization suggest and provides to you, you must have the confidence to use them.  Make no mistake, without the confidence to coach, you will be hesitant and less successful, plus it will be hard to instill confidence in your team members too.Join leadership expert and best-selling author Kevin Eikenberry for this interactive and practical webinar. You will gain insight into the mindset required to coach successfully, and how to build it for yourself.  If you are thinking organizationally, you will leave with ideas to help your organization infuse greater confidence into your coaches.  

    You will learn:

    1. Why confidence is so important for coaches
    2. Five ways to build your confidence as a coach
    3. How to help others become more confident as coaches
    4. How to effectively translate coaching confidence to coaching success
  • The Lies Salespeople Believe That Prevent Sales Growth
    The Lies Salespeople Believe That Prevent Sales Growth
    Carole Mahoney Recorded: Apr 26 2019 39 mins
    Why do the majority of salespeople struggle to have conversations with buyers that build trust and add value? Learn what science has found are the hidden, but most common, mindsets and beliefs that the majority of salespeople struggle with and discover how they impact sales performance and growth.
  • Are you too nice to close the deal?
    Are you too nice to close the deal?
    Connie Kadansky, Sales Call Reluctance Coach Recorded: Apr 26 2019 46 mins
    You cannot depend on relationship-building skills alone to make the sale for you! Relationships are important, but buyers primarily want you to fulfill their needs and solve their problems. Customers do not take action unless they are challenged to take action. Learn how to avoid the amygdala hijack and how to overcome yielder Call Reluctance and close the sale.
  • 5 Reasons Your Business Needs a Sales Process
    5 Reasons Your Business Needs a Sales Process
    Mark Thacker, President, Sales Xceleration May 20 2019 7:00 pm UTC 45 mins
    Join us and learn the top five things to do to build an effective sales process that focuses on driving revenue growth.
  • Linguistics + Machine Learning = The Ultimate Conversational AI Experience
    Linguistics + Machine Learning = The Ultimate Conversational AI Experience
    Tim Bartz, Yelena Kasianova May 21 2019 3:45 pm UTC 45 mins
    The buzz around Deep Learning and Big Data have led many decision-makers to believe that Machine Learning alone can recognize intent and provide proper responses without human supervision. Real-world experience proves otherwise.

    Our unique patented hybrid approach is flexible and allows enterprise personnel to use linguistic tools to train an AI Assistant into more than an advanced FAQ bot, even without data. Thus collected data from multiple sources is used as context to optimize the solution’s ability to carry on natural language dialogs, embodying the tone, personality, and other attributes consistent with the company’s brand.

    Join Tim Bartz, EMEA Presales Consultant at Artificial Solutions as he demos Teneo's Hybrid capabilities.

    -

    Introducing Teneo Developers, a new comprehensive resource to allow enterprise developers and partners fast access to experience the power of Teneo. Visit www.teneo.ai to get started for free.
  • Pillars of Building A Good Outbound Channel (ScaledUp Ep. 3)
    Pillars of Building A Good Outbound Channel (ScaledUp Ep. 3)
    Lloyd Yip, The Startup Sales Expert May 22 2019 3:00 pm UTC 45 mins
    Outbound is the most predictable and scalable channel for pipeline generation. However, it is also incredibly hard to build in an effective manner. You can probably even remember receiving awful cold outreach from companies that you immediately tossed to the trash.

