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

Let’s Talk – Conversations Become a Differentiator with Relational Intelligence

If your business involves people and, those people either sell for you or buy from you – you should join this webinar. Business is changing, but relationships are still at the heart of sales.

Relational Intelligence. the ability to manage complex relationships, is quickly becoming one of the biggest gaps in sales.

Sales Expert Jane Gentry will share how investing in Relational Intelligence will enable your sales team to manage relationships and create growth.
Recorded Mar 22 2017 49 mins
Your place is confirmed,
we'll send you email reminders
Presented by
Jane Gentry
Presentation preview: Let’s Talk – Conversations Become a Differentiator with Relational Intelligence

Network with like-minded attendees

  • [[ session.user.profile.displayName ]]
    Add a photo
    • [[ session.user.profile.displayName ]]
    • [[ session.user.profile.jobTitle ]]
    • [[ session.user.profile.companyName ]]
    • [[ userProfileTemplateHelper.getLocation(session.user.profile) ]]
  • [[ card.displayName ]]
    • [[ card.displayName ]]
    • [[ card.jobTitle ]]
    • [[ card.companyName ]]
    • [[ userProfileTemplateHelper.getLocation(card) ]]
  • Channel
  • Channel profile
  • Create A Culture of Business Acumen for Large Account Sellers Dec 18 2019 4:00 pm UTC 45 mins
    Barbara Weaver Smith, The Large Account Sales Expert
    Part #12 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 sellers have a kind of secret sauce that’s very hard to come by. In fact, it undergirds almost everything I’ve discussed throughout this series. I’m calling it “business acumen” or “business sense.” It’s a general awareness of how companies make money, what’s going on in the commercial world, how their products and services work in many different environments and industries, what’s new and what’s on the horizon in many different fields. This webinar is about how you can foster that kind of attitude and curiosity in the sales culture of your company.
    You will learn:
    1. How to grow a sales team of specialists and generalists
    2. Lead your team in “looking around.”
    3. How to involve your company leaders in a business acumen culture.
    4. Sales training activities to develop insightful large account sales execs.
    5. Series summary
  • Selling with Style – An Effective Way to Overcome Communication Style Bias Dec 12 2019 9:00 pm UTC 45 mins
    Paul Watts, The Consultative Selling Expert
    One of the most common barriers to sales success is communication style bias, and yet it is one of the least well known. In this webinar we will discuss the four primary social styles and how you can communicate more effectively with each, significantly improving your chances of sales success and shortening the sales cycle.

    You will learn:

    1.The different social styles (communication styles)
    2.How to recognize the ‘social style’ (communication style) of the person in front of you
    3.How to adjust your own style to improve your communication with that person
  • Helping Remote Team Members Be Successful Nov 25 2019 7:00 pm UTC 45 mins
    Kevin Eikenberry, The Remarkable Leadership Expert
    You have hired people or moved people to work away from the office, but are you setting them up to succeed? Working remotely can be a great opportunity. It can also be stressful. For all the independence, control, and ability to work without interruption remote work allows, virtual workers can also feel isolated, frustrated and disengaged. It doesn’t have to be that way.

    In this session, best-selling author Kevin Eikenberry outlines key strategies to help organizations and leaders support remote team members. He will also share ideas specifically for individual remote team members to get more value and productivity from working remotely.

    You will learn:

    1.How to apply the 3 P Model of Remote Work
    2.A broader way to define success as a remote worker
    3.How to be more engaged and collaborative as a remote worker
    4.At least five ways to get better results when working remotely
  • Influence Customer Decision-Making from Within Nov 21 2019 8:00 pm UTC 45 mins
    Jeffrey Lipsius, The Customer Awareness Expert
    As a salesperson, can you remember a time when you said all the right things but your customer still wouldn’t buy? The problem wasn’t you. We all observed that decision-making ability varies between customers. Since your customer’s decision process is internal, it’s hidden from view. You can’t control it, but this doesn’t mean you can’t influence it for the better. In this webinar we’ll examine the customer’s internal decision process. We’ll present ways for you to influence decision-making in a positive way.

