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Building a Sales Playbook that Salespeople Will Really Use

Trying to get your sales team to be on the same page? Locking down on optimized sales actions and best-practices? Want to build a Sales Playbook beyond paper documentation? We'll show how to lock down right-practices and roll it out to your salespeople in a way that they'll REALLY use.
Recorded May 10 2018 46 mins
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Presented by
Michael Griego
Presentation preview: Building a Sales Playbook that Salespeople Will Really Use

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  • Branding and Positioning for Marketplace Leadership:Revenue Growth Series Part I Mar 26 2019 5:00 pm UTC 45 mins
    Christopher Ryan, The B2B Revenue Growth Expert
    A clear, compelling and differentiated brand is a critical factor in the success of every market leader (company or individual). The right branding and positioning strategy can propel your growth and provide significant competitive advantage and the wrong branding strategy can make it more difficult to achieve revenue goals.

    In this event, part 1 of the revenue growth series, discover how to craft your messaging to accelerate revenue and command higher prices. Find out how to use artful branding to take yourself out of bidding wars and become the “obvious choice”. Understand how you can brand yourself both for today’s and future markets. Hear examples of companies that have been branding winners and losers (and the differences).

    We’ll cover the scenarios where you need a major brand overhaul and those where a branding tune-up is sufficient. You will understand why your brand promise is not just a clever slogan that your marketing department dreams up, but rather the foundation upon which your business is built. Last, but certainly not least, we will discuss how your branding and positioning can be used as a key asset to achieve profitable revenue and grow the value of your company.

    You will learn:
    1.Which branding elements contribute to greater revenue.
    2.How to successfully out-brand a larger competitor.
    3.The six major principles that separate great brands from mediocre brands.
    What you can start doing today - to get your branding and positioning on track.
  • Build A Coaching Culture for Successful Large Account Sales Mar 20 2019 4:00 pm UTC 45 mins
    Barbara Weaver Smith, The Large Account Sales Expert
    Part II in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.

    The successful large account salespeople today and in the future need to be intelligent, informed, skilled, knowledgeable and wise. Too much sales training focuses on information (mostly product-based) and skill (mostly routine). The leaders’ job is to coach the entire team to translate information into knowledge and move towards real wisdom in their interaction with prospects and customers. This webinar covers how to create a culture of coaching within your sales team, how to develop a deep customer-centric perspective within your company, and how to manage the short-term demands with a long-term perspective.

    You will learn:

    1.How to coach your team to turn their information into useful knowledge.
    2.How to find time and ways to coach your team.
    3.Sales enablement ideas for a coaching culture.
    4.Characteristics of a culture that fosters fast growth.
    5.How to nurture a customer-centric perspective in your sales team.
  • Sales Acceleration - 7 Back to Basics Approaches to Propelling Sales Success Mar 19 2019 3:00 pm UTC 45 mins
    Deb Calvert w/special guest Drew Stevens
    Are you struggling with sales success? Are you meeting your sales closure goals? Or, are you simply seeking better and more efficient methods to close sales quickly? Selling is a 3000-year-old profession that requires one ideal to achieve success – simplicity! Sometimes it is not what you are doing but what you are avoiding so that you achieve and exceed quota. In this fascinating, interactive and enjoyable presentation you will be engaged with the art of simplicity and basics so that you achieve more, bypass competition and excel personally and professionally in all you do!

    In this interview you will learn:
    1.How to achieve differentiation from other sales professionals
    2.Compare and contrast electronic and traditional methods to break out from competition
    3.Analyze and develop better methods to reaching the economic buyer
    4.Understand the importance of a process and remaining true
  • Emotionally Intelligent Sales Cultures Mar 18 2019 5:00 pm UTC 45 mins
    Colleen Stanley, The Emotional Intelligence For Sales Expert
    In today's hyper-competitive markets, sales people are under a lot of pressure. A sales person must not only sell a solution to a client, they must partner with the client to create the solution. This requires the ability to build trust with prospects and customers quickly. This level of partnership, co-creation, is not possible without the ability to engage people on both a rational and emotional level. Emotional intelligence is the competitive tool for sales people.

