Reaching new prospects is harder than ever. People rarely answer their phones and email inboxes are so crowded that only the most critical messages get a response. The result is that it is difficult for salespeople to get started with new prospects.
That is why sales organizations are embracing social selling and use applications like LinkedIn. However, most salespeople have never received any formal training on LinkedIn. Consequently, they don’t know how to use it properly to produce a steady stream of appointments.
This webinar describes how to increase a sales team’s social selling skills. Join to learn:
•How to Determine Social Selling Goals
•5 Options for Delivering Social Selling Training
•The Role of Sales Management in Social Selling Success
As a Sales Manager, you can make an even bigger impact when you learn how to cross-apply your selling skills. Needs assessment, proposing solutions and overcoming objections are all a part of sales coaching, too, so you've got a fine foundation to build on. It's simply a matter of shifting your delivery to meet the needs of your new customer (the salesperson!). Join me to find out how to make the shift that will make an even bigger impact on sales.Read more >
Why should alignment be an executive priority?
It is good for business!
•Aligning sales and marketing leads to 38% higher sales win rates.
•Sales and marketing alignment helps your company become 67% better at closing deals.
During this session, learn from current research where the alignment opportunities exist and how you can capitalize on them.
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
6. Profile Development
8. Measure and Coach for Improvement
A suggested approach to developing commercial skills in Business Graduates in the construction industry.
Reasons to attend
Commercial awareness is one of the key attributes cited by many employers as being essential to employability, but unfortunately, one that many people seem unable to demonstrate. It comes up time and time again in job advertisements, discussions between recruiters and on careers guidance websites. But what does 'Commercial Awareness' really mean, and how can you develop it?
Mindfulness is the latest buzzword for improving workplace productivity. But it is rarely taught to the sales department. Can mindfulness be applied for improving salesperson performance? Sales trainer and author Jeffrey Lipsius discovered a way that it can. Join him for a webinar introducing his method for applying mindfulness for selling success.Read more >
Social Selling is a hot topic with Sales Enablement professionals. That's because social networks like LinkedIn and Twitter have become one of the best ways to reach decision makers. Still, many companies struggle with how to turn grass-roots social selling tactics by a few leading salespeople into a coordinated, strategic approach by the entire sale organization.
Register for this seminar to see how to do it. Attendees will learn:
The 3 Stages of Corporate Social Selling
Options for Training Your Sales Team
How to Put the "Social" into Social Selling Training
Kurt Shaver speaks and trains corporate sales teams on advanced Social Selling skills. He has appeared at conferences like Sales 2.0, AA-ISP Social Selling, and LinkedIn's Sales Connect. Clients include leading companies in the technology, telecom, and business services industries. Learn more at The Sales Foundry.
Inbound Marketing, Outbound Selling, Social Selling and Content Marketing: So many options. So little time!
If you have been struggling to find a balance between staid and traditional outbound selling and time-sucking inbound strategies, do I have the panel for you! I will be interviewing three of the world’s foremost experts in Sales, Social Selling and Inbound Marketing. Shawn Karol Sandy, Tamara Schenk and Maxwell Bogner will share their thoughts and tactics on winning strategies they have used to bridge and balance the gap between Inbound and Outbound.
•What it is
•What it isn’t
•Turning Social into real engagements
•Is it just LinkedIn
•Receive a Personal Action Plan
Reasons to attend
Social Selling is the new sales skill in your toolbag to help you open doors, build your own reputation & have stronger engagement with prospects. Ian Moyse, is a respected authority on Sales Leadership and the new methodology of Social Selling, sitting as a non-exec on Digital Leadership Execs, a leading Social Selling firm. He has spoken widely on Social Selling. Ian is a judge on many Sales Awards and has interviewed hundreds of Salespeople and can share in today’s market a valuable skill that can help set you apart
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.Read more >
Technology has dramatically changed the way people buy and sell. But maybe not how you think. It’s certainly important to participate in “social selling.” But the real secret is leveraging online information resources with proven sales techniques to discover the right prospect, at the right time, with the right message.Read more >
Sales has changed in the last 30 years. Gone are the days of manipulative and pushy sales people who rely on charm to get sales. Selling from the Heart is the new economy, where relationships matter and old-school techniques just don’t work anymore.
In this 45 minute webinar, we’ll discuss how to not only be yourself, but be your best self and succeed!
Selling From The Heart is about becoming a true sales professional who takes responsibility for their results. They don’t blame others when things go wrong, they look inward and determine what they could have done to make the outcome better. It is not about blame but self-examination.
You will learn….
1.Why your value proposition is critical to opening up an effective business conversation.
