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How to Develop Your Sales Managers Before Developing Your Sales Strategy

Welcome to The Sales Experts Channel! We are a community of sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.

Sales, Marketing, Sales Managers, Sales Strategy, Customers, Business Growth, Sales Teams
Recorded Mar 6 2018 49 mins
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Presented by
C. Lee Smith, Jamie Crosbie & Debbie Mrazek with special guests Suzanne Paling & Kevin Davis
Presentation preview: How to Develop Your Sales Managers Before Developing Your Sales Strategy

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    Scott Ingram, The Sales Success Expert and guest, Jacob Gebrewold
    Several classic hiring objections stand between many sellers and their dream job:

    “You don’t have the experience we’re looking for…”
    “Our industry is quite different than what you’re used to…”
    “We have ideal candidates in our pipeline, why should we gamble on you?”

    What’s the craziest play you’ve ever ran to overcome those objections?

    Have you ever avalanched your prospective CEO and Sales Director’s inboxes with video testimonials of their ICP saying “if you don’t hire this guy, I will”?

    Join Scott Ingram as he unpacks Jacob Gebrewold’s crazy hiring story at Klue, a competitive enablement SaaS startup ($15M Series A) selling to enterprise tech companies.

    Scott saw in Jacob’s hiring story the same 2020-era elite selling strategies that separate top reps from the rest and wanted to unpack this wild playbook with The Sales Expert Channel community.

    Scott Ingram hosts the “Daily Sales Tips” and “Sales Success Stories” podcasts, is a quota carrying sales professional for Relationship One and knows a great underdog sales story when he sees one.

    Strap in for a crazy quest of creative outreach, hurdling obstacles and candid storytelling too compelling for dream employers to ignore. This is “How to Land Your Dream Tech Sales Job”.

    You will learn :

    1. Researching Your Dream (Next) Job
    2. How to Get in the Door
    3. How to Get to the Final Round
    4. How to Get the Offer
    5. The Value of Hiring People With Unconventional Backgrounds
  • Sales Quotas, Design Thinking to Solve Your Biggest Sales Challenges Dec 15 2020 4:00 pm UTC 28 mins
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    You will learn:
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  • Get Stronger Results from Virtual Tradeshows and Conferences Dec 10 2020 10:00 pm UTC 45 mins
    Amy Franko, The Strategic Sales Expert w/guest, Alice Heiman
    Organizations who have traditionally invested in in-person tradeshows and conferences are having to reimagine their strategies for reaching potential buyers and current clients. Much of 2021 will likely be bringing us virtual events. You might be a sponsor or exhibitor trying to connect with buyers and host your top clients. You might be an individual seller looking to build potential leads. Or you may be an attendee looking to build skills.

    How do you make the most of these virtual events and get stronger results?

    Join Amy Franko for an insightful conversation with fellow sales expert, Alice Heiman, who has been helping her clients generate qualified leads through trade shows for over 20 years.

    You will learn:

    1. 2021 tradeshow and conference trends to be aware of
    2. How successful organizations are getting strong results with virtual events
    3. Practical ways to tangibly improve your virtual event results, and pitfalls to avoid
  • 6 Steps to Better Sales Hires Dec 10 2020 6:00 pm UTC 45 mins
    Jennifer Leake, The People Analytics Expert w/guest, Suzanne Paling
    Have you ever hired someone you wished you hadn’t? A candidate wowed you in the interview, but couldn’t sell? You hired a very likable person, but they weren’t a great salesperson? If so, you’re not alone!

    Successful hiring managers tend to do two things well. #1 - They balance experience and instinct with objective information when interviewing candidates. #2 – they have a consistent, repeatable hiring process. This session will identify the steps needed to create a more systematic approach that will enhance your current sales hiring process.

    You will learn a 6-step system that:
    1.is repeatable so you use it each time you interview and hire
    2.has sequential steps that build on each other and can be mastered
    3.offers checks and balances to prevent you from hiring likeability instead of ability
  • Creative Ways to Deploy AI for Sales Dec 10 2020 4:00 pm UTC 28 mins
    Chad Burmeister, the AI for Sales Expert and guest, James Isilay
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, talks with James Isilay, CEO of Cognism, a $10M+ European Sales Engagement company.

