The sales management community on BrightTALK is made up of thousands of sales management professionals. Learn about sales training ideas and techniques while improving pipeline development strategies. Join the conversation by participating in live sales development and management webinars and round tables.
Lisa Magnuson, The Landing 7-Figure Deals ExpertRecorded: Feb 27 202040 mins
Pre-call planning is a game changer for enterprise sellers. The benefits include:
Increase sales call effectiveness and thereby close ratios by 20% or more.
Accelerate your sales process through strategic thinking and careful planning for prospect meetings.
Impress your customers through the use of thoughtful agendas where all participants are on the same page.
Enhance your ability to truly listen and stay focused yet flexible during prospect interactions.
Avoid ‘Bad’ calls and the associated fallout of a poorly executed customer exchange.
Who should attend this webinar:
Sales people who want to improve the quality of their prospect meetings.
Sales VP’s and Sales Managers who want to learn how pre-call planning will have an immediate and dramatic impact on their sales results.
Meaghan Carey, Chief Revenue OfficerRecorded: Feb 26 202044 mins
Join Meaghan Carey, Chief Revenue Officer at Glisser, as she walks through 5 use cases of automation's impact on Sales. Learn how to better leverage the tools you have to let your Sales team focus on the bottom line.
Explore 5 Automation Use Cases helping put Sales back on track:
- Data Enrichment Tools
- Lead Generation & Hand Off Process
- Lead Scoring Build Out
- Performance Tracking
- Content Sharing & Activity Tracking
Steve Walker, Solutions Consultant, AdobeRecorded: Feb 25 202039 mins
Join us in our virtual, animated studio for this video webinar to learn how countless businesses around the world use Adobe Sign to accelerate their business processes and eliminate the paper trail and waste previously involved.
Register for this webinar to discover:
• The immediate value of implementing electronic signatures with Adobe Sign
• How easy it is to add signature fields to documents and send
• How to embed a form for signature directly within your company’s website
• How to save time by creating powerful workflows for regularly used processes
• How you can deploy simply and easily for immediate results.
There will be live Q&A session at the end of the webinar.
Kristie Jones, The SaaS_Startup ExpertRecorded: Feb 20 202039 mins
Keeping deals flowing through the pipeline is critical for Sales Reps to hit quota and for companies to realize revenue goals. However, preventing deals from stalling out and prospects from disappearing isn’t easy. Forty-six percent of sales reps missed their quota in 2018.
Too often, the prospect takes over control of the sales process and all communication ends up being on their terms, making it easier for them to procrastinate or opt-out of the deal completely.
In order for sales representatives to effectively land deals, they need to know how to hold prospects accountable. Establishing urgency and being persistent is key, but it’s also important for representatives to know when to walk away from a deal that’s going nowhere.
In this presentation, Kristie Jones, Founder and Principal of Sales Acceleration Group, shares her tactics for taking back control, creating specific timelines, and communicating clear expectations to prospects to ensure they know exactly what their role in the sales process is.
You will learn:
How to create an upfront contract with prospects that establishes how your sales process works
How to teach prospects that you’re going to hold them accountable
Why it’s necessary to give prospects homework and a deadline
How to establish consequences for a prospect’s bad behavior
What are the signs that it’s time to walk away from a deal that’s not progressing
Chad Burmeister, The AI for Sales ExpertRecorded: Feb 20 202030 mins
The “automation revolution” has arrived and companies in all industries are turning to artificial intelligence to automate repetitive tasks in the sales process. In this session, Chad Burmeister, the AI for Sales Expert, will host Rob Wood, an early adopter of AI for Sales, to learn how ClicData leverages artificial intelligence to create sustainable pipeline.
You will learn:
How ClicData leverages AI for Social Sales that helped him reach out to thousands of potential resellers.