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

    You Will Learn:

    1.The four ingredients to a strong outbound strategy
    2.Four common mistakes that will ruin your outbound effectiveness
    3.Putting it all together to craft an amazing outbound strategy
  • Leading Growth as a Managing Partner
    Leading Growth as a Managing Partner
    Michael Dalis, The Drive-Sales Expert May 23 2019 6:00 pm UTC 45 mins
    You are a Senior Leader in a Professional Services Firm, you want to accelerate revenue growth.  You spend a lot on marketing and business development, so why aren’t your sales growing at the pace you need? While you have had success in your own new client pursuits, it is less clear what role you and your Leadership team play in enabling a stronger biz dev effort. Michael Dalis — a recognized leader on the subject of B2B selling, a former sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

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

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

    You will learn:

    1. Why the responsibility for growth cannot be fully delegated.
    2.What roles senior leadership plays in growth
    3.How to play those roles effectively
  • What Sales Can Learn from Improv Comedy
    What Sales Can Learn from Improv Comedy
    Julie Hansen, The Sales Presentation Expert Jun 5 2019 4:00 pm UTC 45 mins
    How is sales like improv? Both require the ability to adapt quickly to change, connect with a variety of players, and move the conversation forward. Sales Coach, Actor and Improv Performer Julie Hansen shares proven improv techniques from Improv Comedy that can help salespeople and sales leaders successfully collaborate with customers, overcome objections and move the sale forward.


    You will learn how to:
    1.Quickly pick up on buyer cues
    2.Make your customer look (and feel) good
    3.Easily overcome objections
    4.Avoid this “conversation killer”
    5.Move the sale forward
  • Assess, Align and Accelerate - 3 Steps to Power Revenue Growth
    Assess, Align and Accelerate - 3 Steps to Power Revenue Growth
    Christopher Ryan, The B2B Revenue Growth Expert Jun 6 2019 5:00 pm UTC 45 mins
    In our third event in the Revenue Growth Series, Chris Ryan and special guest expert Ron Friedman will share a powerful 3-step process for accelerating revenue growth. Drawing upon the speakers’ extensive experience as business builders, corporate executives, and sales and marketing experts, Ron and Chris will share strategies and tactics that have led to consistent revenue acceleration, company turnarounds and improved company valuations.
    Starting with five specific ways you can assess the strength of your existing sales and marketing performance, we will then cover eight action items you can take to align your marketing and sales teams. We will close with three important things you can do to accelerate revenue growth as well as an example of a B2B company that vastly improved its performance by following this three-step methodology. As a bonus, all attendees will receive a free copy Chris Ryan’s bestselling book, The Expert’s B2B Revenue Growth Playbook: Actionable Strategies to Make Your Business Soar.
    By attending this event, you will:
    1.Learn the best ways to accurately assess your existing marketing and sales performance.
    2.Recognize the factors that lead most quickly to revenue growth.
    3.Know how to align every part of your lead-to-revenue process for maximum results.
    4.Establish the right metrics to manage performance.
    5.Understand how to accelerate your revenue growth and gain competitive advantage.
  • Future of Service in a Customer Centric World - Learnings from 2018
    Future of Service in a Customer Centric World - Learnings from 2018
    Anne Marie Forsy CEO, CCA. Dr Natalie Petouhoff, VP, Salesforce Jun 11 2019 1:00 pm UTC 61 mins
    Experts Tips for Service Transformation and Setting up for Success in 2019.

    Knowing which levers to pull to improve your service operation can be a challenge. Having the right leadership to make success a reality can be the make or break for your customer engagement programmes.

    We will uncover tips and tactics for success to help you drive transformation in the year ahead. Join us for this lively discussion hosted by CCA CEO Anne Marie Forsyth.
  • Sales Managers: 7 Sales Productivity Drivers You Might Be Missing
    Sales Managers: 7 Sales Productivity Drivers You Might Be Missing
    Deb Calvert, Sales Author, Speaker, Researcher, and Coach Jun 18 2019 3:00 pm UTC 45 mins
    This presentation is about knowing what drives sales productivity and how to strategically pull the levers for a balanced and more predictable performance.

    We’ll review the top 7 Sales Productivity Drivers and the interplay between them. You’ll be able to diagnose which ones you need to work on for improved sales performance.