2.Why self-reflection is an important daily activity
3.Why the best version of you is critical to your sales success
4.Why understanding your value is a huge step in your sales success
5.Why leading with heart will catapult you to success
There is a lot of hype surrounding social media and the term “social selling, but what does it mean really?
We define Social Selling as the “process” of using social media to; network, prospect, educate, engage, research, collaborate and close deals with the purpose of attaining revenue. Social selling is not merely a set of tactics reliant on one technology platform or even a combination of platforms. Social selling is an approach that requires sales people have great sales and technology skills that they combine with a keen understanding of what today’s buyers want and expect from them all in the name of driving sales.
Does an investment in social selling drive revenue . . . ?
Session speakers Barb Giamanco and Jim Keenan set out to answer that question and wanted to find if social made a difference where it mattered…in quota. Turns out, the answer is YES! In 2012, 72.6% of sales people using social media outperformed their sales peers. They also exceeded quota 23% more often!
During the session, Barb and Jim will discuss the findings of their survey, and you will learn:
· There is a direct correlation between closed deals and social media usage.
· The time investment in using social media to sell is not what you think.
· How the top social media sites are being used for selling.
· That tactics alone won’t cut it, you need Strategy, Skills and Execution
Successful Social Selling is founded in the ability to connect with your targeted buyers. This takes personalizing your engagement:
1.Begin with talking about who and how you help in your profile
2.Learn about your buyer before you connect
3.Add a personal note to every connection request
4.Send welcome messages with value and insights
Your company’s Social Selling strategy is set. Sales Enablement has trained salespeople and Marketing is on board to supply content. Now, what is the modern sales manager supposed to do to get the most out this new sales approach? Join us to learn techniques that leading sales managers are using to maximize their team's social selling success.
Attendees will learn:
The 3 Stages of Social Selling
What Metrics to Track and Reward
Systems to Support Social Selling Management
You can’t sell anyone anything. So, stop trying! After owning some hard truths, we’ll explore 3 key elements of successful sales – ideal client, discovery, open mind. We’ll wrap up with exploring processes for prospecting, sales meetings, and monitoring. Attendees will have a better understanding of how to succeed without sellingRead more >
One of the biggest questions that sales leaders ask about Social Selling is "How do we know it's working?" That's a legitimate question given the potential for sales reps to waste time on social networking activities. Learn what top companies are doing to tie social activities to real results.
Attendes will learn:
• How to Choose Social KPIs
• Methods and Tools for Measuring Results
• A New Way to Boost Social Sales Productivity
Three seemingly simple questions lie at the heart of why sellers win or lose. “Who buys?” “Who cares?” “What matters?” If you don’t know or aren’t sure of the answers, you may be in for a bumpy ride.
In this 45-minute webinar we will discuss the importance of stakeholder mapping and how it can prioritize and customize sales activity. The information provided will be from Chapter I of the book entitled “The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales” which the presenters co-authored.
You will learn:
Why It’s Difficult to Identify Key Stakeholders
What is Stakeholder Mapping
The Six Questions That Stakeholder Mapping Can Answer
The Difference Between Internal and External Stakeholders
The Importance of Identifying Mindset
The Three Types of Change Drivers
Most sales people spend a disproportionate time selling to narrow segment of their market, while ignoring or struggling to engage with over 50% of potential buyers. Objective Based Selling presents a different way to look, engage and sell to often ignored segments, leaving money and success on the table.Read more >
As Social Selling grows more common within the enterprise, leading companies are moving beyond individual skills and deploying applications that scale, provide management reporting, and integrate with existing marketing automation and CRM systems. Three social selling vendors have released significant new products in the past month.
•InsideView Open - for social intelligence
•LinkedIn Sales Navigator - for social prospecting
•PeopleLinx 3.0 - for social sales management
Note: Since these are enterprise apps, the webinar is intended for Sales, Sales Ops, Sales Enablement, or Marketing leaders. It will not cover social selling tactics for individuals.
For Account Executives, Business Owners, or Service Providers, there are dozens of books, blogs, and podcasts that promise to help you increase sales results. But what do YOU need to focus on to improve? In this session, we’ll break down the 5 key areas to focus for personal growth and sales success!Read more >
In selling, is it better to accentuate the negative or the positive? Short answer: it depends. Different people react differently to how they perceive the decision—and sales pros who know the difference can pump up their win rate and avoid leaving money on the table.Read more >
Social media has changed the way buyers make purchasing decisions. Selling techniques have changed as a necessity. Today’s most successful sellers practice Social Selling, leveraging social networks like LinkedIn and Twitter to reach decision makers. Register for this panel discussion to learn:
• The Current State of Social Selling
• 3 Steps to Building a Social Selling Culture
• Tips for Managing a Social Selling Team