Mike Kunkle, The Sales Transformation ExpertRecorded: Feb 19 202045 mins
Have you seen the recent B2B buying research? Study after study report that buyers:
- don’t trust salespeople
- don’t believe they understand them or their businesses
- do more and more of their own research
- aren't getting the insights they want from sellers
- are growing weary of stereotypical seller behavior.
More than ever before, buyers don’t want to feel “sold to.” Yet, sellers still have quotas and a job to do. It’s a conundrum, for sure.
Fortunately, there is a path forward. It’s time to shift to a buyer-centric selling system that prepares reps to deal with modern buyers to “help them buy” and earn their respect and trust, while still being able to meet company quotas and succeed in sales.
The remaining challenge is how to get your sales force moving in this direction and selling in a new buyer-centric way. That’s no small feat, either.
After outlining why it's time to change and what buyer-centric selling really means, Mike will share how to lead the (r)evolution with your sales force, to change behaviors and achieve mastery with this new methodology.
You will learn:
1.Why it’s absolutely imperative to make the shift to a buyer-centric selling system now!
2.What a buyer-centric selling system really means.
3.How to guide your sales force through the shift
Lisa Dennis, The Buyer-Focused Value Propositions ExpertRecorded: Feb 19 202037 mins
A new year is always a whirlwind of activity. You’re sizing up last year’s sales results, while at the same time building marketing and sales programs for the current year. But this year is 2020. A new decade. That’s a big thing. So working on a kickstart for the a new year isn’t enough. You need to think even BIGGER. Now is a great opportunity to look beyond this year and to think about a bigger, more impactful message. Yes – this year’s targets and revenue numbers are insane – and you have to be focused on demand generation and closing deals. BUT with a message that may not resonate in this new period we are in, will you be missing opportunities? So, what do you need to do to upgrade your sales messaging for a new decade?
You will learn:
1.Conducting a value proposition audit
2.How to “mirror test” your key messages
3.Checking in with your personas for 2020
4.Translating marketing language into sales conversations
Christopher Ryan, The B2B Revenue Growth ExpertRecorded: Feb 18 202045 mins
If your goal is to massively grow your B2B company’s revenue and profit, no single tool or tactic is going to get you there. However, an effective Lead-to-Revenue (L2R) model positions you for success by aligning your marketing and sales models so that all your activities are more effective. This game-changing framework eliminates wasted motion and drives revenue and profits sooner by focusing you on the core structural and strategic components you need to succeed. By applying these strategies, you will learn how to out-market and out-sell even the toughest competition.
Distilling more than 30 years of experience in B2B marketing, working with dozens of leading companies, lead-to-revenue strategist and revenue growth expert Christopher Ryan will provide the information to set-up your L2R model in a way that is effective, consistent and scalable. Specifically, he will share the eight components that go into every successful L2R framework and how to optimize each. He will cover areas like branding, sales models, processes, offers, content, marketing and sales alignment, technology and metrics. You will also hear examples that show you how each component works and set you on the road to great results and strategic B2B marketing clarity.
You will learn:
1. Assess your lead-to-revenue readiness.
2.Spend your money and time on what really works.
3.Measure marketing’s contribution to revenue.
4.Build a framework that supports consistency and revenue growth.
Balaji Ganapathy, Global Head, Chief Social Responsibility Officer, TCSRecorded: Feb 18 202030 mins
Every company sees itself as a tech company, reimagining the customer value chain, integrating digital technologies to aid growth and transformation. Today, transformation is driving a further shift from being product-centric to purpose-centric. Learn how integrating purpose at the core of your business can result in greater stakeholder value.
Jan Steenberg, Partner, Head of Europe & APAC, Global Supply Chain Practice, TCSRecorded: Feb 18 202030 mins
Enterprises in the Business 4.0 era need to make commitments to operate purpose-driven ethical supply networks to create positive outcomes for their employees, business partners, communities and the environment. Discover how next-gen technologies such as blockchain can elevate supply network management and collaboration for delivering on purpose.
