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Nailing Your Sales Pitch - in All Situations

Is your sales pitch professional? Is it high-quality and crisp? Can you flex and apply it anywhere on the phone, a live meeting, trade-show, or with executives? This dynamic webinar will provide practical professional sales tools that will help you reset and master the most critical element in professional selling.
Recorded Mar 15 2018 47 mins
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Presented by
Michael Griego
Presentation preview: Nailing Your Sales Pitch - in All Situations

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  • Designing and Leveraging Win Themes™ in 2020 Mar 5 2020 4:00 pm UTC 45 mins
    Lisa Magnuson, The Landing 7-Figure Deals Expert
    If you want to improve your prospect’s receptivity to your messages, then you need to know about Win Themes™. Win Themes™ accelerate your sales productivity by zeroing in on conversation sweet spots.

    Webinar participants will learn:
    1.Why are Win Themes™ so powerful for prospect and customer interactions?
    2.When can you to use Win Themes™ to gain maximum impact.
    3.What results can you expect from Win Themes™?

    Who should attend this webinar:
    -Enterprise sales people who want to improve the quality of their prospect interactions.
    -Sales VP’s and Sales Managers who want to learn how Win Themes™ will have an immediate and dramatic impact on prospect receptivity.
  • Using Intent Data to Fuel your Sales Automation Program Mar 3 2020 7:00 pm UTC 45 mins
    Shawn Elledge, The Lead Generation Expert
    Join us for an educational webinar on how to use intent data to identify companies and contacts consuming content related to your products and series on the internet. Relevancy is the fuel behind any successful sales automation program and intent data is the key to finding prospects actually interested in what you have to offer.

    Speakers include Charles Crnoevich, Head of Partnerships at Bombora and Shawn Elledge, CEO of Sales Lead Automation and the founder of the Lead Generation Institute.

    You will learn:

    How Intent Data works
    How to identify companies consuming content related to your products and services
    How to target ideal prospects at those companies using sales automation platforms
    How to prepare your data for your sales automation campaigns
    What subject lines and body copy are generating the most responses
  • Sell High-Value Professional Services with this Strategic Selling Framework Mar 2 2020 9:00 pm UTC 45 mins
    Amy Franko, The Strategic Sales Expert
    In professional services, earning higher value engagements is the fast path to growing your book of business.
    But most firms don’t have a consistent methodology that focuses on how to sell these types of engagements.

    This talk will help you change that. Amy Franko’s Strategic Selling Framework is a 4-part methodology designed for those who sell expertise or complex solutions. She works with organizations in professional services, technology, and insurance to help them accelerate sales growth.

    With the Strategic Selling Framework, you’ll create higher quality opportunities in your pipeline, work with top clients, and ultimately create more growth in your firm and book of business.


    You will learn:

    1.The Strategic Selling Framework to identify and close high-value engagements: Intelligence, Relationships, Propose, Commit
    2.Strategies to easily apply this framework and become that trusted advisor to your prospects and clients.
  • Score Meetings with Prospects in One Call Feb 28 2020 9:00 pm UTC 45 mins
    Joanne Black, The Referral Selling Expert
    Referrals are your ticket to the C-Suite—to any decision maker, for that matter. The biggest challenge sales managers face is lead generation: getting a consistent stream of qualified leads and reaching ideal prospects quickly. Referral selling
    solves these prospecting problems and more. Referrals are the fastest revenue-driver with no marketing costs,
    a 50%+ close rate, and pre-qualified leads in the pipeline.

    Yet, 95 percent of companies haven't adopted a systematic, disciplined, referral program with metrics, skills, and accountability for results—even though generating referral leads is their most productive outbound prospecting
    strategy. Sales reps don’t need to jump through hoops to get meetings. They always get a meeting, because they
    receive introductions from their prospects’ trusted colleagues.

    Whether you make cold calls now or not, leverage the power of your referral network and hit your sales numbers
    without hitting the phones. Your business development will never be the same. It's the one-call referral meeting!


