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Designing your Sales Force

When designing a modern sales force, what works best for your sales organization? This session highlights four Sales Experts’ perspectives on planning a successful sales program. From Small Businesses building a first sales team to Enterprise Organizations looking to improve sales operations, join this session to understand how sales leaders can plan for sales success.
Recorded Mar 8 2017 49 mins
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Presented by
Cynthia Barnes, Babette Ten Haken, Christian Maurer. Moderator: Shawn Karol Sandy
Presentation preview: Designing your Sales Force

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  • Restoring Depleted Pipelines-Revenue Generation Strategies for a Post COVID Wo Apr 9 2020 7:00 pm UTC 45 mins
    Chad Burmeister, The AI for Sales Expert
    In this webinar, Chad Burmeister and Townsend Wardlaw will share what modern sales organizations are doing in the face of this crisis and how they are retooling their entire sales coverage model to not just survive in the new normal, but to thrive

    You will learn:

    1.The likely (and disturbing) long-tail implications of Corona on selling
    2.Case studies of high performing sales teams already adapting their go-to-market strategy and resource model to thrive while many struggle to survive
    3.The one KPI/metric (currently used by less than 1% of sales organizations) you must implement now to navigate the next 18 months
    4.Five specific ‘plays’ you can run to optimize your sales efforts now (including one that will hobble your competition).
  • Practicing “Social Connecting” on LinkedIn Apr 9 2020 6:00 pm UTC 45 mins
    Bill McCormick, The Starting Sales Conversation Expert w/guest, Brynne Tillman
    The new term “Social Distancing” has been added to our lexicon as we deal with the health threats of the Coronavirus. More and more people in sales are working from home, unable to connect face-to-face with our clients.

    In this webinar I’ll talk with the “LinkedIn Whisperer” Brynne Tillman about how we can practice social connection on LinkedIn while we’re physically distanced from our clients. We’ll discuss steps we can take to optimize our profile, how to build a quality network and how to gain valuable referrals in these trying times.

    You will learn: ​

    1. How to transform your profile from a resume to a resource
    2. Tips on building a quality network
    3. Tips on gaining valuable referrals in even the most challenging times
  • Enterprise Selling in a Down Economy Apr 9 2020 5:00 pm UTC 45 mins
    Michael Griego,The Enterprise Sales Effectiveness Expert
    Are you struggling through this economic crisis? What about your customers and prospects? They’re struggling too. Great salespeople reset themselves in down economies and use it as a time to reset with customers as well. Help your customers and prospects reset goals and strategies and mutually align on business outcomes that make sense given the current business climate. Customers need help and support. Be a professional salesperson who stands out from the others.

    You will learn:

    1. How to reset your sales territory and account priorities
    2. How to align with and address your customers/prospects’ new strategic and operational priorities
    3. How to reset plans for you and your customer
  • Attract, Hire, and Onboard High Performing Salespeople Apr 9 2020 4:00 pm UTC 45 mins
    Kristie Jones, The SaaS_Startup Expert
    Sales has a turnover problem. In the U.S., the turnover of salespeople averages around 34.7%. A moderate amount of turnover is healthy—but when the rate nears 35%, organizations face significant financial repercussions both in lost revenue, but also in cost to hire.

    In a high pressure, competitive market where landing new prospects and retaining customers mean everything, you can’t afford to mis-hire. So how do you find a candidate that will not only be a top performer, a cultural add, and also be willing to be held accountable?

    In this presentation, Kristie Jones, Founder of Sales Acceleration Group, is joined by Amy Volas, CEO of Avenue Talent Partners to reveal a proven, comprehensive process for hiring high performing salespeople--from attracting the right candidates, to vetting and assessing skills, to creating a culture of accountability that ensures retention and strong employee-leader relationships.