Anantha P Sekar, Global Head and R Sasirekha Head, Technology Leadership Guild, Conversational Experiences,TCSRecorded: Feb 18 202029 mins
Advancements in conversational AI have enabled enterprises to be inclusive and ensure superior employee experience with efficiency and effectiveness. Gain insights into how this creates positive impact spanning diverse linguistic-ethnicity, special needs, multi-generational workforce, recruitment, mobile workforce, field force and corporate events.
Anthony Parker, Senior Strategy Consultant, Advisory and Consulting, Blockchain Services, Tata Consultancy ServicesRecorded: Feb 18 202030 mins
Enterprises need to focus on 4 Ps - People, Planet, Purpose and Prosperity - to sustain in today’s era. The most impactful of all – Purpose - acts as a glue to build an incentivized intelligent & experiential ecosystem, powered by next-gen technologies such as blockchain. Learn how enterprises can develop a purpose-driven blockchain-led strategy.
Geoff Nairn, enterprise solutions specialist, OpenbravoRecorded: Feb 18 202040 mins
This webinar will emphasize the importance of customer experience as a competitive differentiator in today’s retail environment and describe the business benefits that a successful CX strategy can deliver.
Steve Landuyt, The Unique Buyer's Experience ExpertRecorded: Feb 14 202032 mins
Imagine closing a deal with just 1 page!
In today’s complex business environment, simplicity and clarity of message win the day with Executives and Decision Makers. Our research in conjunction with the Harvard Business Manager indicates 52% of customer executives want more succinct first meetings and 63% want to see improvement with executive summaries to help them sell internally. In this webinar, we will share concepts and sales tools that have been created specifically to satisfy these customer executives’ needs. From Appointment 1-Pagers to Mutually Agree Action Plans and Deal 1-Pagers, these powerful templates will help you qualify, engage and close more of your most important sales opportunities.
You will learn:
1.Why ‘1-Pagers’ are received so well by Executives and Buying Center members
2.How a simple format can help you engage customers and secure their commitment
3.What it takes to create a detailed ‘1-Pager’ at various stages to accelerate your sales cycle
Caryn Kopp, The Chief Door Opener ExpertRecorded: Feb 13 202049 mins
The bar for sales standards has risen! “Technology-savvy customers have increasingly high standards, and explicitly seek trusted advisors over traditional salespeople.” –Salesforce State of Sales, 3rd Annual
As sales reps struggle to connect, engage and book more meetings with their target prospects, they almost always overlook the most important element of achieving their goals – their sales message and approach. Personalization at scale doesn’t mean sending more boiler plate spam emails. It means developing targeted, personalized sales messaging that renders the competition irrelevant.
In this session, you will learn:
1.Why every word you use and say drives sales success OR not.
2.Common blind spots when creating sales messaging.
3.A method for developing a strong sales message that opens the door to more sales meetings.
4.How this sales message strategy applies to the question’s sellers ask their prospects & clients.
5.The next step to take right NOW to create better sales messaging.
Warwick Brown, The Key Account Strategist ExpertRecorded: Feb 12 202042 mins
Do you want to acquire, grow and retain more clients in 2020?
The world of procurement is changing. Are you ready?
The Deloitte CPO Survey has just been released and it’s a revealing and surprising look at the state of procurement.
If you’re in sales or key account management then join this webinar and learn how to navigate the world of procurement in 2020.
Why consolidation of suppliers could be your biggest risk or your biggest opportunity.
How you should respond to the procurement risk factors.
Why procurement is no longer just sourcing, but setting strategy and what you can do about it.
You will learn:
Highlights from the Deloitte CPO Survey
How to make procurement risk factors work for you.
How to position your organisation as a trusted partner.
How to create a procurement focused strategy to grow client acquisition and retention.
All this and much more.
Julie Hansen, The Sales Presentation ExpertRecorded: Feb 12 202044 mins
Struggling to gain access or make an impact in the C-Suite? Difficulty getting buy-in from team members? Stalled on your career path? You may not need more selling skills, you may need Executive Presence!