    Colleen Stanley shares thought provoking and practical tips for incorporating emotional intelligence skills into your sales process. Learn how soft skills produce hard sales results.
    Learning Objectives:
    Understand the art and neuroscience of influence, sales and sales leadership.
    Discover why salespeople—and sales managers---default to fight or flight responses during difficult conversations.
    Learn the power of emotional self-awareness, the mega soft skill. Know thyself before you can know others.
    Discover how and why empathy builds trust and relationships. Leverage the power of truly ‘walking a mile’ in another person’s shoes.
    Gain insights on the importance of delayed gratification in building powerful selling skills and sales teams.
  • How to Identify and Leverage Win Themes™ for Every Prospect Call Recorded: Mar 14 2019 35 mins
    Lisa Magnuson, The Landing 7-Figure Deals Expert
    If you want to improve the customer experience and their receptivity to your messages, then you need to know about Win Themes™. Accelerate your sales by staying in the conversation sweet spot thereby moving the prospect through the sales cycle without stalls.

    You will learn:

    1. What are Win Themes™?

    2. Why are Win Themes™ so powerful for customer interactions?

    3. When to use Win Themes™?

    4. What results can you expect with Win Themes™??
  • Closing Sales? No Excuses! Recorded: Mar 7 2019 46 mins
    Michael Griego, The Enterprise Sales Effectiveness Expert
    Are you a Sales Closer? Do you know what it really takes to close deals in today’s environment? This session will cut through all the noise about closing deals with clear, doable, professional sales best-practices. Let’s revamp how we sell. No excuses!

    You will learn:

    1. What Closing is and what it isn’t
    2. How Super Star Salespeople really Close
    3. Key Disciplines for Effective Closing
  • How to Create a Sales Experience that Doesn’t Suck Recorded: Mar 6 2019 40 mins
    Melissa Madian, The Sales Experience Expert
    Your sales people are often the first people with whom a prospective customer interacts. Are you equipping Sales with what they need to have an engaging, relevant conversation while also providing an experience that makes the customer say, ‘Wow, that salesperson really got me!”? This session will cover how to design a sales experience that is geared towards building customers for life.

    You will learn:

    1.Why the Sales experience is so critical to the customer lifecycle.
    2.How to design a Sales experience that meets the needs of revenue-generation while creating a fantastic customer experience.
    3.How to empower your Sales teams so they are customer-centric.
  • How to Supercharge Sales by Building An Ideal Client Profile (ScaledUp Ep. 1) Recorded: Mar 5 2019 36 mins
    Lloyd Yip, The Startup Sales Expert
    An Ideal Client Profile (ICP) is a detailed description of the clients who would benefit most from your product/service. These clients are more likely to buy in to your vision, advocate for you, and ultimately stay a long term profitable client.

    Knowing your ICP means it’ll be easier to bring in more high value business that STAYS and ADVOCATES for you. As well, because you truly understand your market and their pain points, it is easier for you to improve the product/service in a way which keeps your clients happy.

    On the flipside, not knowing your ICP would mean:

    -It’s more difficult to find clients who want to buy
    -It’s harder to retain clients long-term
    -You’re more likely to bring on poor-fit clients who drain your resources
    -It’s confusing as to which marketing channels to use
    -It’s more challenging to improve the product/service to be in line with your clientele

    You will learn:

    1.How to analyze your existing client base to understand which clients fit your ICP
    2.How to also uncover who are the clients who are BAD fits, so you can avoid them
    3.How you can maximize your sales and marketing efficiency once you have a fully built ICP
    4.How to ultimately leverage your ICP to improve sales and revenue
    5.BONUS: How to discover your ICP even if you have very few clients to look back at
  • Part II: What Management Needs to Know About Successfully Selling to the Top Recorded: Feb 26 2019 41 mins
    Caryn Kopp, The Chief Door Opener Expert
    In Part II of this two-part webinar series, you will learn the 4 leadership practices that ensure results when selling to executives. We’ll discuss “must-do’s” for increasing the number and quality of executive level prospect meetings, making it inevitable for sellers to get optimal outcomes from pitches, reasons why some sellers and managers fall short of expectations (and what to do about it) as well as ways to protect your company’s most valuable asset – your pipeline.