    Key Takeaways
    Attendees will walk away knowing:

    How to create an Ideal Candidate Profile

    Which competencies and personality traits indicate a candidate is likely to be a high performer and a good cultural fit

    How to use phone screenings and behavioral-based interviews to assess communication styles, negotiation skills, and more

    How to map out an onboarding plan that will result in higher retention

    How to create a culture of accountability in sales
  • How to Talk with Customers During Coronavirus Fears Apr 9 2020 3:00 pm UTC 45 mins
    Alice Heiman, The Complex Sales Expert
    The coronavirus is dominating conversations and news coverage around the world. It’s also affecting companies of all sizes, across all industries.

    If you haven’t already, prepare your team to have constructive conversations with customers (especially those who express fear, worry, or indecision). This webinar will offer tips for handling sales conversations in this kind of environment.

    During this presentation you will learn:
    What it takes to be proactive
    How to handle objections
    How to lead the way during any crisis
  • Three Strategies to Accelerate Sales in the Age of Information Overload Apr 8 2020 9:00 pm UTC 45 mins
    Shari Levitin, The Selling with Heart Expert
    Here’s a statistic that will boggle your mind: Humans consume 74 gigabytes, the equivalent of 175 newspapers of content, per day. Customers are assaulted with facts, pseudo facts, white papers, media and statistics all posing as relevant information. Much of the well sourced information is contradictory. Sorting the “need to knows” from the “nice to knows” can be exhausting. Add to this a new average of
    ten stake holders and more and more customers are defaulting to the status quo or a no deal. What’s the solution? New research, just released by Gartner, reveals that sellers who help make sense of information, who can simplify and tune into the feelings of their customers rather than piling on more data, significantly outperform
    their peers. How must sellers adapt to this new reality? What are the three most important behaviors to this new reality of sense making?

    In this webinar you will learn to:

    1. Leverage video to reach additional stakeholders and improve customer experience.
    2. Create buyer focused presentations that drive your unique value.
    3. Ask questions that line up with how the brain processes information.
    4. Guide buyers to a buying decision through stories, metaphors and anecdotes.
  • Beat the Bots with Human to Human Connection Apr 8 2020 7:00 pm UTC 45 mins
    Anita Nielsen, The Human to Human Sales Expert
    There is no doubt that increasingly sophisticated technology is changing the way we sell, today. Technology can be employed to create remarkable productivity gains for sales professionals. There is, however, a slightly darker side of the equation. There is a very real fear about advances in technologies such as machine learning, AI and robots, will render sales professionals obsolete. Sales professionals are faced with hype and fear, both. The key to optimizing productivity in b2b sales is striking a balance between the use of technology and leveraging human to human connection.

    You will learn:

    1. Why there is validity to both the fear and the hype surrounding technology in b2b sales
    2. Why human to human connection is, and will continue to be, the most crucial, differentiating component of b2b sales.
    3. How to adopt the modern sales professional’s mindset around technology and how best to leverage it in the sales motion.
    4. pecific ways to help you strengthen the human part of the sales equation.
    5. How you can master the balancing act and future-proof your sales career.
  • How to Write Prospecting Sales Emails That Really, Really Work Apr 8 2020 3:00 pm UTC 47 mins
    Lisa Leitch, The Sales Evolution Expert
    Are you frustrated by writing sales emails that don't get a good response? Either you're not getting many replies (cue the crickets) or your emails don't move the sales process forward much (cue the snails!).

    Well, there's good news. In this new webinar, award-winning copywriter Steve Slaunwhite and Teneo Results president Lisa Leitch will show you strategies that will boost your sales email success rates by 35% or more.

    You'll walk away with several step-by-step techniques you'll be able to use right away to craft emails that get noticed, get opened and — most importantly — get actions. Think of the impact that will have on your prospecting, your follow-ups, your sales.

    You will learn:

    A few minutes of research will enable you to write customized messages that get better responses
    The double whammy approach to increase your response rate
    Blocking time every week to pro-actively prospect
  • Accelerating Sales Using Intent Data and Automation Apr 7 2020 9:00 pm UTC 45 mins
    Shawn Elledge, The Lead Generation Expert
    Join us for an educational webinar on how to accelerate your sales efforts by targeting companies and contacts consuming content related to your products and services on the internet. Relevancy is the fuel behind any successful marketing strategy and sales automation is the key to scaling these tactics across your sales organization. Companies need to help their salespeople spend more time talking to prospects vs. hunting for prospects.