Executive Presence is an underrated quality that allows sales leaders to exercise greater influence both inside and outside of their organization. It is the ability to communicate with confidence, credibility, and clarity in high-stakes situations, and a vital skill for sales leaders whose livelihood depends on inspiring others to take action.
Fortunately, Executive Presence, like selling skills, can be learned. In this session Julie Hansen takes this critical, but fuzzy quality and breaks it down into tactical steps that sales leaders can take to immediately improve their Executive Presence – and therefore their influence.
You will learn:.
1.How to exhibit Executive Presence in those critical first moments
2.How to speak with vocal authority
3.What words are sabotaging credibility
4.How to convey your message with clarity
5.The power of communicating with passion and purpose
Frank Burnett-Alleyne, Director Banking & Financial Services, and Morgana Caldarini, Country Manager ItalyRecorded: Feb 12 202049 mins
AI is transforming almost every aspect of the Financial Services industry and possibly the highest profile of all is the way Conversational AI is being used to deliver services to both customers and employees.
Think chatbots, intelligent Virtual Assistants and Digital Employees! They deliver significant cost savings and engage with your customers in a highly engaging way, they provide 24/7 personalized services to customers and employees alike and drive tangible market differentiation through initiatives such as ‘the world’s first virtual reality bank’.
In this highly engaging webinar, Frank Burnett-Alleyne and Morgana Caldarini, two of Artificial Solutions’ leading AI Specialists in finance, will explore case studies from the industry on how Conversational AI is already benefiting BFSI organizations. They will discuss the results, so you have a better idea of what ROI you can expect, and will share practical advice on how best to implement Conversational AI within the financial services sector.
This webinar will arm you with all the information you need to understand the ‘Why’, ‘How’ and ‘What’ you need to do to successfully implement Conversational AI in your organization.
Barbara Weaver Smith, The Large Account Sales ExpertRecorded: Feb 11 202033 mins
The Large Account Expert Series features video interviews with experts who bring actionable tips, best practices, and new ideas about business development and enterprise sales. Topics are directed at founders/owners/CEOs, sales and marketing executives, and large account salespeople of small and midsize companies that want to excel at complex deals with enterprise accounts.
My guest for this episode is Lisa Magnuson, Founder, and CEO of TOP Line Sales and author of the new book The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly.
You will learn (List 3-5 bullet points that state benefits for viewers). All presentations must be 90% educational/inspirational.
1. The most significant factors between success and failure for sales leaders today.
2. How the best sales leaders are driving big deals within their organizations.
3. One tried and tested strategy for sales leaders who want to scale their sales.
4. One tool for sellers who want to improve their effectiveness with large opportunities.
5. Where sales leaders should start to identify, develop, and close more big accounts.
Paulo Martins, Head of Digital Marketing, Demand Generation & Scott Minor, Digital Marketing Program Manager, MarketoRecorded: Feb 6 202060 mins
Digital ads are an essential component to any good marketing campaign. Watch Paulo Martins, Head of Digital Marketing at Marketo, and Scott Minor, Marketing Program Manager at Marketo, for their webinar, A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel. They dive into the digital campaigns they run at each stage of the funnel, as well as the KPIs they look at to ensure their focus is in the right place.
Jordan Con, Product Marketing Manager, Marketo, an Adobe CompanyRecorded: Feb 5 202041 mins
Marketing analytics is at the top of every marketing team’s priority list. But for many, it can feel overwhelming. Watch Jordan Con, Product Marketing Manager at Marketo, for our webinar, Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data, where he sets the foundation for a solid marketing data and analytics strategy, no matter where you are in your journey.
