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

Personalizing a Value Proposition for a Key Executive

A one-size-fits all value proposition fits no one. Learn how to take your value proposition and tailor it from the buyer’s point-of-view. With multiple people involved in a typically B-to-B purchase decision, personalizing by executive can help get you on the short list and ultimately win the deal.
Recorded Nov 15 2017 39 mins
Your place is confirmed,
we'll send you email reminders
Presented by
Lisa Dennis, President, Knowledgence Associates
Presentation preview: Personalizing a Value Proposition for a Key Executive

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
  • 4 Smart Ways to Find and Win New Clients Recorded: Dec 13 2017 38 mins
    Alen Mayer
    Are you frustrated with your sales results, even though you have put a lot of time, money and effort, your heart and soul into growing your revenue? Looking to grow your sales, quickly and effectively, but also prevent buyer’s remorse and keep your clients loyal?

    This webinar will help you identify new ways (that you can start using right away!) to find, engage, win and keep new clients.

    Here's what you will discover:
    1.FIND: How to find new clients who are in the market today
    2.ENGAGE: How to connect with them instantly and engage into a dialogue
    3.WIN: How to remove any resistance and win new clients
    4.KEEP: How to prevent buyer’s remorse and keep your clients loyal
  • Grow Your Business Without 'Selling' Recorded: Dec 5 2017 46 mins
    Diane Helbig, Growth Accelerator
    You can’t sell anyone anything. So, stop trying! After owning some hard truths, we’ll explore 3 key elements of successful sales – ideal client, discovery, open mind. We’ll wrap up with exploring processes for prospecting, sales meetings, and monitoring. Attendees will have a better understanding of how to succeed without selling
  • Voice Mail - Deal With It! Recorded: Dec 1 2017 40 mins
    Tibor Shanto
    Voice mail is a reality of sales, yet few deal with it properly. This session looks at practical proven way to get messages returned, I get 30% - 50% returned in 72 hours. We’ll look at how to use voice mail as a tactical tool for increasing conversion and pipeline opportunities.
  • Sales & Marketing: Working Together to Understand Buyers Recorded: Nov 16 2017 33 mins
    Donny Kemick, Derek Wyszynski, Nancy Bleeke. Moderator: Matt Heinz
    In order to truly understand and control the buyer's journey, sales and marketing teams must align their strategies.

    Join this panel discussion to learn why integrating your sales and marketing strategies will help you win new customers. Matt Heinz President of Heinz Marketing will moderate with guests Donny Kemick, CEO of protocol 80, Derek Wyszynski, Cheif Sales Hacker at ZynBit and Nancy Bleeke, President of Sales Pro Insider.

    Join us live to post your questions for the panel discussion and to hear from 4 points of view on everything related to sales and marketing alignment.
  • Personalizing a Value Proposition for a Key Executive Recorded: Nov 15 2017 39 mins
    Lisa Dennis, President, Knowledgence Associates
    A one-size-fits all value proposition fits no one. Learn how to take your value proposition and tailor it from the buyer’s point-of-view. With multiple people involved in a typically B-to-B purchase decision, personalizing by executive can help get you on the short list and ultimately win the deal.
  • Achieve Predictive Sales Without Artificial Intelligence Recorded: Nov 15 2017 46 mins
    George Bronten, CEO Membrain
    If you're looking for AI to achieve predictive sales, think again! What you need is a buyer-aligned sales strategy executed skillfully and with discipline. HOW you sell is what matters! If you can bridge the gap between strategy and execution, you will create a predictive revenue engine and a sales team that differentiates you in a world where most offerings look the same.
  • Predictive Sales Strategies Recorded: Nov 15 2017 42 mins
    Michael Griego, President, MXL Partners
    Is it possible to improve the predictability of sales? Actually, yes! As a sales rep or sales manager, there are keys to building a reliable pipeline and closing viable opportunities. This session will provide a strategic and practical game plan for predictive sales.