    You will learn:

    1. How to target relevant companies and prospects using intent data
    2. How to prepare and operationalize your data
    3. Personalization and message development
    4. Picking the right sales automation tools
    5. Setting expectations
  • What is Sales Engagement and Should You Care? Apr 7 2020 7:00 pm UTC 53 mins
    Darryl Praill, The Sales Engagement Expert
    Current stats indicate sales reps never contact 48% of marketing-qualified leads, only make 2-3 call attempts despite it typically taking over 9 and spend over 20% of their time doing admin work. It’s a recipe for failure and explains why so many sales development teams are moving to sales engagement platforms and leaving CRM behind in the pursuit of finally hitting their quota.

    So, what is a sales engagement platform, how does it differ from CRM, how does it work, what does it do, will the reps embrace it, and what do you need to know when selecting one to implement? Those are great questions. Fortunately, we’ve got answers.

    You will learn:

    1. What is Sales Engagement and why should you care?
    2. How does it fit into your current tech stack?
    3. What features and functions do most have, and how does that compare to your CRM?
    4. What is a cadence, and what’s the difference between a static cadence and a dynamic cadence?
    5. What do you need to know before you deploy it so that you avoid the mistakes made by others?
  • How to Sift Through an Overabundance of Sales Tools Apr 7 2020 3:00 pm UTC 39 mins
    Chad Burmeister, The AI for Sales Expert, with guest, Ryan O’Gorman
    Ryan O’Gorman, the second SMB salesperson at Zoom Video, shares ideas on what AI for Sales technologies to consider, and some advice on how you can be a top performer in sales at your company.

    His background as a college athlete gave him the tools and strategies to learn from the best and he’ll share the lessons learned on how he exceeded quota every single quarter for four years in a row at Zoom Video!
  • Messaging Matters More Than Ever Apr 6 2020 5:00 pm UTC 45 mins
    Liz Heiman, The Sales Growth Expert
    Talking to clients and prospects when things have changed so dramatically. Learn what to say and how to say it so your prospects can hear you.

    You will learn:

    1. How to start the conversation
    2. How to figure out if priorities for you buyers have changed
    3. Who to reach out to
    4. How to offer help
  • How to Use List Strategies to Find the Decision Maker Fast Recorded: Apr 3 2020 48 mins
    Kendra Lee, SMB Lead Generation Expert and guest, Shawn Finder
    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.
  • Emotional Intelligence - A Secret Weapon for Sales Leaders Recorded: Apr 3 2020 39 mins
    Jennifer Leake, The People Analytics Expert
    Salespeople skilled in EI outperform the competition in sales calls. Skilled EI leaders motivate and build better teams. The ability to understand the effect your emotions have on others and manage yourself accordingly is a competitive advantage to not only your sales force, but for you personally. EI is also the single biggest factor in driving employee engagement, commitment and results.
  • The Physics of Closing Recorded: Apr 3 2020 45 mins
    Don Cooper, The Non-Traditional Selling Expert
    Effective closing is about physics. Along with a little psychology, economics and cryptology thrown in. Fortunately, you don’t need a PhD to improve your closing ratio. (Or even any previous science classes.) This presentation will provide you with the insights and tactics you need to close deals faster and easier!
  • How to Implement a Sales Methodology So It Sticks! Recorded: Apr 3 2020 46 mins
    Mike Kunkle, The Sales Transformation Expert
    Do any of these statements sound familiar?

    - We need our reps to do better discovery! Let’s do a refresher training on that.”
    - Our reps need to shift from a product-focused transactional selling to value-based consultative selling.”
    - Why do we need to train our reps on qualification again? We just did a session at SKO?”

    Getting adoption for a new process or sales methodology is not easy. That’s because changing behavior, especially organizational behavior, is hard work.