How, when, and why to use journey and impact analytics
How to prove and improve impact with attribution data
What goes into good dashboards and reports
Barbara Weaver Smith, The Large Account Sales Expert, with guest, Kim CavesRecorded: Feb 4 202035 mins
The Whale Hunters Expert Series features video interviews with experts who bring actionable tips, best practices, and new ideas about business development and enterprise sales. Topics are directed at founders/owners/CEOs, sales and marketing executives, and large account salespeople of small and midsize companies that want to excel at doing great, long-term business with very large customers.
This episode has special appeal for technology companies and sales execs, especially in cybersecurity.
My guest for this episode is Kim Caves, Certified Partner and Office Head at the Whale Hunters in Calgary, an experienced large account cyber sales exec.
Sales executives who are selling technology products and services in the cybersecurity market have a multitude of challenges. Whereas 15 years ago there were only a dozen major solution providers in this space, today there are over 1200 vendors and 3600+ products competing to solve cybersecurity problems. Salespeople who want to win large accounts must define and communicate their differentiators.
You will learn
1. How to determine who the buyers are.
2. How to develop trust to understand their vulnerabilities.
3. When to approach target buyers. After a breach or more strategically?
4. How to differentiate your offering.
Mike Madden, Head of Commercial, Tim Ozmina, Sr. Marketing Specialist, Hayley Ferrante, Sr. Marketing Specialist, MarketoRecorded: Jan 31 202049 mins
- How to select lead generation programs and evaluate successes
- How to plan email and nurture programs to move prospects through each stage of the marketing funnel
- Strategic tactics to create sales-ready leads
Joanne Black, The Referral Selling ExpertFeb 28 20209:00 pmUTC45 mins
Referrals are your ticket to the C-Suite—to any decision maker, for that matter. The biggest challenge sales managers face is lead generation: getting a consistent stream of qualified leads and reaching ideal prospects quickly. Referral selling solves these prospecting problems and more. Referrals are the fastest revenue-driver with no marketing costs, a 50%+ close rate, and pre-qualified leads in the pipeline.
Yet, 95 percent of companies haven't adopted a systematic, disciplined, referral program with metrics, skills, and accountability for results—even though generating referral leads is their most productive outbound prospecting strategy. Sales reps don’t need to jump through hoops to get meetings. They always get a meeting, because they receive introductions from their prospects’ trusted colleagues.
Whether you make cold calls now or not, leverage the power of your referral network and hit your sales numbers without hitting the phones. Your business development will never be the same. It's the one-call referral meeting!
You will learn:
1.Why referrals are gold—and yet almost no one is investing in their development
2.The biggest reason you’re not getting the referral business you think you’re entitled to
3.3 referral traps to avoid
4.How to jump-start referral selling today
Amy Franko, The Strategic Sales ExpertMar 2 20209:00 pmUTC45 mins
In professional services, earning higher value engagements is the fast path to growing your book of business.
But most firms don’t have a consistent methodology that focuses on how to sell these types of engagements.
This talk will help you change that. Amy Franko’s Strategic Selling Framework is a 4-part methodology designed for those who sell expertise or complex solutions. She works with organizations in professional services, technology, and insurance to help them accelerate sales growth.
With the Strategic Selling Framework, you’ll create higher quality opportunities in your pipeline, work with top clients, and ultimately create more growth in your firm and book of business.
You will learn:
1.The Strategic Selling Framework to identify and close high-value engagements: Intelligence, Relationships, Propose, Commit
2.Strategies to easily apply this framework and become that trusted advisor to your prospects and clients.
If you are in a Sales role, do NOT miss this webinar on how to leverage your existing LinkedIn account in a very sophisticated way to generate more and better-qualified sales leads on LinkedIn.
BUT THERE IS A TWIST:
This is NOT about you spending endless hours on LEARNING how to do it yourself.
No, I will show you how you can have a constant stream of high-quality leads and personal engagement with your ideal prospects WITHOUT YOU having to do much work at all!