    You will learn:

    How to influence customer decision making without power struggles
    The importance of facilitating high quality buying decisions
    How you and your customer can work together as a team
  • How the CMO can Build a Bridge to Sales to Form a True Revenue Team Nov 20 2019 6:00 pm UTC 45 mins
    Christopher Ryan, The B2B Revenue Growth Expert
    CMOs and CSOs have a great opportunity to work with their counterparts to create a growing and sustainable revenue model. Chris Ryan, joined by guest expert CMO Debbie Schwake, will share proven best practices in sales and marketing alignment – that not only help the sales team close more business today, but also create customer relationships that are highly profitable going forward. Actionable steps will be shared to drive better results while maintaining buyer trust.

    Schwake and Ryan will cover methods to identify the modern buyer (in a way that truly counts) and how marketing’s use of customized sales enablement techniques can build and reinforce trust at every step of the process in enterprise mid-market and account-based marketing (ABM) environments. The vendor/client hierarchy will be discussed and how you can help you transition your sales team can transition from being considered a vendor to a trusted advisor. Examples will be shared from the extensive experience of the speakers. Each part of the presentation is designed to help you achieve improved sales results in a way that is effective, efficient and relationship-enhancing.

    By attending this online event, you will learn how to:
    1. Find and adopt the best model for marketing and sales effectiveness.
    2. Create a strategy to navigate prospecting, opportunity management, and customer relationships.
    3. Understand and leverage modern buyer behavior.
    4. Upgrade and sustain your value with prospects and customers.
    5. Build a framework that supports consistency and revenue growth.
  • Creating A Vision for the Large Account Buyers’ Journey Nov 20 2019 4:00 pm UTC 45 mins
    Barbara Weaver Smith, The Large Account Sales Expert
    Part #11 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.
    Typical sales training focuses on discovering the customer’s vision or probing for relevant problems. But that presumes that customers know what outcomes are possible, what it will take to achieve them, and how to build consensus to make a big change possible. Today, sales training is very focused on matching your sales process to the buyers’ journey, assuming that buyers as a group have a plan and a path. In my experience this is seldom the case in large account, complex sales. This webinar deals with how your large account sales team can create a vision with the buyers’ and lead their journey to fulfill that vision.
    You will learn:
    1. The sales leader’s role in the buyers’ vision.
    2. How to prepare to develop the buyers’ vision.
    3. How to gain the essential insights.
    4. How to lead the buyers’ journey.
    5. How to break internal barriers.
  • What Sales Can Learn From A Race Car Driver Recorded: Nov 18 2019 29 mins
    Carole Mahoney, Founder
    Join host Carole Mahoney as she talks with Michael Hurczyn, a man that wears many hats, one of which is a racing helmet! Michael is the Brand & Partnership Director for FCP Euro and he currently races in the TNC racing series, which is the top series in the US.

    In this 30 minute interview, Carole and Michael discuss:

    1. What the most important element in building win-win situations is.

    2. Why it is so important to mentally prepare yourself before going into a race, or a sales conversation, and what techniques to use.

    3. The role that practice and experience play in everything from sales to speeding around a track.

    4. The importance of actively practicing gratitude.
  • LinkedIn as a Next-Gen Sales Acceleration Tool Recorded: Nov 14 2019 49 mins
    Brynne Tillman, The Leveraging LinkedIn Expert
    While most everyone knows that LinkedIn is a powerful tool for business development, very few are optimizing this as a sales accelerator. In this webinar we will cover how to really use LinkedIn to start more sales conversations.

    You will learn:

    1. How to Move Your LinkedIn Profile from a Resume to Resource
    2. Finding Buyers and Stakeholders on LinkedIn
    3.Re-engaging Targeted Connections that Have Been Ignored
    4.Leveraging Social Proximity to Gain Access to Prospects
  • Future-Proof Your Sales Career and Beat the Bots! Recorded: Nov 14 2019 45 mins
    Deb Calvert, The People Engagement Expert
    As a salesperson, you need confidence and passion to win. But as buyers and AI options continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love—to a robot?
    Join Anita Nielsen, author of Beat the Bots, and host Deb Calvert to learn strategies so you can get up off the mat and come out swinging.