    You will learn:
    1. How has sales engagement changed over the years?
    2. AI for Sales technologies that you’ve never heard of!
    3. Where sales engagement is headed beyond 2020?
  • Using Video To Build Trust In Sales Dec 9 2020 6:00 pm UTC 19 mins
    Chad Burmeister, the AI for Sales Expert and guest, Mike Connell
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, talks with Mike Connell about creative ways to use video to build trust in sales

    1. How a video production company can use AI in Sales
    2. What was the role of video in sales prior to 2020?
    3. What is the role of video in sales going forward?
  • Can AI Be Trusted? Dec 9 2020 5:00 pm UTC 42 mins
    Chad Burmeister, the AI for Sales Expert and guest, Kevin Foster
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, talks with J Kevin Foster, CEO of Business Ethics Advisors.

    You will learn:
    1. What are some places AI is being used in sales and business?
    2. Can AI be trusted to make values-based ethical decisions?
    3. Will AI bring it’s own biases?
  • Advance your Sales Cycle with Enterprise Prospects Dec 9 2020 4:00 pm UTC 8 mins
    Lisa Magnuson, The Landing 7-Figure Deals Expert
    You will learn:

    •The single best ‘game changer’ to improve prospect advancement
    •Why Win Themes™ are the most powerful way to keep the
    conversation going
    •What is working right now in terms of prospect receptivity

    Target audience:

    •All salespeople who want to improve their prospect/client sales meetings
    •B2B Sales leaders: managers, directors, sales VP’s who want to keep prospect conversations going
    •Account team members: enterprise account executives/account managers who get together to plan for high impact client/prospect meetings
  • B2B Sales Strategy for the New Year Dec 8 2020 8:00 pm UTC 45 mins
    Liz Heiman, The Sales Growth Expert
    Don’t just set your sales goals for next year, create a plan to hit those goals. In this webinar we will talk about how to break down corporate sales goals into revenue tracks that make the most sense for your business, that your sales team understands and can deliver.

    You will learn:

    1. How to think about the company sales goals
    2. How to figure out where the growth will come from
    3. What has to be done and who does it
    4. How to help your sales team get organized.
  • How to Sell at “C” Level part II – an executive’s perspective Dec 8 2020 6:00 pm UTC 90 mins
    Steve Hall, The "C" Level Sales Expert w/special guest, Jacques Sciammas
    This follows “How to Sell at ‘C’ Level”, one of the most watched webinars on the Sales Experts
    Channel in 2019 & Silver Medalist, Top Sales Awards, for “Best Sales & Marketing Webinar”.

    Part I covered what senior executives do and don’t care about, how to create a message that will get You an initial meeting, how to deliver the message so it is seen, understood and acted upon and how to prepare for, conduct and follow up on the initial meeting.

    This takes a deeper dive. It covers what different ‘C’ level executives really care about, how they are
    measured, how and where to research their priorities, KPIs and key performance metrics
    and how to prepare for a successful meeting with a senior executive – from the executive’s perspective. Steve Hall explores these issues with Jacques Sciammas, President of “Selling to Executives” of Paris, France and Boston USA. Jacques chaired the capital committees at three major multinationals– the committee that makes the executive decisions about what to buy. He will explain the “C” level executive’s decision making process, what they look for from a salesperson and what does and doesn’t cut through.

    Jacques served as EVP Corporate Operations at Berkshire Hathaway; CFO – Investment Operations at BankBoston; Group VP & CFO at Charles Schwab & Director International Ops, Standards and Poor’s.

    You will learn:
    1. What “C” level executives really care about – from their point of view
    2. How they are measured & their key areas of responsibility
    3. How & where to research a company’s, industry’s and “C” level executive’s priorities & KPIs
    4. How to get meetings at “C” level
    5. How to make sure “C” level meetings provide value and are successful from the executive’s
    perspective as well as the salesperson’s

    This will be an invaluable opportunity to learn what a “C” level executive expects from salespeople and what does and doesn’t work when approaching and selling to them.
  • What Sales Can Learn About Self Care Dec 8 2020 5:00 pm UTC 28 mins
    Carole Mahoney, The Sales Coach Expert and guest Jeanette Bronée
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    Join Carole Mahoney and self care expert and speaker Jeanette Bronée for a discussion where they will cover:

    1. What is the impact at work when we don't take good care of ourselves?
    2. Why do so many of us choose burn-out over self-care?
    3. What can leaders do to encourage this in the workplace and culture or if you are in a role where leadership doesn't do this, what are some things individuals can do?
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    Diane Helbig, The No Selling Sales Expert
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    1. What Discovery is, and isn’t when networking
    2.How to engage when attending a networking event
    3.How to use discovery online
  • The Simple Fix to Fill Your Deal Pipeline with a New Revenue Source Recorded: Dec 3 2020 24 mins
    Joanne Black, The Referral Selling Expert
    The gap between inbound and outbound referrals is cavernous. You have an untapped highest value revenue source just waiting. This source will help you generate significant qualified opportunities in your sales pipeline, increase your revenue and profits, decrease risk, ensure sales effectiveness, and reduce your cost of sales. Enroll them as your outsourced sales team. Take action now, fill your sales pipeline with qualified leads, and drive revenue.

