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Fireside Chat Series - Sales Management: Coaching Difficult Sales People

Sales management expert Steven Rosen is hosting a fireside chat with fellow sales management expert Kevin Davis. Steven and Kevin 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.

Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.
Recorded May 11 2018 49 mins
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Presented by
Steven Rosen and Kevin Davis
Presentation preview: Fireside Chat Series - Sales Management: Coaching Difficult Sales People

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  • Channel
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  • The Business Value Hierarchy:A strategic approach to cure underperformance Jan 17 2019 6:00 pm UTC 45 mins
    Christopher Ryan, The B2B Revenue Growth Expert
    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
  • How to Sell at “C” Level Jan 15 2019 10:00 pm UTC 45 mins
    Steve Hall, The “C” Level Sales Expert
    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
  • Creating A Culture For Sales Success: 3 Simple But Powerful Strategies For Sales Jan 15 2019 6:00 pm UTC 45 mins
    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
  • Building a Value-Creating Sales Culture Jan 15 2019 4:00 pm UTC 45 mins
    Bob Apollo, The B2B Value Selling Expert
    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
  • Make More Time for SALES in 2019 Dec 28 2018 4:00 pm UTC 45 mins
    Debbie Mrazek - President
    - 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
  • Create. Dominate. Generate: Get Maximum ROI on Your Next Trade Show Dec 20 2018 6:00 pm UTC 45 mins
    Alice Heiman, CRO
    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
  • Prospecting Secrets – How to Find the Right Person, Right Now Dec 19 2018 6:00 pm UTC 45 mins
    Sam Richter
    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 5 Planks of Door Opening Success Recorded: Dec 12 2018 38 mins
    Caryn Kopp, Chief Door Opener
    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
  • Grow An Enterprise Account: 10 Steps to Collaborate on a Campaign Recorded: Dec 10 2018 22 mins
    Barbara Weaver Smith, CEO, The Whale Hunters
    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.
  • Secrets to 21st Century Selling Recorded: Dec 6 2018 54 mins
    Sam Richter w/special guest Mark Hunter
    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.
  • How to Build a Sales Organization from the Ground Up Recorded: Dec 5 2018 43 mins
    Liz Heiman, Chief Strategy Officer
    Other sales experts talk to you about how to sell, I teach companies how to build sales organizations that hit revenue goals.

    Starting with:

    - 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
  • Change the Way Your Team Sells with the Client Evolution Model Recorded: Dec 4 2018 47 mins
    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!
  • Selling to Multiple Buyers: Discovering Who Buys, Who Cares, and What Matters Recorded: Dec 3 2018 44 mins
    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
  • 8 Steps to Rolling Out a Powerful Social Selling Program Recorded: Nov 27 2018 37 mins
    Brynne Tillman
    Learn the 8 steps that every sales team needs to implement in order to launch a profitable and scalable LinkedIn & Social Selling program.

    1. Define KPIs and Goals
    2. Buyer Mapping
    3. Selecting Tool Stack
    4. Content Strategy
    5. Playbook
    6. Profile Development
    7. Training
    8. Measure and Coach for Improvement
  • 7 Sales Hacks to Boost Your Sales Productivity Recorded: Nov 20 2018 38 mins
    Deb Calvert
    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!
  • How Sales Leaders can Manage and Motivate Their Millennial Salesperson Recorded: Nov 16 2018 46 mins
    Danita Bye, Founder of Sales Growth Specialists; Author of Millennials Matter
    In this webinar, you’ll learn:
    -3 critical Millennial mindsets to leverage to get engagement
    -3 must-have beliefs needed for success
    -3 differences to providing feedback to Next Gen salespeople
  • How to Triple Your Close Ratio With Just Two Questions Recorded: Nov 15 2018 55 mins
    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.
  • Productivity, efficiency, effectiveness – what’s what and where to focus? Recorded: Nov 15 2018 42 mins
    George Brontén
    What is the difference between sales productivity, efficiency, and effectiveness? What can we do to maximize the output of our sales teams? Where should we place our focus? How do we ensure that everyone is working with the right things? Is sales and marketing technology helping or making matters worse?
  • 7 Sales Differentiation Secrets Every Salesperson Needs to Know Recorded: Nov 15 2018 47 mins
    Lee Salz – Sales Management Strategist and author of “Sales Differentiation”
    Sell the value! Those are the marching orders commonly given to salespeople as they are sent on a quest to hit their quotas. But what is the value? That’s what salespeople want (and need) to know. Without a sales differentiation strategy in place, every buying decision is laser-focused on price.

    Lee B. Salz, author of the new, groundbreaking book “Sales Differentiation,” teaches you how to harness the power of sales differentiation to win more deals at the prices you want. In this entertaining and educational virtual presentation, Lee will share 7 sales differentiation secrets every salesperson needs to know.
  • Ideal Schedule for Sales Manager Productivity Recorded: Nov 14 2018 49 mins
    Carole Mahoney, Founder
    What should a sales manager’s schedule look like to have the maximum impact on their sales teams’ performance?

    Join this webinar and discover sales productivity best practices that overcome challenges with:
    ●Building relationships with salespeople
    ●Improving sales performance
    ●Managing quota to exceed expectations
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  • Title: Fireside Chat Series - Sales Management: Coaching Difficult Sales People
  • Live at: May 11 2018 4:00 pm
  • Presented by: Steven Rosen and Kevin Davis
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