    You will learn:

    1.How to use the power of personalized value to differentiate yourself.
    2.Make Human-to-Human connections with your buyers.
    3.Use the new ABC: Always Be Considering your client’s needs.
    4.Psychological principles that make you more effective in delivering value.
  • Tool or Fool: Why Sales Technology is NOT a magic bullet. Recorded: Nov 13 2019 45 mins
    Melissa Madian, The Sales Experience Expert
    There are SO MANY sales technologies out there, all claiming to solve the sales productivity
    challenge; but putting a piece of technology in place is only part of the solution. This session
    will cover how to set up a process that technology can support and enhance, instead of hinder.
    You will learn:

    1. How to make sense of the sales technology stack in your organization.
    2. How the sales tech stack can be leveraged in an efficient manner to optimize your sales team’s
    performance.
    3. Things to consider when putting sales technology in place to maximize your investment and
    enable your sales team
  • Sales Tools - the Good, the Bad, and the Ugly Recorded: Nov 13 2019 47 mins
    George Brontén, The B2B Sales Effectiveness Expert
    There’s been an explosion in sales tools and technology!
    What does my company need and what’s a waste of time?

    In this webinar, you’ll learn:

    1. So many tools, what's good, bad, and ugly?
    2. The importance of your sales environment
    3. Different workflows require different tools
    4. What will it cost?
    5. Q & A
  • How to Build the Ultimate Sales Playbook w/Kevin Quan, CEO, CloseQuickly Recorded: Nov 7 2019 48 mins
    Liz Heiman, Chief Strategy Officer
    Learn the critical components of an effective sales playbook, why they matter and how to make them work for your team. Veteran Sales Strategist, Liz Heiman, will talk with Sales Playbook expert Kevin Quan about the process of developing a playbook, some of the mistakes people make and how to get it right the first time.
  • How to Lead, Develop and Retain Millennials Recorded: Nov 5 2019 50 mins
    Steven Rosen, The Sales Leadership Expert
    Join sales management expert Steven Rosen and his guest sales leadership expert Danita Bye for an insightful Fireside Chat. In this episode they will share their insights on How to Lead, Develop and Retain Millennials.

    Few PowerPoint, no videos, just open and frank discussion.

    Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories that will help you crush your sales numbers.

    Effective sales leaders can produce tremendous results. Many sales managers are finding that traditional approaches are not as effective when leading their millennial salespeople. The reality is Millennials represent the largest group in the labor force.


    You will learn:

    What are the most positive attributes of Millennials?
    The important differences between Gen Xers and Millennials
    The many misconceptions about Millennials
    What drives Millennials?
    How to create a team of highly motivated Millennials
    How to coach and retain Millennials
  • The Best “Just show me a demo” Demo Recorded: Oct 30 2019 49 mins
    Julie Hansen, The Sales Presentation Expert
    Demonstrating a product or solution without knowing enough about your customer is a recipe for disaster. But the reality is that you may find yourself in this situation more frequently as customer’s demand shorter and shorter response times. Without sufficient discovery, however, most sellers deliver a boring overview demo that misses the mark entirely. Yet you need to do something when a customer says “Just show me a demo.” In this session you’ll discover the best way to satisfy a customer’s request for a demo without clicking around in the dark. You’ll learn how to create a vision of what’s possible AND gain enough insight on-the-spot to create a winning demo that’s tailored to your customer’s needs.


    You will learn:

    1. Why overview or “educational” demos fail miserably
    2. How to quickly identify your customer’s primary challenge
    3. How to use a Customer Success Story for guidance
    4. How to present a key example of what your product can do
    5. How to use “quid pro quo” to gain insights to tailor your demo
  • The Seller’s Challenge—Work with or Around Procurement! Recorded: Oct 24 2019 43 mins
    Thomas Williams, The Complex Sale Expert
    Is Procurement a “friend or foe”? B2B sellers globally struggle with this seemingly simple question. The answer depends on many factors including geography, industry, regulations, the product your selling and company policy.

    Conventional wisdom has been to avoid Procurement and sell directly to end users by selling value. This is often sound advice and the preferred pathway to the sale. For this pathway to work the end user must have the interest, power and influence to relegate Procurement to the issuance of a purchase order.

    For many sellers, however, it is simply not possible to get to end users without first engaging with Procurement. In these organizations, end users are required to work collaboratively with Procurement.

    In this webinar we’ll unlock the Procurement function and show sellers how to win.

    You will learn:
    Two sales strategies for sellers
    Understand the Procurement Department: its objectives, functions, sourcing strategies and how they are measured internally
    The common myths that sellers have of Procurement
    The eight Steps top sales performers take to collaborate and win the sale
  • How to Use Your Sales Funnel to Grow Your Business Recorded: Oct 23 2019 48 mins
    Liz Heiman, Chief Strategy Officer
    The funnel is a powerful sales tool. Once you understand what the stages of the funnel are and how the sales math works, the funnel will become the tool you use to manage your sales team as well as the corporate resources needed to support sales and delivery.