    The content of this webinar is highly effective when you face:
    •Long sales cycles (larger deal size)
    •Tough competition
    •Multiple decision-makers in the buying process
    •Executive level decision makers

    You will learn how to:
    1.Implement a formula for landing more high-quality prospect appointments
    2.Know what sellers must include in their pitches to get the best results
    3.Pinpoint the real “why” behind the gap in sales staff delivery (so you solve the right problem)
    4.Initiate policies which ensure a continuous, predictable healthy pipeline

    Bonus content: Which “hidden” metrics tell you you’re getting it right
  • The Five Keys to Effectively Plan for Every Sales Call Recorded: Feb 26 2019 42 mins
    Lisa Magnuson, The Landing 7-Figure Deals Expert
    How about a 20% or more boost in your sales effectiveness? If you want to improve the quality and efficiency of your customer meetings and boost close ratios, then this webinar is for you. You can accelerate your sales development by mastering how to plan for every sales call.

    You will learn:

    1.What is a pre-call planning?
    2.Why is pre-call planning one of the most effective sales tools to increase sales effectiveness?
    3.What are the five keys to successfully plan for every sales meeting?
    4.What results can you expect from pre-call planning?
  • The Ambassador Factor: Create Client Loyalty to Drive Sales Success Recorded: Feb 21 2019 42 mins
    Amy Franko, The Strategic Sales Expert
    The new sales economy has made the standard definition of “satisfaction” obsolete. To attract and grow the best customers today, we need to cultivate loyalty. This requires sellers and sales leaders who are ambassadors. Loyal clients are 3X more likely to continue buying from you; you can expand your reach at higher margins. Amy’s session reveals strategies to improve overall client loyalty and boost your sales success.

    You will learn:

    1. What it means to sell like an ambassador
    2.Key value elements that are most important to our prospects and customers
    3.The differences between tables stakes (satisfaction) and differentiators (loyalty)
    4.Loyalty strategies you can apply with prospects and existing clients
  • Part 1: What Management Needs to Know About Successfully Selling to the Top Recorded: Feb 20 2019 44 mins
    Caryn Kopp, The Chief Door Opener Expert w/special guest, Kent Gregoire
    In Part I of this two-part webinar series, you will learn the process for winning sales opportunities at the executive level and the next-generation in opportunity management for sales organizations. We’ll discuss a structured, scalable process for qualifying and most importantly, winning strategic sales opportunities where competitors are strong and customer buying protocols are influenced by formal and informal decision criteria.

    The content of this webinar is highly effective when you face:
    •Long sales cycles (larger deal size)
    •Tough competition
    •Multiple decision-makers in the buying process
    •Executive level decision makers

    You will learn how to:
    1.Qualify in or out of deals quickly to improve close ratio using 9 criteria
    2.Examine formal and informal power and find the relevant executive
    3.Improve forecast accuracy
    4.Win more profitable business

    Be sure to sign up for Part II of What Management Needs to Know About Successfully Selling to the Top to learn the 4 leadership practices that ensure results when selling to executives, on Feb 26 @1pmE.
  • Understand Unique Business Issues of Global Corporations Recorded: Feb 20 2019 41 mins
    Barbara Weaver Smith, The Large Account Sales Expert
    Part II in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.

    These corporations face all the usual business challenges and needs as well as issues unique to their size and global reach. The leadership team in one subsidiary company may ultimately be subject to the decision-making authority of corporate leaders in another country, from another culture, with different concepts of risk, the speed of decision-making, and what constitutes proof. Corporate culture is influenced by the cultures of all the countries from which leaders originate and where employees reside. Besides culture, large corporations are uniquely complex, unwieldy, influenced by the speed of business, technology dependent, and rule-governed. How will you train your sellers and SMEs to understand and position your company as a superior resource to executives in very large companies?

