As a sales rep or sales manager, are you effectively managing territory? Are you focused, systematic, productive, and thorough in your approach while still being nuanced and flexible? Are you working the right deals, at the right level, at the right time, in the right way? Let's nail this down.
RecordedMay 25 201743 mins
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Congratulations on your new job! But did you have any idea it would be like this? If you're like most Sales Managers, you're left to your own devices to figure it out. No training, no time to learn, and no room for error. Maybe we can help. Join Deb Calvert and find out how you can be successful as a Sales Manager, even beyond making the numbers.
Many sales leaders struggle to get their salespeople to successfully use LinkedIn to grow their business. LinkedIn Expert Brynne Tillman and Sales Execution Expert Steven Rosen will share their formulas for success.
This webinar will cover two perspectives to a Crush your sales numbers using LinkedIn;
1. The practical and tactical activities to leveraging LinkedIn and
2. 3 Steps to effectively execute your LinkedIn strategy
On a sales call, knowing about the person and what’s important to him/her is the key to relevance, gaining permission to ask questions, and building a genuine relationship. In this session, award-winning speaker Sam Richter will show you how to find information on people, in ways you never thought possible
Stop throwing your profits away! You can make a lot more money by simply discounting less and charging more. Don’t think you can? Just wait—immediately after this revealing presentation you’ll be raising your prices and reaping the rewards!
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.
Sales Managers are often unconscious about collateral damages to the business caused by their current management practices. Many of them cause actual. System Thinking helps to identify the causes for those collateral damages and to take corrective actions.
Sales management experts Mike Weinberg and Steven Rosen are hosting a fireside chat providing their solutions and insights on the most challenging issues facing sales managers.
Expect an action-packed discussion, filled with bold, blunt and powerful sales management insights and stories, that will help you crush your sales numbers.
Forrester Research has said that we are living in the age of the customer, which means the balance of power has shifted to buyers. Buyers can gather a lot of data before talking to a salesperson but salespeople can still capitalize on opportunities to demonstrate credibility and value early in the decision-making process.
No prospecting list? You can lose valuable prospecting time just building a list – then finding the elusive decision maker can take even more time. Discover 7 strategies you can use to uncover and build a list of the right decision makers to target your prospecting efforts and get higher response rates.
Babette Ten Haken, Founder & President, Sales Aerobics for Engineers®
Sales teams focus on landing the initial deal. Customer retention becomes the responsibility of everyone else in the organization who was not part of that first sale. Discover how to leverage the value of post-sale support teams. Create customer experiences which contribute to customer success and customer retention.
Tablets are a perfect tool for facilitating customer conversations, however many reps are making costly mistakes when presenting content on mobile apps. The result is customer tune-out, confusion, and lost opportunities. Learn best practices for showcasing your products in a way that moves the sale forward!
Per CSO Insights’ 2017 Sales Manager Enablement Report: “Sales enablement is a growing trend, but sales performance is not improving... Clearly, something is missing.”
What’s missing is a logical, aligned, well-executed Systems Approach to Sales.
In this BrightTALK Sales Summit webinar, sales transformation expert Mike Kunkle will share 4 sales systems that can solve 80% or more of your sales enablement challenges and radically transform your company’s sales results.
Join Mike -- where your questions are welcomed and expected -- and learn how you can be a Sales Transformation Hero at your company.
Senior Sales Leaders, Sales Managers and Account Managers will all learn about:
The power of a pro-active account management approach
How to gain access to executive sponsors
Tips to differentiate your company
Three must have account management structures
How to set up client meetings for success
Champions and their role in your achievement
Shane Gibson - Moderator; Barbara Weaver Smith, Lee Bartlett
Attracting, landing and growing big accounts is both an art and a science. Many sales people aspire to big deal closer or rainmaker status but only a few get there. This panel dives into the strategies, attitudes, processes and behaviors needed to succeed in this specialized and highly rewarding sales discipline.
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.
Leadership isn't the same as management. If you are a Sales Manager, Director or VP, tune in to learn the differences and how you can make a much bigger impact when you demonstrate strong leadership of people AND solid management of the sales function.
Diane Helbig-Moderator; Ken Thoreson, Suzanne Paling
Effective sales managers don’t really manage. They lead and coach their team members. While they must have an understanding of sales processes, they also should have a keen sense of what makes a good salesperson tick. Ken Thoreson, and Suzanne Paling join moderator Diane Helbig for an engaging conversation around this important topic. From affecting change to using tools and systems to the value of analytics, our experts will give you ideas you can take back into your business today!
Getting your prospect to pick up the phone is more challenging today. Learn what you can say to get a prospect to pick up the phone or return your call. Ask the questions that guide your customer to understand why he should buy from you now.