    The stages of the funnel
    The Sales Math
    Using the Funnel to Predict
    Using the Funnel to Manage Resources
  • Preparing Leaders of Large Account Sales Teams Recorded: Oct 23 2019 40 mins
    Barbara Weaver Smith, The Large Account Sales Expert
    Part #10 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.

    Many people are involved in a buying decision on the customer’s side in a very large company, and all of them want some attention. They want to meet with your company’s subject matter experts, not just the lead salesperson. When you have multiple people on your side involved in a sale, how well your team collaborates during your sales process makes the difference between success and failure. This webinar is about how to prepare your key large account salespeople to become team leaders.

    You will learn:
    1. How to build the culture of cooperation and collaboration within your company.
    2. How to understand the complexity on the buyers’ side.
    3. How to lead people who do not report to you.
    4. How to prepare for team sale activities and events.
    5. How to lead channel sales.
  • Accelerate Your Enterprise Sales Success with Team Selling Recorded: Oct 23 2019 47 mins
    Barbara Giamanco, The Strategic Social Selling Expert
    Many companies salivate at the thought of landing the big deals that will boost their credibility in the marketplace. While earning the bragging rights that comes with landing recognized logos sounds exciting, closing enterprise deals is far from easy. As Brian Sullivan at Sandler wrote, enterprise accounts are marketplaces in and of themselves, creating unique selling challenges far beyond what’s faced with small and medium-sized businesses.

    There is a huge cost associated with chasing enterprise deals – people, time, operational resources. The ability to pull together your most important company assets to win enterprise deals is an absolute survival skill. When pursuing enterprise deals, your organization also faces one of the toughest challenges to enterprise selling - team buying!

    You will learn:

    How to make the alignment of team buying with team selling a winning competitive advantage
    The power of identifying and acting on the traits and tendencies of different types of accounts
    The importance of determining each major account’s customized definition of success
    How to craft a Go/No-Go process to provide guidance regarding pursuits and after the client decision
    The importance of identifying and acting on a client retention framework specific to each account
  • What Sales Can Learn From a Wall Street Investor Recorded: Oct 18 2019 25 mins
    Carole Mahoney with special guest, Howie Kra
    Join host Carole Mahoney as she talks with Howie Kra, a highly energetic and dynamic entrepreneur who has been inspiring people, driving revenues, and providing sales leadership for nearly 30 years.

    In this 30 minute interview, Carole and Howie discuss:

    - His #1 thing about how people make buying decisions
    - Why so many salespeople are uncomfortable negotiating, or having strategic financial discussions
    - Advice for an experienced salesperson trying to adapt or new salespeople right out of college
    - Why resilience is so important
    - And more!
  • The Inner Game of Prospecting: How to Overcome Sales Call Reluctance Recorded: Oct 15 2019 48 mins
    Connie Kadansky, The Sales Call Reluctance Expert
    We all know that you cannot sell to someone you cannot get in to see.
    Many sales trainers and managers give the glib advice of "just pick up the phone."
    Well, for many salespeople, that advice just doesn't cut it.
    Sales Call Reluctance is an emotional hesitation to initiate contact with potential buyers. It is fear, which is a mental response to a perceived threat. The good news is that it is a learned habit. You can unlearn it. Our habits are written in our bodies. Trying to overcome Call Reluctance mentally does not work in the long run. To become confident lead generators who are unstoppable, you need to involve your whole being, which includes your body posture, your emotions, and your language. When you are prospecting, your emotions are controlling the show.

    You will learn:

    1.The four different body postures that will positively influence your lead generation.
    2.The emotions and feelings that stop most salespeople from being their best and what to do about them. You will learn how to navigate through the emotions of prospecting.
    3.The internal language that can shift your focus and attention while prospecting and also on your sales calls.
We're working together to bring ideas and info to the sales community
New and on-demand content from dozens of global sales authors, speakers, researchers, coaches, trainers & thought leaders. If it's about selling, sales management or sales productivity, this channel is where you'll find it!

Embed in website or blog

Successfully added emails: 0
Remove all
  • Title: Let’s Talk – Conversations Become a Differentiator with Relational Intelligence
  • Live at: Mar 22 2017 3:00 pm
  • Presented by: Jane Gentry
  • From:
Your email has been sent.
or close