So, if you are in Sales, don't miss "Revealed: The Secret to More Leads and Higher Sales Revenue through LinkedIn"
Steve Walker, Solutions Consultant, AdobeMar 3 202010:00 amUTC24 mins
Join us in our virtual, animated studio for this video webinar to discover how Adobe Document Cloud can help you unlock the power of digital document workflows. You’ll learn how to do the following:
• Obtain accountability and tracking capabilities for every document
• Give your teams the power to deliver paperless experiences to customers on any device
• Create forms in Adobe Acrobat and Microsoft Office
• Automate the storage of documents in Microsoft SharePoint
• Build intelligent document workflows using Adobe Sign and Microsoft Flow
• Ensure better security, collaboration, and organisation within your company.
There will be live Q&A session at the end of the webinar.
Phil Gerbyshak, The Inside Sales ExpertMar 3 20204:00 pmUTC45 mins
Many new sales leaders struggle needlessly for the first 100 days or longer because they have no experience leading a team, no resources to support them, and nobody in their organization to talk to.
Have you been promoted from the ranks and now you’re leading a sales team without any training or backup? Struggling to know if what you’re doing is working, or if you’re just doing busy work for the sake of doing it? Curious of the things that can get you leading your team as quickly - and efficiently - as possible?
Join Inside Sales Expert Phil Gerbyshak and Management and Leadership Expert Naphtali Hoff for 45 minutes of insights from two who’ve been there, done that and have the scars to prove it.
You will learn:
1. Leadership: From ‘me’ to ‘we’ - mindset and practical
2. How to get your team to sell more - Motivation and tactical
3. Building (or reimagining) relationships with team members
4. Daily activities for new leaders
5. Setting effective goals for yourself - and your team
Liz Wendling, The Complex Sale ExpertMar 3 20205:00 pmUTC45 mins
Get the cure for common cold e-mail mistakes. In this new webinar, Liz Wendling helps you to leverage the tools of technology and understand how to craft powerful and impactful e-mails. When done well, cold-call e-mails work. When done poorly, your messages will likely be deleted with disappointing frequency. The structure and language of your e-mails will either pique interest or generate resistance.
• Learn the words and phrases that inspire people to read and respond to your messages.
• Identify a cold e-mail approach that works for you and distinguishes your business. One size does not fit all.
• Understand the top 5 social selling mistakes that cause your e-mails to be deleted and what to do instead.
Shawn Elledge, The Lead Generation ExpertMar 3 20207:00 pmUTC45 mins
Join us for an educational webinar on how to use intent data to identify companies and contacts consuming content related to your products and series on the internet. Relevancy is the fuel behind any successful sales automation program and intent data is the key to finding prospects actually interested in what you have to offer.
Speakers include Charles Crnoevich, Head of Partnerships at Bombora and Shawn Elledge, CEO of Sales Lead Automation and the founder of the Lead Generation Institute.
You will learn:
How Intent Data works
How to identify companies consuming content related to your products and services
How to target ideal prospects at those companies using sales automation platforms
How to prepare your data for your sales automation campaigns
What subject lines and body copy are generating the most responses
Connie Kadansky, The Sales Mindset ExpertMar 4 20204:00 pmUTC45 mins
70% of the sale is engagement and discovering the needs of the prospect. When you get in front of a prospect if the timing is right, you are almost there if you discipline your process and do not allow yourself to sabotage the conversation. What’s it going to take to learn how to listen yourself into a sale versus talking yourself out of one?
Sales Call Reluctance is the emotional hesitation to prospect and promote. It not only shows up in initiating contact with potential buyers, it shows up during a sales conversation when you are in front of your ideal prospect. Do you ever freeze on a sales call? Do you wait too long to state the price of your products or services? Do you wait too long to ask for payment? Do you spend excessive time explaining product features and specifications? Do you give a discount based on a perceived objection? If so, this virtual training is for you.
You will learn:
1.How the different types of Sales Call Reluctance show up on the sales call.
2.How to psychologically prepare for your sales call.
3.A formula to discover what is important to your prospect and much more.
