Are you creating value in every sales call? Value that differentiates you and makes you relevant for every prospect? Value creation drives sales, and only salespeople can drive value creation.
Join this panel discussion to learn specific ways to achieve sales success, crush your quota, and be the sales pro your customers look forward to meeting with. Deb Calvert from People First Productivity Solutions will moderate with guests Lisa Dennis, founder of Knowledgence, Jeffrey Lipsius, author of Selling to the Point, Brian Burns, host of The Brutal Truth about Sales & Selling, and Michael Pici, Director of Sales at HubSpot.
Join us live to post your questions for the panel discussion and to hear from 4 points of view on everything related to value creation in sales.
By supplying your contact information, you authorize the panelists and HubSpot to contact you with more content and/or information about each of its services. You further authorize the moderator to pass your information to HubSpot for these purposes.
RecordedSep 7 201749 mins
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How about a 20% or more boost in your sales effectiveness? If you want to improve the quality and efficiency of your customer meetings and boost close ratios, then this webinar is for you. You can accelerate your sales development by mastering how to plan for every sales call.
You will learn:
1.What is a pre-call planning?
2.Why is pre-call planning one of the most effective sales tools to increase sales effectiveness?
3.What are the five keys to successfully plan for every sales meeting?
4.What results can you expect from pre-call planning?
Deb Calvert, Jonathan Farrington, CEO of Top Sales World
In sales, learners are earners! The benefits of lifelong learning and ongoing development are well-documented. In sales, curiosity and the pursuit of knowledge translate into goal-attainment and professional success.
But who has time for training or going back to school? Sellers are busy!
Maybe there's another way.
Join Deb Calvert, founder of The Sales Experts Channel, and special guest Jonathan Farrington, CEO of Top Sales World, as they discuss resources, options, and best practices for busy sales professionals. They'll show you how to accelerate your development, expand your knowledge base, and earn more by learning more even if:
- you are busy or overwhelmed
- you've never attended a single college class
- your company doesn't provide sales or management training
- you don't like reading
- you disliked school and feel intimidated by the thought of learning or changing
What do you have to lose? Register today so you can start learning (and earning more!) right away.
If you want to accelerate your top opportunity development, then consider a war room approach. Your biggest prospects require a strategic mindset, planning and tools to develop and close. Sales leaders will learn how to coach account based teams to big wins and account successes.
You will learn:
1.What is a war room?
2.How to get the senior leadership team to back your war room efforts.
3.What to include in your war room strategy sessions.
4.Best practices for setting up a successful war room strategy meeting.
5.What results can you expect from your war room?
Your mission is not just to generate more awareness, leads and revenue, but also to increase the financial and brand equity value of your company. To do this, you need to rise above the noise in the marketplace and truly understand your company’s place in the customer’s widening array of expectations.
Step one is to uncover the current value of your offerings to your customers and prospects (the existing state). Truth here is an absolute must.
You then need to protect and enhance your marketplace value by either being a top player (perhaps “the” top player) in your value category or better yet, launching yourself into a higher-value and more profitable category. Topics include:
How to find your current place on the Value Hierarchy Scale.
What four value measurements to capture and track.
How to identify and close your value gap.
Your best options for moving up the value scale.
You will learn how to:
1.Measure where you are in relation to your competition.
2.Achieve lasting competitive differentiation
3.Increase the financial and brand-equity value of your company.
4.Become a leader in your existing value category or catapult to the next category
One of the biggest things that impacts sales productivity is insufficient access to senior decision makers – the C Suite – and one of the key things I get asked when I’m coaching my clients to help with their sales development is “how do we get access to people at “C” Level?”
There’s little benefit in having a pipeline filled with deals where you’re engaged with people too low in the food chain but that’s what a lot of standard prospecting creates – meetings with people who may influence the decision but don’t who sign off on it.
One of the best ways to impact sales acceleration is to start at the top – at executive or “C” level – and retain access while also working at lower levels in the organization.
Knowing which organizations to approach and which people in those organizations to target is aided by effective sales and marketing alignment.
This talk covers which organizations to target, which senior executives to target, what they care about, how to reach them, how to create a message that will compel them to talk to you, what to do when you get that critical first meeting and how to follow up.