    In this webinar on The Sales Experts channel, sales transformation expert Mike Kunkle will:

    - Expose some true stories and painful challenges with sales methodology adoption.
    - Share a logical process that has been proven to improve adoption, foster the behavior change you want to see, and improve sales force performance.
    - As a bonus, Mike will share one of the latest trends in sales methodology that can prepare your sales force to succeed with modern buyers in this buyers’ market.

    Join Mike for this webinar (where your questions are welcomed and expected) and learn how to implement a sales methodology so it sticks and delivers the sales results you want.
  • How to Leverage the Account Team to Win your Top 5X Opportunity Recorded: Apr 3 2020 43 mins
    Lisa Magnuson, The Landing 7-Figure Deals Expert
    Do you know how to leverage the account team to win your biggest (5X) opportunity?

    You will learn:

    1.Why the full account team must be activated to win your biggest contracts.
    2.What you need to know about the pitfalls associated with team selling.
    3.How to determine if you are on the right track and set up for success.
  • Essential Strategies for Overcoming Fear of Rejection Recorded: Apr 3 2020 46 mins
    Andrea Waltz, The Sales Rejection Expert
    Sometimes it’s not about what to start doing, it’s about what to stop doing. From an early age, most of us are taught to avoid failure and achieve success.
    Fast forward: sellers in every industry silently suffer because they have a fear of failure, rejection, and the word, no. It's the elephant in the room because it's not often discussed.
    The answer isn't to pretend rejection doesn't exist. Or to avoid risk taking at all costs. But how do we take the obstacle of rejection that's so negative and make it a positive asset? That's what this webinar is all about.

    You will learn:

    1.The mental framework that must be adopted to stop fearing failure
    2.Making rejection profitable by finding the value
    3.How to stop taking ‘no’ personally
    4.The secret of expanding the comfort zone
    5.The five failure levels and how to move through them for sales success
  • Finding Sales Success on LinkedIn Recorded: Apr 2 2020 48 mins
    Scott Ingram, The Sales Success Expert
    LinkedIn is as hot as it’s ever been. Are you doing everything you can to take advantage of the platform?

    For sales professionals who are willing to do the work, the ability to create opportunities and build a lasting personal brand that can pave the way for accelerated career advancement and results is tremendous.

    In this super actionable session you’ll get advice directly from those who are driving the highest levels of engagement. People like: Amy Quick, Amy Volas, Belal Batrawy, Courtney Johnson, Dale Dupree, Jake Dunlap, Josh Braun, Justin Welsh, Kevin “KD” Dorsey, Kyle Coleman, Lori Richardson, Nikki Ivey, Paul Salamanca, Sarah Brazier, Tabitha Cavanagh, Tito Bohrt and more!

    You will learn:

    1. The top tips from over 30 of the best sales pros on LinkedIn who are driving the most meaningful engagement
    2.Learn the fundamentals of the platform and what you need to do to position yourself for success
    3.Glean insights from advanced tips for LinkedIn veterans
    4.See the secret sauce that are helping these winners win big!
  • In Uncertain Times, You Need a Startup Mentality Recorded: Apr 2 2020 44 mins
    Kristie Jones, The SaaS_Startup Expert
    These are uncomfortable and uncertain times. Overnight we went from a country with the Dow over 29,000, an unemployment rate under 3% and most companies seeing very healthy YoY growth rates. Now we are facing a very different reality. I believe companies that are adaptable, innovative, resilient, and understand the need to “SELL” our way out of this will have the best chance of coming out ahead in the next few weeks. Startups live in a world of uncertainty every day. They pivot, work with a sense of urgency, and embracing failure. These are the characteristics more mature companies will need to adopt to survive the current crisis.

    Key Takeaways
    Attendees will walk away understanding:
    ●What is a startup mentality?
    ●Who is your company is best equipped to think like a startup founder
    ●Startup best practices you need to implement
    ●Leadership traits of startup founders
    ●I’ll answer your questions LIVE!
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  • Title: Designing your Sales Force
  • Live at: Mar 8 2017 4:00 pm
  • Presented by: Cynthia Barnes, Babette Ten Haken, Christian Maurer. Moderator: Shawn Karol Sandy
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