    You will learn:

    1. How understanding the unique issues of global corporations can help you better position your company’s value proposition.
    2. What is the most important issue facing all global businesses.
    3. What resources are available to help you learn about doing business in other countries.
    4.How you can decide what to do when your customer is expanding internationally
    5.What opportunities you have to be innovative with global customers.
  • The Current State of Sales Coaching – How to Make Coaching Work Recorded: Feb 19 2019 42 mins
    Steven Rosen with David Kurlan
    Join sales management expert Steven Rosen and his guest sales expert David Kurlan for an exciting “Fireside Chat.” In this episode, they will share their insights on what sales executives and managers need to do to ensure that they can overcome many common coaching challenges and coach their salespeople to crush their sales numbers.

    No PowerPoint, 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.

    Are you doing a great job coaching? Are you coaching frequently enough? Steven and Dave will answer these questions and share their insights into why coaching is not working and what you can do to ensure that you can get the impact you desire from coaching.

    You will learn:

    - What is the current state of sales coaching
    - What can you do to improve your coaching effectiveness
    - How to ensure that you and your sales managers are coaching
  • Sales Scripts: Acting Secrets for Bringing your Script to Life Recorded: Feb 14 2019 49 mins
    Julie Hansen, The Sales Presentation Expert
    Hate using a sales script? Afraid you’ll sound phony? You’re not alone. Yet a good sales script, delivered well, can be one of your most powerful selling tools. Fortunately, you can learn how to take those words “off the page” and bring them to life in a natural, conversational way by applying the same techniques actors use in film and television. In this webinar, Actor and Author Julie Hansen reveals simple acting secrets for working with your sales script in an authentic, fresh way that will free you up to have an active, engaging dialogue with your prospect.
    You will learn:

    1.Scripts vs. “winging it” – what you need to know
    2.5 things you absolutely, positively must have down cold
    3.How to break down your sales script into “beats” like an actor
    4.The difference between “internalizing” and “memorizing” your script
    5.How to deliver your script so it never sounds canned!
  • Six Ways to Shorten the Sales Cycle:Reduce Complexity and Increase Win Rates Recorded: Feb 13 2019 45 mins
    Christopher Ryan, The B2B Revenue Growth Expert w/special guest Mladen Kresic
    Due to the expanding involvement of multiple people (and functions) in the decision process, sales cycles are getting longer and the entire process is becoming more complex. As a result, customers prefer not to change and to remain with the status quo. This leads to a lot of frustration for sellers and a great loss of productivity.

    We will discuss the realities of today’s complex selling environment and how to avoid pitfalls that lengthen the process. You will also hear about how to maintain the value of your offering while keeping your credibility and leverage strong. Most important, we will give you the details of six proven strategies to shorten the sales cycle:

    1. Factor in the decision process.
    2. Stop excessive and unnecessary reorganizations.
    3. Sell solutions that impact business.
    4. Manage internal expectations.
    5. Don’t overcomplicate it.
    6. Avoid unprincipled concessions.

    This training event is not based on theory, but rather on the specific strategies and tactics developed by top international negotiation expert Mladen Kresic. Mladen has taught and consulted with many leading corporations to help them close more than $2 Billion in closed deals. Several examples of successful negotiations will be provided.    

    As a result of attending this event, you will learn how to:

    Make it easier for your customers to buy.
    Sell solutions that impact the customer’s business 
    Simplify the process and manage internal expectations.
    Avoid unprincipled concessions.
  • Increase Quota Attainment with a Buyer-Oriented Selling System Recorded: Feb 5 2019 38 mins
    Mike Kunkle, The Sales Transformation Expert
    Ongoing sales research repeatedly tells us that modern buyers want something different from sales reps than they’re getting today. Yet, for the most part, sellers continue to do the same old things they’ve always done. This does not bode well for 2019.

    Are you tired of how many of your sales team’s deals end in “No Decision?”
    Does it concern you how many of your sales reps don’t make quota?
    Are you ready to do something about it?

    In this webinar on The Sales Experts Channel, sales enablement expert Mike Kunkle will share a Buyer-Oriented Selling System that will help you:

    1.Shift your sellers’ mindset to think like a buyer
    2.“Flip the script” to operate outside-in, from your buyers’ perspective
    3.Operate in ways that build trust, rather than sounding like a stereotypical salesperson
    4.Increase competitive differentiation as well as improve win-rates and quota attainment
    5.Sell differently to get different results
  • Sales in a New York Minute Recorded: Feb 4 2019 45 mins
    Deb Calvert w/special guest, Jennifer Gluckow, author of Sales in a New York Minute
    Deb is hosting special guest Jennifer Gluckow to talk about her new book “Sales in a New York Minute.”