    A bonus gift from speaker and world-class trainer, Michael Griego, will be offered to each attendee.
  • Effective Presentation Strategies for 4 Different Customer Styles Recorded: Nov 15 2017 39 mins
    Julie Hansen, Founder, Performance Sales and Training
    Is your customer analytical, amiable, expressive or a driver? Personality styles influence how your customer processes information and makes decisions. Adapting your presentation to your customer’s style is critical to avoid buyer disconnect, prolonging the sales cycles, or losing the deal. In this session you’ll learn some simple, yet effective presentation strategies for successfully communicating your ideas and recommendations to different types of customers.
  • 3 Proven Paths to Higher Sales Performance Recorded: Nov 14 2017 31 mins
    Bernadette McClelland, Founder and Director of 3 Red Folders
    We are in an economy that has been termed VUCA (Volatile, Uncertain, Complex and Ambiguous) and within this environment the potential exists for stress to build, pressure to burst and performance to be impacted! Discover how to build and increase your relevance, resilience and resourcefulness. Understand how your own brain, in an optimal state, impacts your behavior and therefore your results.
  • Flip Your Demo to Increase Win Rates! Recorded: Nov 1 2017 24 mins
    Julie Hansen, Founder
    Traditional linear demos are a thing of the past. New research shows that starting with the end in mind is the key to a successful demo with today’s busy buyers. Learn how to Flip Your Demo and increase your win rate!
  • How AI Can Help Sales Leaders Measure What Matters Recorded: Oct 26 2017 47 mins
    Barb Giamanco; joined by Rob Kall, CEO of Cien
    More than forecasting, automation, or performance, the big opportunity for AI in sales is in addressing productivity. In this session, learn how sales leaders can move beyond reliance on CRM data and KPI’s to measure sales progress. You’ll find out how other intangible factors that affect sales results such as team mood, product knowledge, work ethic or closing ability can be measured too.
  • 5 Ways to Turn Around Weak Sales Messaging Recorded: Oct 24 2017 49 mins
    Lisa Dennis, President, Knowledgence Associates
    Sometimes the messaging delivered by Marketing doesn’t have enough punch when used in the field by sales people trying to get the attention of a prospect. Content creation and sales conversations are different! Learn 5 ways to strengthen sales messaging and stay consistent with your offering’s core message and engage the buyer.
  • Increase Engagement and Sales with Effective Sales Contests Recorded: Oct 17 2017 47 mins
    Debbie Mrazek, President
    This webinar will help those in charge of conducting contests to inspire results and actions to increase sales. Learn how to create a successful SALES contest that can change behavior and your bottom line….which can be FUN! Learn what to to reward, how to reward and types of rewards.
  • Three Strategies to Avoid a 'Once and Done' Approach with C-Suite Executives Recorded: Oct 11 2017 43 mins
    Lisa Magnuson, Founder & CEO, Top Line Sales
    Most sales people want to land larger accounts. Complex account sales include the need for an executive sponsor. Learn how to access key executives in your target accounts and engage with them over time. Executives appreciate and respond well to a pro-active, planned approach to cultivate them appropriately.
  • Why you can't sell to or work with Skeptical Technical Decision Makers Recorded: Oct 3 2017 40 mins
    Babette Ten Haken
    Technical decision makers intimidate many sellers. As a result, sales and support teams sell themselves short. Learn how to overcome obstacles and cultivate relevant and lucrative relationships that impact customer acquisition and customer retention.
  • 5 Out-of-the-Box Openings for your Presentation Recorded: Sep 20 2017 32 mins
    Julie Hansen, Founder
    A strong opening is critical to the success of your presentation today. Learn how to create an “Out of the Box” presentation opening that stands out from the competition and gives your prospect a compelling reason to pay attention.
  • Sales Success - 4 Ways to Crush Your Quota and Fuel Your Pipeline Recorded: Sep 18 2017 45 mins
    Janice Mars, Principal and Founder/Shawn Sandy, Chief Revenue Officer
    In Miller Heiman Group’s CSO Insights latest Sales Performance Optimization Study, on average, only 57% of reps make quota. If you could ask a few insightful questions proven to fill your pipeline with quality deals, would that be a good use of your time? Join Janice Mars, Principal and Founder of SalesLatitude and Shawn Sandy, Chief Revenue Officer of The Selling Agency for a fun and action-packed 45 minutes on how to crush your quota and fuel your pipeline.
  • Mindful Selling Recorded: Sep 11 2017 44 mins
    Jeffrey Lipsius
    Mindfulness is the latest buzzword for improving workplace productivity. But it is rarely taught to the sales department. Can mindfulness be applied for improving salesperson performance? Sales trainer and author Jeffrey Lipsius discovered a way that it can. Join him for a webinar introducing his method for applying mindfulness for selling success.
  • Attraction: Become a Magnet for What you Want Recorded: Sep 7 2017 48 mins
    Jim Cathcart, CSP, CPAE
    The Connections, Contracts and Outcomes you want are waiting for you to become an “eligible receiver.” When you develop the qualities and apply the tactics that engage them then what you’ve been seeking will also be seeking you.
    Jim Cathcart, author of Relationship Selling, The Acorn Principle and The Self Motivation Handbook is one of the top speakers in the world: Sales & Marketing Hall of Fame, Speaker Hall of Fame, TEDx top 1% (over a million views), Golden Gavel Award and more. He has worked with over 3,100 clients in applying this strategy and it will work for you too!
We're working together to bring ideas and info to the sales community
New content weekly from 63 global sales authors & 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: Personalizing a Value Proposition for a Key Executive
  • Live at: Nov 15 2017 9:00 pm
  • Presented by: Lisa Dennis, President, Knowledgence Associates
  • From:
Your email has been sent.
or close