You will learn:
1.Why you should sell to “C” Level
2.What “C” Level executives do and don’t care about
3.Who to approach and how to approach them
4.How to prepare for, conduct & follow up an initial meeting
Meredith Messenger, The Small Business Revenue Growth Expert
Successful modern selling requires fundamental changes in how we organize, measure and manage our sales teams. This requires leaders to rethink seller-focused, traditional and sometimes outdated structures and tactics in order to align how their organization sells with how their clients actually want to buy.
In this jam-packed session learn how:
oStrategic changes to your organization and structure that can foster a high-performing sales culture
oFocusing on scientific and metrics, based on outcomes can fuel your growth
oKey changes to your compensation plans that can drive culture improvements and revenue
oTo empower sales managers to build your culture, talent pool and revenue
High-performance sales organizations are able to consistently create unique and tangible value for every customer. Establishing a value-creating sales culture requires that we focus as much on establishing the full value of our customer’s problems and opportunities as we do on promoting the distinctive value of our proposed solution.
You will learn:
1.How to identify and target the organizations that are likely to recognize the greatest need for your solutions
2.How to systematically uncover establish the full value of your customers problems and opportunities – and how to establish their associated “cost of inaction”
3.How to equip your entire sales organization to establish a uniquely tailored value story for every qualified sales opportunity
How to ensure that every sales proposal fully and accurately reflects your unique value to their organization, each key function, and every significant stakeholder
- Create more Sales Success by creating more time for SALES
- Increase your Sales Productivity by managing your time more effectively
- Shorten your Sales Cycle and create more SALES
- Develop more Prospects and have time to IMPROVE Prospecting
- Make your SALES Goal what you REALLY want it to be
What if you got just one more deal from your next trade show?
Discover some simple ways you can maximize your ROI.
Analyze past results to make decisions about future shows
Build a plan for the lead generation activities you will do before, during and after the show
Stand out and be memorable to get qualified leads
Turn those qualified leads into deals to generate revenue
Keeping your pipeline filled with quality leads is the key to sales success. Yet how do you find the right prospects? In this webinar, you will learn online search secrets for finding decision makers who are ready to buy, and how to connect in ways that generate a positive response.
The first step in closing a sale is the initial meeting. Do you want more of those? Learn:
-What motivates the right decision makers
-How to find the ideal prospects
-The secret to creating compelling messaging
-Objection responses which work
-Secrets to hiring the right hunter
-Techniques for creating urgency
Once you are doing business with a national, multi-national or company it’s hard to plan for growth. What’s next? Who’s in charge? Is marketing still involved? Should you include the entire footprint? I’ll give you a method for an account-based sales development plan jointly designed and run by marketing and sales.
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.
Other sales experts talk to you about how to sell, I teach companies how to build sales organizations that hit revenue goals.
- What your sales team will need to succeed
- Why strategy delivers sales results
- The importance of messaging to close deals
- How a funnel will support your sales effort
- Things to consider before you hire
Deb Calvert w/special guests Rebecca Twomey & Charles Bernard
Are you looking for ways to help your sales team succeed? (Well I mean, of course you are!)
So, let's get to it. Let's help your sales team succeed at selling and building relationships. This special edition webinar features two members of the Criteria for Success team, a sales growth company:
Charles Bernard, CEO
Rebecca Twomey, Director of Marketing
During the webinar, Charles and Rebecca will share the Client Evolution Model with you. It's an impactful tool that will help your sales and marketing teams understand where to focus energy, and what to do during each step of the prospect/client relationship process.
If you want more business and stronger relationships with your prospects and customers--this webinar is for you!
Ready to empower your sales and marketing teams and grow your business? Get signed up today!
Deb Calvert w/special guests Thomas Williams & Thomas Saine
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
Join Deb Calvert from People First Productivity Solutions to learn 7 sure-fire sales hacks that will amp up your sales productivity. Each of Deb's sales hacks are field-tested and come directly from top-performing sales pros who found smart workarounds and processes that led to sales success, quota attainment, and making more money!
James Muir CEO of Best Practice International and Bestselling Author of The Perfect Close
Discover how to triple your close ratio using the two key questions that are zero pressure and advance the sale with 95% certainty. In this session you will learn the exact questions for advancing the sale while making client feel more educated, in control, and causes them to see you as a trusted advisor and consultant.
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