    You've heard the term ''...in a New York minute,'' and you have your own ideas of what it means. Jennifer Gluckow defines it as ''fast, clear, direct, and successful.'' That's the way of New York, and it's the way sales are made (or lost) in New York City, and everywhere else on the planet.

    Jennifer's concepts and strategies for selling follow the timeless New York City line, ''If you can make it there you can make it anywhere,'' transitioned to, ''If you can make the sale there, you can make the sale anywhere.''

    212 is a sales nuance - it's the boiling point, the tipping point, and the emotional point. It's the NYC area code, and it's the number of mastery ideas and strategies in Jennifer's book that will bring salespeople success. Whether you're a sales newbie or a sales master, Jennifer's 212 New York minutes will bring your sales and your customers to the buying point.

    From attracting customers online and face-to-face, to helping secure lifelong relationships, referrals and reorders, by building trust over time, minute by minute; to ensuring profitable sales and customer loyalty, you will learn 212 strategies that when put into practice, will make your sales and success soar.
  • Jeffrey Gitomer’s Sales Manifesto Recorded: Feb 4 2019 45 mins
    Deb Calvert w/special guest, Jeffrey Gitomer, The King of Sales
    Deb is hosting special guest Jeffrey Gitomer because…

    After 50 years of successfully making sales all over the world.
    After delivering more than 2,500 customized speeches to the world's biggest companies.
    After establishing an unrivaled social platform with millions of views and followers.
    After leading the marketplace with Sell or Die podcast.
    After delivering more than 350 sold-out public seminars to audiences all over the globe.
    After writing 13 best-selling books including The Sales Bible and The Little Red Book of Selling...

    Jeffrey Gitomer has finally written the SALES MANIFESTO. A book that sets the standard, and lays bare what it will take for salespeople to succeed now, and for the next decade.

    The MANIFESTO identifies in simple language the 5.5 parts of the new sale, and builds easy-to-learn and easy-to-implement models for each component:

    1. Value Attraction (creating social messages that make the reader want more)
    2. THEM Preparation (planning strategy, getting ready, and executing)
    3. Value Engagement (attraction PLUS value)
    4. Connection and Completion (perceived value beyond price in both 'how to connect' and 'connect to make a sale')
    5. Building profitable long-term relationships (loyal, value driven customers)
    5.5 Building a permanent referable first-class reputation (both online and community based)

    This book is not just the answer - it's a no bull book of ANSWERS and ACTIONS that will put you on top of your sales world and keep you there.
  • Gain Relevant Sales Knowledge about Very Large Account Prospects Recorded: Jan 30 2019 44 mins
    Barbara Weaver Smith, The Large Account Sales Expert
    Part I in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEO, President, Founder, Owner, Business Development, Sales VP, CMO, Sales Enablement, Key Account Manager of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations. Far too often, these responsibilities become divided by territories, individual reps, product lines, historical relationships, or sales to divisions or subsidiaries. The corporate board and senior management make their most strategic business and financial decisions with their entire global footprint top of mind—unless you can see the whole as well as its parts, you operate from a position of weakness. How can your company initiate and manage long-term relationships with the many people, subsidiaries, locations and divisions of a global account in a way to provide the greatest value to that customer and you? This webinar covers your company’s knowledge base—how do you gain relevant knowledge, manage it, share it, and keep it up to date. Who should be responsible and how can you afford to do it?

    You will learn:

    1.How much does your team need to know in order to be successful?
    2.How to conduct research, synthesize what’s relevant, and keep it up to date?
    3.How to share and communicate among all who need to know?
    4.What are the relevant tools and resources to make this process easy?
    5.Who should be responsible for doing this work? How can you afford it?
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  • Title: Building a Sales Playbook that Salespeople Will Really Use
  • Live at: May 10 2018 5:00 pm
  • Presented by: Michael Griego
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