Sales emotional intelligence is a real skill, with a very real impact on sales success. In this Whiteboard Wednesday video, you’ll learn techniques to hone self-confidence, empathy, transparency, and how to be a change catalyst - straight from our Head of Sales Enablement, Dave Sill.Read more >
Great data prevents turnover in sales, where morale is a good sign of retention. Incomplete, inaccurate data means your team doesn't trust it and must spend their time navigating phone trees, wrong numbers, and trying to get lucky on LinkedIn. You can't bring the A game with bad data. Everyone on the sales floor needs the good stuff.
Follow along as DiscoverOrg's Director of Sales, Steve Waters, walks us through the usual pitfalls of the sales process and how his sales team has leverage our killer contact data to boost morale and lock down retention.
You need more than a sales intelligence system and data to retain customers and engage prospects. Emotionalize your message with a compelling story.
Head of Sales Enablement, David Sill details an easy way to make this happen.
-How to engage your prospect or customer emotionally
-Eliminate appearing in a commoditized way
-Overcoming common challenges
The of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. In this session, you will learn:
•Anything that can be told can be asked
•The ASK, LISTEN AND LINK method to sales
•Leveraging first, second and third level questions will get to the heart of why people buy your product or service
•How to listen to the emotion behind the words
•Unpack three methods for linking what’s important to the customer and your offering
All salespeople, no matter the industry or organization, are challenged by rejection. As sales mangers and leaders, it is crucial to identify and solve these issues rather than ignore them. You will learn specific ways to manage and support your people - not to “survive” rejection - but to thrive in the face of it increasing their sales performance and motivation.Read more >
It is getting harder to close large enterprise deals. It’s not as easy as it used to be, and it requires sales and company leadership to become involved. Without doing the salesperson’s job, what is your role as a sales or company leader in closing these complex sales?Read more >
Is your sale complex?
Are there multiple buying influences and long sales cycles?
Are these deals getting more complex and harder to close?
If you have a B2B complex sale, there are 8 elements you need to be aware of to help you shorten your sales cycle.
Getting your prospects to a meeting is only half the battle, what happens beyond the meeting matters. 80% of deals require at least 5 more calls after the first meeting, and 44% of reps give up after the first follow up.Read more >
Do you know the factors and prospect behaviors that indicate a true sales opportunity? How do you determine which opportunities belong in your sales funnel and which ones should be disqualified? Further, have you ever wondered what specific buyer behavior triggers deals to progress from stage to stage in your funnel?Read more >
Sell the value! Those are the marching orders commonly given to salespeople as they are sent on a quest to hit their quotas. But what is the value? That’s what salespeople want (and need) to know. Without a sales differentiation strategy in place, every buying decision is laser-focused on price.
Lee B. Salz, author of the new, groundbreaking book “Sales Differentiation,” teaches you how to harness the power of sales differentiation to win more deals at the prices you want. In this entertaining and educational virtual presentation, Lee will share 7 sales differentiation secrets every salesperson needs to know.
In this lively panel discussion, Lisa Dennis and Liz Heiman will discuss how to use a value proposition to propel your sales by:
Knowing your buyers
Understanding buyer objectives
Personalizing to the buyer
Finding true differentiators
Putting your value prop into play
Join Deb Calvert as she interviews Tom Hopkins Tom has earned the reputation of being America’s #1 “How-To” Sales Trainer. Over 5 million salespeople, entrepreneurs, and sales managers on 5 continents have benefited from his live training events.
He perfected his selling skills during his 8-year real estate career in which he received numerous awards. In his last year selling real estate, he sold 365 homes – an average of one per day – something that was unheard of at the time and has rarely been matched.
Since that time, he has developed and customized his proven-effective selling skills for over 350 companies. He has authored 20 books on the subjects of selling and success. Over 2.9 million copies of those books have been read by sales pros the world over. He is also the 2013 recipient of the Lifetime Achievement Award from the National Academy of Best-Selling Authors. And, he’s been acclaimed as the #1 Sales Guru 2 years in a row by Global Gurus.
He has dedicated his life to helping sales and marketing professionals improve their communication skills and increase sales revenues.
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 >
The fact that Sales Training ROI is elusive is almost legendary. The truth is, most Sales and Sales Enablement leaders have no plan for behavior change or supporting the attainment of sales mastery. In this webinar, Mike Kunkle will share an approach that is proven to deliver results and ROI.Read more >
A question to all sales leaders out there: have you ever had great months or terrible months in sales but not really known why or how? Of course, you have. It was a facetious question.
But not to worry, you’re in good company. ProsperWorks Director of Sales Training, Kyle Bastien, and VP of Sales, Jake Young, at Grow.com teamed up to share the tough questions they’ve had to ask themselves throughout their careers and discuss and debate the best way to get the answers.
Join our webinar to get the real sales metrics and equations they use to find the answers to some key questions around where failure points are in sales and what behaviours are really important to growing your sales team.
Nailing a consistent buyer message across digital and live conversations isn’t easy. Without inclusion in value prop development, there’s a strong likelihood of conflicting info.
We will walk through a live example to show the steps to pull your value prop into sales-ready content that amplifies, not confuses the story.
Stop leaving money on the trade show floor.
In this webinar, discover how to:
1.Create a winning strategy
2.Dominate the show
3.Generate revenue by turning leads into deals
In this webinar, you’ll learn:
-3 critical Millennial mindsets to leverage to get engagement
-3 must-have beliefs needed for success
-3 differences to providing feedback to Next Gen salespeople
Sales Technology is a must-have to compete in today’s competitive business environment, but there are over 500 vendors in this category, and that number keeps growing every year. It is a daunting task to keep up with all the innovation and know where to begin. Luckily, it is as simple as starting with the basics and securing some easy wins that will prove faster time to value.
Watch this Sales Hacker on-demand webinar, sponsored by Adobe, to learn from the expert in Sales Tech, Nancy Nardin, how to navigate and win with Sales Tech to beat out your competition.
You will learn:
•Trends you need to know in Sales Tech
•The best way to navigate the complex Sales Tech Landscape
•How to prioritize the right technologies for easy wins
Workbooks CRM enables you to work more effectively, to better identify opportunities, close more deals and grow revenue. Learn how Workbooks can help accelerate sales and increase productivity.Read more >
This 30 minute webinar reveals best practice insights from decades of scientific research and data on:
●where sales managers should spend their time for business growth success
●how much time to spend in 3 crucial areas
●the power managers have over team performance
●what strategies and techniques to use today
- Learn where sales productivity and efficiencies are lost
- Understand what makes an effective sales enablement strategy
- Learn how to choose the right software to support a sales enablement strategy
Get tips on how to fully adopt and implement this strategy
Learn important tips that will help you close important sales negotiations
-Learn to qualify your buyer negotiation partner
-Learn to dig into what really motivates your partner
-Learn how to pace an important negotiation
-Learn what real value means in a negotiation….and it is not all about price!!
-Learn how to close a profitable negotiation like a pro!!
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
What should a sales manager’s schedule look like to have the maximum impact on their sales teams’ performance?
Join this webinar and discover sales productivity best practices that overcome challenges with:
●Building relationships with salespeople
●Improving sales performance
●Managing quota to exceed expectations