    You will learn:

    1.Why referrals are gold—and yet almost no one is investing in their development
    2.The biggest reason you’re not getting the referral business you think you’re entitled to
    3.3 referral traps to avoid
    4.How to jump-start referral selling today
  • How to Install Pre-call Planning Acumen Feb 27 2020 4:00 pm UTC 45 mins
    Lisa Magnuson, The Landing 7-Figure Deals Expert
    Pre-call planning is a game changer for enterprise sellers. The benefits include:
    Increase sales call effectiveness and thereby close ratios by 20% or more.
    Accelerate your sales process through strategic thinking and careful planning for prospect meetings.
    Impress your customers through the use of thoughtful agendas where all participants are on the same page.
    Enhance your ability to truly listen and stay focused yet flexible during prospect interactions.
    Avoid ‘Bad’ calls and the associated fallout of a poorly executed customer exchange.

    Who should attend this webinar:
    Sales people who want to improve the quality of their prospect meetings.
    Sales VP’s and Sales Managers who want to learn how pre-call planning will have an immediate and dramatic impact on their sales results.
  • Cracking the Buyer Code – What do they REALLY want from Sales Professionals? Feb 21 2020 4:00 pm UTC 45 mins
    Lisa Leitch, The Sales Results Expert
    Today’s demanding buyer doesn’t have time or respect for Sales Professionals. In this session, we are interviewing buyers who will share their insight on exactly what they like and don’t like about sales professional’s approaches & actions. The following buyers will share their perspective on price, value and building trust:
    Susan Ryan, Merchandising Team Manager at Home Hardware Stores Limited
    Ryan Escalante, Key Account Manager at ReSource Group Canada
    Marianne Thompson, Vice President, Merchandise LBM at Home Hardware Stores Limited
    You’ll learn what it takes to get a buyer’s attention, secure a meeting, earn their business and ultimately a long-term partnership. A great session to get inside the buyer’s mindset as they reveal what it takes to earn their business.

    You will learn:

    4 States of the Consultative Culture – what state are you in?
    Insights from different buyers on how to provide more value in your meetings & become their trusted partner
    Other than price, what is most important to buyers
  • Don’t Let ‘Em Off Easy: How to Hold Prospects Accountable Feb 20 2020 5:00 pm UTC 45 mins
    Kristie Jones, The Sales Call Reluctance Expert
    Keeping deals flowing through the pipeline is critical for Sales Reps to hit quota and for companies to realize revenue goals. However, preventing deals from stalling out and prospects from disappearing isn’t easy. Forty-six percent of sales reps missed their quota in 2018. 

    Too often, the prospect takes over control of the sales process and all communication ends up being on their terms, making it easier for them to procrastinate or opt-out of the deal completely. 

    In order for sales representatives to effectively land deals, they need to know how to hold prospects accountable. Establishing urgency and being persistent is key, but it’s also important for representatives to know when to walk away from a deal that’s going nowhere.

    In this presentation, Kristie Jones, Founder and Principal of Sales Acceleration Group, shares her tactics for taking back control, creating specific timelines, and communicating clear expectations to prospects to ensure they know exactly what their role in the sales process is.

    You will learn:

    How to create an upfront contract with prospects that establishes how your sales process works
    How to teach prospects that you’re going to hold them accountable
    Why it’s necessary to give prospects homework and a deadline
    How to establish consequences for a prospect’s bad behavior
    What are the signs that it’s time to walk away from a deal that’s not progressing
  • How Tech Companies are Leveraging AI to Create Sustainable Pipeline Feb 20 2020 4:00 pm UTC 45 mins
    Chad Burmeister, The AI for Sales Expert
    The “automation revolution” has arrived and companies in all industries are turning to artificial intelligence to automate repetitive tasks in the sales process. In this session, Chad Burmeister, the AI for Sales Expert, will host Rob Wood, an early adopter of AI for Sales, to learn how ClicData leverages artificial intelligence to create sustainable pipeline.

