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How to Win the Sale with the Discovery Call

Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
Recorded Sep 7 2017 42 mins
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    Deb Calvert with special guest Gerhard Gschwandtner
    Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied the lives of hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.
  • Sales Legends Series - An Interview with Jim Cathcart Apr 19 2018 9:00 pm UTC 45 mins
    Deb Calvert with special guest Jim Cathcart
    Jim Cathcart, CSP, CPAE is the original author and champion of “Relationship Selling.” This set of international best selling books, training videos and other learning materials has been translated into multiple languages around the world. Mr. Cathcart is the author of 18 books and past president of the National Speakers Association. Among professional speakers he has received virtually every possible award and certification. This includes the Cavett Award, Golden Gavel award, Speaker Hall of Fame, Sales & Marketing Hall of Fame and Legends of Speaking award.
    Jim Cathcart’s major contribution to the sales profession has been the popularization of treating relationships as assets and encouraging the advancement of ethical sales behavior and sales systems. His model of “The Eight Competencies of Top Sales Producers” helps isolate the many skills required for sales success and simplifies the training process. He has delivered over 3,100 presentations around the world to audiences as large as 13,000. His recent TEDx video has received over 1.25 million views placing it in the top 1% out of over 100,000 TED videos.
  • Truths, Trends and Strategy in Sales Negotiation Apr 10 2018 6:00 pm UTC 45 mins
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  • Fireside Chats on Sales Management with special guest Jason Jordan Apr 6 2018 4:00 pm UTC 45 mins
    Steven Rosen and Jason Jordan
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  • The Era of Accountability: Sales & Marketing’s Revenue Responsibilities Apr 5 2018 5:00 pm UTC 45 mins
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  • Maximize Sales Training with the 5 Stages of Sales Mastery Recorded: Mar 14 2018 48 mins
    Mike Kunkle
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  • 5 Successful Strategies for Using Stories in Your Sales Pitch Recorded: Mar 14 2018 39 mins
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  • Sales Legends Series - An Interview with Jon Ferrara Recorded: Mar 12 2018 46 mins
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  • Fireside Chats on Sales Management Recorded: Mar 9 2018 49 mins
    Steven Rosen and David Brock
    Sales management expert Steven Rosen is hosting a fireside chat with fellow sales management expert David Brock. Steven and David will have a no holds barred chat sharing their insights on the most challenging issues facing sales managers today.

    No powperpoint, no videos, just open and frank discussion.

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  • Customer Success: Way beyond Customer Service! Recorded: Mar 8 2018 49 mins
    DebCalvert - Moderator; Tim Hurson, Guy Nirpaz and Katie Christian
    Customer Success is not the same as Customer Service or CX. Customer Success is about getting ROI and value for your customers, at every touch point with your organization. It's a tall order, but leading companies are committed to customer obsession. Learn more about Customer Success from the CEO of Totango in this panel discussion moderated by Deb Calvert and with innovative ideas from Sales Expert Tim Hurson. You'll see post-sale processes and customer relationships in a whole new way!
  • Involving Customer Success Early in the Sales Process Recorded: Mar 7 2018 41 mins
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    Sales Enablement, Sales, Marketing, Sales Productivity
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    Sales Development, Sales, ABM, Marketing, Sales Trends, Customers
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  • Title: How to Win the Sale with the Discovery Call
  • Live at: Sep 7 2017 5:00 pm
  • Presented by: Keenan
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