    You will learn:

    1. Where your highest-value revenue stream is hiding
    2. Identify the referral gap, that if not closed, will derail your sales
    3. Tactics to fill your sales pipeline with only qualified leads
  • 3 Ways To Plan For Success In 2021 Recorded: Dec 3 2020 45 mins
    Diane Helbig, The No Selling Sales Expert
    2020 has been a challenging year for many small business owners and sales professionals. While we don’t know what 2021 will bring we can create a strategy for how we are going to grow our businesses. In this webinar we’ll explore 3 steps you can use to create your own growth strategy

    You will learn:

    1.The value of reviewing your current client base along with past prospects, past clients, and current prospects
    2.The importance of exploring new markets
    3.How to expand your thinking around the value of your offering
    4.The elements of a growth plan that takes the pandemic into account
  • AI for Selecting BDRs Recorded: Dec 3 2020 28 mins
    Chad Burmeister, the AI for Sales Expert and Gregg Frederick
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    You will learn:
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  • Hire the Best, Upgrade the Rest Recorded: Dec 2 2020 44 mins
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    Do you have a strong team in place to achieve your revenue goals in 2021? Learn trade secrets and best practices for leveraging your people for success. Hiring the best and upgrading the rest will transform your sales organization with higher quality talent.

    You will learn:

    •Learn why it’s critical to hire elite sales talent
    •Understand a qualification process to uncover the “it” factor
    •Discuss why sales roles should not be thought of as a P&L line item
    •Understand how to prioritize training and why
    Learn how to put metrics and process to work for you
  • Mindset Matters in Sales Recorded: Dec 1 2020 31 mins
    Chad Burmeister, the AI for Sales Expert and Neal Phalora
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, talks with Neal Phalora, The Brian Warrior, about the role of Mindset in Sales.

    You will learn:
    1. Now that home and work life has become one, if you have a challenge in your home life, it can easily carry over into your work life
    2. In most communication, it’s not that it is missed communication, it’s miffed communication
    3. All of our decisions are made through emotions, how does this relate to sales?
  • Get Out Early or Win Recorded: Dec 1 2020 39 mins
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    The amount of effort required to win or lose a deal is more or less the same. Both have increased significantly as customers need to justify their decision by comparing alternatives. In a large deal you could invest 25-30 days of selling time, so it is crucial to get out as early as possible or win.

    Get out as early as possible…
    Most companies have a robust set of opportunity qualification criteria to justify the resource investment. It is perfectly legitimate to ask the customer to discuss your qualification criteria and to disengage if the answers prove the deal is not a good fit.

    …or Win
    Once you have decided to pursue an opportunity, how do you know that your sales process is good enough to win? In our experience, you must do 5 things you have never done before.

    You will learn:
    • Why salespeople chase “dead deals”.
    • Qualification questions to ask yourself and the customer.
    • How to walk away from a dead deal (or RFP) and disengage professionally.
    • Gamechangers that turn your sales process into a USP.
    • Benefits of a T-Shaped Funnel.
  • B2B Sales Operating System for Growing a Business Recorded: Nov 30 2020 42 mins
    Liz Heiman, The Sales Growth Expert
    Get control of your sales by implementing a sales operating system that makes your sales manageable and predicable. Sales is not a black box that you drop leads into the top of and hope something comes out the bottom. A solid sales operating system establishes a strategy and process to follow and manage. With those in place you can see where you stand against your goal and how to reposition your team to get the results you need.

    In this webinar, you will learn:

    1.What a sales operating system is
    2.How a sales operating system works
    3.The components of a sales operating
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  • Title: How to Develop Your Sales Managers Before Developing Your Sales Strategy
  • Live at: Mar 6 2018 4:00 pm
  • Presented by: C. Lee Smith, Jamie Crosbie & Debbie Mrazek with special guests Suzanne Paling & Kevin Davis
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