    You will learn:

    How ClicData leverages AI for Social Sales that helped him reach out to thousands of potential resellers.
  • How To Lead the (R)evolution with Your Sales Force Feb 19 2020 7:00 pm UTC 45 mins
    Mike Kunkle, The Sales Transformation Expert
    Have you seen the recent B2B buying research? Study after study report that buyers:
    don’t trust salespeople
    don’t believe they understand them or their businesses
    do more and more of their own research
    aren't getting the insights they want from sellers
    are growing weary of stereotypical seller behavior.

    More than ever before, buyers don’t want to feel “sold to.” Yet, sellers still have quotas and a job to do. It’s a conundrum, for sure.

    Fortunately, there is a path forward. It’s time to shift to a buyer-centric selling system that prepares reps to deal with modern buyers to “help them buy” and earn their respect and trust, while still being able to meet company quotas and succeed in sales.

    The remaining challenge is how to get your sales force moving in this direction and selling in a new buyer-centric way. That’s no small feat, either.

    After outlining why it's time to change and what buyer-centric selling really means, Mike will share how to lead the (r)evolution with your sales force, to change behaviors and achieve mastery with this new methodology.

    You will learn:

    1.Why it’s absolutely imperative to make the shift to a buyer-centric selling system now!
    2.What a buyer-centric selling system really means.
    3.How to guide your sales force through the shift
  • Four Tips for “New Decade” Sales Messaging Feb 19 2020 4:00 pm UTC 45 mins
    Lisa Dennis, The Buyer-Focused Value Propositions Expert
    A new year is always a whirlwind of activity. You’re sizing up last year’s sales results, while at the same time building marketing and sales programs for the current year. But this year is 2020. A new decade. That’s a big thing. So working on a kickstart for the a new year isn’t enough. You need to think even BIGGER. Now is a great opportunity to look beyond this year and to think about a bigger, more impactful message. Yes – this year’s targets and revenue numbers are insane – and you have to be focused on demand generation and closing deals. BUT with a message that may not resonate in this new period we are in, will you be missing opportunities? So, what do you need to do to upgrade your sales messaging for a new decade?
    You will learn:

    1.Conducting a value proposition audit
    2.How to “mirror test” your key messages
    3.Checking in with your personas for 2020
    4.Translating marketing language into sales conversations
  • Eight Components of a Powerful Lead-to-Revenue Model Feb 18 2020 7:00 pm UTC 45 mins
    Christopher Ryan, The B2B Revenue Growth Expert
    If your goal is to massively grow your B2B company’s revenue and profit, no single tool or tactic is going to get you there. However, an effective Lead-to-Revenue (L2R) model positions you for success by aligning your marketing and sales models so that all your activities are more effective. This game-changing framework eliminates wasted motion and drives revenue and profits sooner by focusing you on the core structural and strategic components you need to succeed. By applying these strategies, you will learn how to out-market and out-sell even the toughest competition.

    Distilling more than 30 years of experience in B2B marketing, working with dozens of leading companies, lead-to-revenue strategist and revenue growth expert Christopher Ryan will provide the information to set-up your L2R model in a way that is effective, consistent and scalable. Specifically, he will share the eight components that go into every successful L2R framework and how to optimize each. He will cover areas like branding, sales models, processes, offers, content, marketing and sales alignment, technology and metrics. You will also hear examples that show you how each component works and set you on the road to great results and strategic B2B marketing clarity.

    You will learn:

    1. Assess your lead-to-revenue readiness.
    2.Spend your money and time on what really works.
    3.Measure marketing’s contribution to revenue.
    4.Build a framework that supports consistency and revenue growth.
  • Deal 1-Pagers for Sales Success: Qualify, Engage and Close More Deals Feb 14 2020 5:00 pm UTC 45 mins
    Steve Landuyt, The Unique Buyer's Experience Expert
    Imagine closing a deal with just 1 page!