    Join me to identify which Sales Productivity Drivers need your attention and which ones can go on auto-pilot in your organization.
  • Power UP your Value Prop for ABM
    Power UP your Value Prop for ABM
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Jun 18 2019 4:00 pm UTC 45 mins
    Revenue forecasts in 2098 are betting on “account based” marketing and sales strategies to drive deeper relationships that will result in pipeline growth and deeper account penetration. But not all ABM efforts are truly “account based.” Many companies are simply doing the same targeted or vertical marketing they have always done. For true ABM, a key focus area is developing a deep understanding of the account’s external drivers and translating that into relevant, buyer-focused messaging that increases engagement. What does it take to create an “ABM” value proposition?

    You will learn:

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

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

    You Will Learn:

    1.How LinkedIn differs from other channels
    2.Using LinkedIn to identify your ideal clients
    3.A step by step process for building an outbound prospecting process on LinkedIn
    4.BONUS: How to become a thought leader on LinkedIn to drive pipeline
  • How to Integrate Sales and Marketing for Large Account Success
    How to Integrate Sales and Marketing for Large Account Success
    Barbara Weaver Smith, The Large Account Sales Expert Jun 19 2019 4:00 pm UTC 45 mins
    Program #6 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.

    The most successful large account sales operations fully integrate their marketing and sales functions in an approach usually called Account-Based Marketing and Sales. Although the term typically refers to technology solutions, the technology is an enabler—not the fundamental approach. Failing to capture the lifetime value of a large account customer is where most companies of all sizes miss the mark. Close alignment of sales with marketing markedly increases the likelihood of major account growth.


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

    You will learn:

    1.The seven values for securing a high performance sales force
    2.How to motivate salespeople from within
    3.The root cause of interference to sales performance
    4.To ignite a perpetuating cycle of ongoing sales learning and improvement
    5.How to perpetuate your sales team’s continuous learning and improvement
  • Unlocking the Value in Conversational Data
    Unlocking the Value in Conversational Data
    Tim Bartz and Yelena Kasianova Jun 25 2019 3:30 pm UTC 45 mins
    Data is widely recognized as one of the most valuable assets a company owns. Conversational data is, without doubt, the most valuable. The challenge is to understand what this data means and what effective actions to take as a result. Recognizing new or unexpected trends while staying in tune with customer behavior and sentiment is a competitive advantage, and key in building successful customer relationships, maintaining loyalty and increasing repeat business.

    Join Tim Bartz, EMEA Presales Consultant at Artificial Solutions as he demos Teneo's Hybrid capabilities.

    -

    Introducing Teneo Developers, a new comprehensive resource to allow enterprise developers and partners fast access to experience the power of Teneo. Visit www.teneo.ai to get started for free.
  • Proven Relationship Mapping = More Enterprise Contacts
    Proven Relationship Mapping = More Enterprise Contacts
    Lisa Magnuson, The Landing 7-Figure Deals Expert Jun 26 2019 4:00 pm UTC 45 mins
    Do you know what relationships are needed to land your largest prospect? Is each relationship mapped to a primary and secondary person in your organization? Have you analyzed each of these relationships to set appropriate relationship goals?

    You will learn:

    1.Why is relationship mapping a fundamental element for all large prospect development?
    2.What are the most important aspects to a winning relationship map?
    3.How to determine if you are on the right track and set up for success.
  • Driving Growth as a Bank CEO
    Driving Growth as a Bank CEO
    Michael Dalis, The Drive-Sales Expert Jun 27 2019 6:00 pm UTC 45 mins
    You are a Senior Leader at your bank, you want to accelerate revenue growth.  You spend a lot on marketing and business development, so why aren’t your sales with qualified clients growing at the pace you need?  While you have had success in your own new client pursuits, it is less clear what role you and your Leadership team play in enabling a stronger BD effort. Michael Dalis — a recognized leader on the subject of B2B selling, a former banker, sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

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

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

    You will learn:

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

    - Identify the sales competencies that truly drive success for YOUR organization
    - Hire for those competencies to ensure rapid ramp-up and better retention
    - Write job descriptions, performance standards, and reviews that consistently feature the right competencies
    - Develop the right competencies in your sales team