Lisa Magnuson, The Landing 7-Figure Deals ExpertMar 5 20204:00 pmUTC45 mins
If you want to improve your prospect’s receptivity to your messages, then you need to know about Win Themes™. Win Themes™ accelerate your sales productivity by zeroing in on conversation sweet spots.
Webinar participants will learn:
1.Why are Win Themes™ so powerful for prospect and customer interactions?
2.When can you to use Win Themes™ to gain maximum impact.
3.What results can you expect from Win Themes™?
Who should attend this webinar:
-Enterprise sales people who want to improve the quality of their prospect interactions.
-Sales VP’s and Sales Managers who want to learn how Win Themes™ will have an immediate and dramatic impact on prospect receptivity.
Rob Wilson-Fry, Mark Jones (Artificial Solutions) & Sheri Atienza (Vonage).Mar 10 20205:00 pmUTC45 mins
Conversational AI is changing the way people interact with technology. From speech-enabled interfaces, through to intelligent virtual assistants and chatbots, it’s becoming increasingly apparent that customers are looking for a more humanlike, natural experience.
UX and CX are key to delivering a successful and engaging conversational AI experience. Users expect to be able to interact with brands through their preferred channels – whether it is WhatsApp, Facebook Messenger, Viber or just voice.
Join Rob Wilson-Fry, Director of Strategic Partnerships, and Mark Jones, Head of Presales EMEA, from Artificial Solutions, and Sheri Atienza, Director of API Platform Marketing from Vonage, to understand why CAI and CX go hand-in-hand and discover how to get started with your conversational AI journey. Take advantage of their expertise and make sure you join us for the live interactive Q&A session at the end of the webinar, where Rob, Sheri and Mark will be able to answer your questions.
When registering for this webinar you are accepting sharing your contact details with both Artificial Solutions and Vonage.
Ralph Barsi, VP of Global Inside Sales at Tray.ioMar 11 20204:00 amUTC59 mins
Studies prove that prospecting has gotten harder over the years. Despite the evolution of technology, prospects are still tough to contact and engage. It's time to zoom out and consider three legit approaches to prospecting, centered on mindset, attraction, and execution.
In this webinar, you'll learn:
How to get in the right headspace to achieve your goals
Tips for prospecting in order to become more efficient and spend time where it matters
Ideas for motivating your sales team to go above and beyond
Michael Wills, The Fractional Sales Leadership ExpertMar 13 20203:00 pmUTC45 mins
Do you find yourself too often in the weeds with your prospects? Five minutes into your first meeting and you are already sharing what your products do? Have you noticed your prospect has already lost interest and wishes you would just leave?
Great Marketing and Sales is not about you or your product. It is about pain and your Prospects frustrations. It is about changing your “me first” focus, to one where your prospect joins you in a story where they are the lead character, and your role is to demonstrate that you understand their world, and have solved pain for a similar person or company which deeply resonates with them. This pivots you and your story to one of service and value. Now you have their attention!!
In this webinar you will learn the 3 Rules of Storytelling and how these rules will jumpstart your marketing and sales.
You will learn:
1.Learn Your Story
2.Learn how stories change your Buyer’s emotions and interest
3.Learn how to use storytelling to supercharge your sales
Mary Grothe, The Sales Behavioral Quotient ExpertMar 17 20204:00 pmUTC45 mins
As a former #1 and Top 10 rep, Mary Grothe is often asked to share what she believes are the top attributes of high-performing sales people. In addition to her own experience at the top of the rankings, she had the opportunity to work on the #1 sales team in the country and now oversees dozens of top sales performers across the country.
You will learn the top 3 attributes, how to benchmark yourself against them, and an action plan to increase your performance. The attributes are:
1.The relentless pursuit of winning, fueled by hating to lose and the inner desire to be number 1, and competing in everything.
2.Being full of passion, enthusiasm, and conviction.
3.Being an industry and product/service expert.