    In today’s complex business environment, simplicity and clarity of message win the day with Executives and Decision Makers. Our research in conjunction with the Harvard Business Manager indicates 52% of customer executives want more succinct first meetings and 63% want to see improvement with executive summaries to help them sell internally. In this webinar, we will share concepts and sales tools that have been created specifically to satisfy these customer executives’ needs. From Appointment 1-Pagers to Mutually Agree Action Plans and Deal 1-Pagers, these powerful templates will help you qualify, engage and close more of your most important sales opportunities.

    You will learn:

    1.Why ‘1-Pagers’ are received so well by Executives and Buying Center members
    2.How a simple format can help you engage customers and secure their commitment
    3.What it takes to create a detailed ‘1-Pager’ at various stages to accelerate your sales cycle
  • In Sales Every Word Matters! Feb 13 2020 5:00 pm UTC 45 mins
    Caryn Kopp, The Chief Door Opener Expert
    The bar for sales standards has risen! “Technology-savvy customers have increasingly high standards, and explicitly seek trusted advisors over traditional salespeople.” –Salesforce State of Sales, 3rd Annual

    As sales reps struggle to connect, engage and book more meetings with their target prospects, they almost always overlook the most important element of achieving their goals – their sales message and approach. Personalization at scale doesn’t mean sending more boiler plate spam emails. It means developing targeted, personalized sales messaging that renders the competition irrelevant.

    In this session, you will learn:

    1.Why every word you use and say drives sales success OR not.
    2.Common blind spots when creating sales messaging.
    3.A method for developing a strong sales message that opens the door to more sales meetings.
    4.How this sales message strategy applies to the question’s sellers ask their prospects & clients.
    5.The next step to take right NOW to create better sales messaging.
  • What Sales & Account Management Need to Know about Working with Buyers in 2020 Feb 12 2020 6:00 pm UTC 45 mins
    Warwick Brown, The Key Account Strategist Expert
    Do you want to acquire, grow and retain more clients in 2020?
    The world of procurement is changing. Are you ready?
    The Deloitte CPO Survey has just been released and it’s a revealing and surprising look at the state of procurement.

    If you’re in sales or key account management then join this webinar and learn how to navigate the world of procurement in 2020.

    Discover:
    Why consolidation of suppliers could be your biggest risk or your biggest opportunity.
    How you should respond to the procurement risk factors.
    Why procurement is no longer just sourcing, but setting strategy and what you can do about it.

    You will learn:

    Highlights from the Deloitte CPO Survey
    How to make procurement risk factors work for you.
    How to position your organisation as a trusted partner.
    How to create a procurement focused strategy to grow client acquisition and retention.
    All this and much more.
  • Executive Presence for Sales Leaders: Elevate your Influence and Credibility Feb 12 2020 5:00 pm UTC 45 mins
    Julie Hansen, The Sales Presentation Expert
    Struggling to gain access or make an impact in the C-Suite? Difficulty getting buy-in from team members? Stalled on your career path? You may not need more selling skills, you may need Executive Presence!
    Executive Presence is an underrated quality that allows sales leaders to exercise greater influence both inside and outside of their organization. It is the ability to communicate with confidence, credibility, and clarity in high-stakes situations, and a vital skill for sales leaders whose livelihood depends on inspiring others to take action.
    Fortunately, Executive Presence, like selling skills, can be learned. In this session Julie Hansen takes this critical, but fuzzy quality and breaks it down into tactical steps that sales leaders can take to immediately improve their Executive Presence – and therefore their influence.

    You will learn:.

    1.How to exhibit Executive Presence in those critical first moments
    2.How to speak with vocal authority
    3.What words are sabotaging credibility
    4.How to convey your message with clarity
    5.The power of communicating with passion and purpose
  • The Whale Hunters Expert Series: Selling Cybersecurity Products and Services Feb 4 2020 4:00 pm UTC 35 mins
    Barbara Weaver Smith, The Large Account Sales Expert, with guest, Kim Caves
    The Whale Hunters Expert Series features video interviews with experts who bring actionable tips, best practices, and new ideas about business development and enterprise sales. Topics are directed at founders/owners/CEOs, sales and marketing executives, and large account salespeople of small and midsize companies that want to excel at doing great, long-term business with very large customers.
    This episode has special appeal for technology companies and sales execs, especially in cybersecurity.

    My guest for this episode is Kim Caves, Certified Partner and Office Head at the Whale Hunters in Calgary, an experienced large account cyber sales exec.

    Sales executives who are selling technology products and services in the cybersecurity market have a multitude of challenges. Whereas 15 years ago there were only a dozen major solution providers in this space, today there are over 1200 vendors and 3600+ products competing to solve cybersecurity problems. Salespeople who want to win large accounts must define and communicate their differentiators.

    You will learn

    1. How to determine who the buyers are.
    2. How to develop trust to understand their vulnerabilities.
    3. When to approach target buyers. After a breach or more strategically?
    4. How to differentiate your offering.
  • Leveraging Behavioral Intelligence to Grow & Scale Teams Recorded: Jan 24 2020 37 mins
    Mary Grothe, The Sales Behavioral Quotient Expert
    Some sales reps have the knowledge and skills to be top performers, but they still aren’t hitting quota. That’s where BQ comes into play. A person’s behavioral quotient determines how they show up and get the job done. BQ is fueled by thoughts, which turn into feelings, which dictate actions, and result in performance. BQ is what determines a rep’s success. This session discusses how to fuel BQ.

    You will learn:

    1. The top 10 knowledge and human-based skills that reps must have to become top performers.
    2. The 3 motivational styles and how each fuels BQ; altruistic, intrinsic, and extrinsic.
    A breakdown of BQ, how to benchmark yourself, identify the gaps, and make a plan for success.
  • Building Your 2020 Sales Plan for Professional Services Recorded: Jan 20 2020 43 mins
    Amy Franko, The Strategic Sales Expert
    Spend a day in the life of top sellers or business developers, and you’ll likely find a common theme. They invest their time in the right prospects, clients, and sales activities. Your sales productivity becomes even more important in professional services, where you’re balancing business development with client delivery.

    How do you determine which prospects, clients, and sales activities to invest in? What will move your book of business, practice, or sales territory forward most quickly? Having the right sales plan will get you there.

    In this session, you’ll learn:

    1.The sales plan elements you need to focus on that will grow your book of business, sales territory, or practice.
    2.How to successfully choose verticals and become known (Even if you work within a defined territory or practice.)
    3.The activities that will keep your sales plan from gathering digital dust.
  • The Ultimate Sales Experience: The Customer Journey Recorded: Jan 16 2020 45 mins
    Melissa Madian, The Sales Experience Expert
    The terms Sales Enablement and Customer Experience are super trendy right now... but how do you practically apply them to your business to achieve revenue growth? In this session, Melissa Madian will be joined by the Founder of DesiredPath, Kia Puhm, to provide some real talk on common mistakes made in your customer’s journey, how to combat them, and how to enable your sales functions to create a fabulous customer experience.

    You will learn:

    1.What mistakes you are making in your customer’s journey.
    2.How to easily avoid those mistakes by getting into the head of the customer.
    3.How to create situational awareness for your revenue-generating functions.
  • Watch Your Sales Language: What To Say & Avoid In Emails & Online Recorded: Jan 16 2020 40 mins
    Liz Wendling, The Authentic Selling Expert
    Are you frustrated with sending emails that don't get a response? Do you feel like your messages are not hitting the mark or landing with impact?
    In this new webinar, Liz Wendling will help you to identify the sales language that generates interest versus creating resistance. You will understand the importance of language and learn why what you say and how you say it matters more today than ever before. You will have what you need to craft messages that get a response.
    Takeaways:
    • Understand how specific language either pulls people into you or pushes people away.
    • Discover the phrases that suck the power out of your communication and weaken your message.
    • Identify that predictable language that causes people to trust you, buy from you, follow you, listen to you, or dismiss you.
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  • Title: Nailing Your Sales Pitch - in All Situations
  • Live at: Mar 15 2018 5:00 pm
  • Presented by: Michael Griego
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