Adam Snider, The Teaching Sales Skills ExpertMar 19 20203:00 pmUTC45 mins
A common challenge sales people experience is not having enough time to prospect; the root cause of this is generally lack of planning and organization. Learn how to arrange and organize a versatile prospecting plan to keep you consistent and accountable to your business development. Whether you are a sales professional or leader, don’t cold call aimlessly, build a strategy for prospecting success.
You will learn to:
1.Engage your market daily.
2.Take the chore out of prospecting.
3.Be more relevant to your prospects.
4.Prospect without just cold calling.
5.Increase your prospecting success.
Marcus Cauchi, The Channel Hypergrowth Expert and special guest, Bob ApolloMar 20 20201:00 pmUTC45 mins
Traditional selling focuses on qualifying prospects into the funnel. We will explain why you must focus on disqualifying out the non-prospects, wrong prospects and bad business. You will learn why this approach will free up your salespeople to focus on high value activities, increase the time available for selling by as much as 500% and increase the time salespeople are highly productive by up to 400%. This in turn frees up managers to focus on their highest value activities:
• Hire the best people
• Get the best out of them
• Get into the field supporting salespeople and partners
Marcus and Bob will explain why salespeople hang on to non-opportunities and why weak sales managers tolerate this unproductive behaviour.
In an increasingly competitive selling environment, with an over reliance on technology instead of focusing on doing the basics well, consistently, over time and meaning it, we will show you why what you have always done is hurting you, your salespeople and your business.
Prepare to be challenged, to feel uncomfortable and leave with practical insights you can apply immediately in your sales teams.
You will learn:
1. Why you need to stop qualifying in, and instead, disqualify out to close more sales, faster
2. Why you must focus on managing the middle of the funnel
3. Why pipeline hygiene is essential to forecasting accuracy and building a sustainable business
4. Why traditional pipeline management wastes scarce resources, distracts from real opportunities and contributes to only 44% of sales reps hitting quota
5. Why a clean, healthy pipeline will drive up close ratios and shorten sales cycles
Lisa Magnuson, The Landing 7-Figure Deals ExpertApr 28 20203:00 pmUTC45 mins
Do you know what relationships are needed to land your largest enterprise prospect? Have you analyzed each of these relationships to set appropriate relationship goals? Is each relationship mapped to a primary and secondary person in your organization?
1. Why advanced relationship mapping is a fundamental element for all large prospect development for enterprise sellers.
2. What are the most important aspects to a winning relationship map?
3. How does mapping relationships tie into your overall account strategy?
4. How to determine if you are on the right track and set up for success.
For those salespeople who want to increase their sales productivity with 5X deal opportunities, advanced relationship mapping is essential.
Lisa Leitch, The Sales Results ExpertMay 8 20203:00 pmUTC45 mins
Today’s demanding buyer doesn’t have time or respect for Sales Professionals. In this session, we are interviewing buyers who will share their insight on exactly what they like and don’t like about sales professional’s approaches & actions. The following buyers will share their perspective on price, value and building trust:
Susan Ryan, Merchandising Team Manager at Home Hardware Stores Limited
Ryan Escalante, Key Account Manager at ReSource Group Canada
Marianne Thompson, Vice President, Merchandise LBM at Home Hardware Stores Limited
You’ll learn what it takes to get a buyer’s attention, secure a meeting, earn their business and ultimately a long-term partnership. A great session to get inside the buyer’s mindset as they reveal what it takes to earn their business.
You will learn:
4 States of the Consultative Culture – what state are you in?
Insights from different buyers on how to provide more value in your meetings & become their trusted partner
Other than price, what is most important to buyers
Logic. Reason. Rational thought. In the heat of the moment, in a volatile and turbulent time, sometimes these get lost. Emotions prevail and hasty actions create bigger problems that could have been prevented with a healthy dose of critical thinking. When you build this essential skill, you'll get better at:
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!