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Part II: What Management Needs to Know About Successfully Selling to the Top

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
Recorded Feb 26 2019 41 mins
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Presented by
Caryn Kopp, The Chief Door Opener Expert
Presentation preview: Part II: What Management Needs to Know About Successfully Selling to the Top

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  • Channel
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  • Cracking the Buyer Code – What do they REALLY want from Sales Professionals? May 8 2020 3:00 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
  • Disqualify Hard: Close Easy Mar 20 2020 1:00 pm UTC 45 mins
    Marcus Cauchi, The Channel Hypergrowth Expert and special guest, Bob Apollo
    Traditional selling focuses on qualifying prospects into the funnel. We will explain why you must focus on disqualifying out the non-prospects, wrong prospects and bad business. You will learn why this approach will free up your salespeople to focus on high value activities, increase the time available for selling by as much as 500% and increase the time salespeople are highly productive by up to 400%. This in turn frees up managers to focus on their highest value activities:

    • Hire the best people
    • Get the best out of them
    • Get into the field supporting salespeople and partners

    Marcus and Bob will explain why salespeople hang on to non-opportunities and why weak sales managers tolerate this unproductive behaviour.

    In an increasingly competitive selling environment, with an over reliance on technology instead of focusing on doing the basics well, consistently, over time and meaning it, we will show you why what you have always done is hurting you, your salespeople and your business.

    Prepare to be challenged, to feel uncomfortable and leave with practical insights you can apply immediately in your sales teams.

    You will learn:

    1. Why you need to stop qualifying in, and instead, disqualify out to close more sales, faster
    2. Why you must focus on managing the middle of the funnel
    3. Why pipeline hygiene is essential to forecasting accuracy and building a sustainable business
    4. Why traditional pipeline management wastes scarce resources, distracts from real opportunities and contributes to only 44% of sales reps hitting quota
    5. Why a clean, healthy pipeline will drive up close ratios and shorten sales cycles
  • Planning for Prospecting Success Mar 19 2020 3:00 pm UTC 45 mins
    Adam Snider, The Teaching Sales Skills Expert
    A common challenge sales people experience is not having enough time to prospect; the root cause of this is generally lack of planning and organization. Learn how to arrange and organize a versatile prospecting plan to keep you consistent and accountable to your business development. Whether you are a sales professional or leader, don’t cold call aimlessly, build a strategy for prospecting success.

    You will learn to:

    1.Engage your market daily.
    2.Take the chore out of prospecting.
    3.Be more relevant to your prospects.
    4.Prospect without just cold calling.
    5.Increase your prospecting success.
  • 3 Attributes of Top Sales Performers Mar 17 2020 4:00 pm UTC 45 mins
    Mary Grothe, The Sales Behavioral Quotient Expert
    As a former #1 and Top 10 rep, Mary Grothe is often asked to share what she believes are the top attributes of high-performing sales people. In addition to her own experience at the top of the rankings, she had the opportunity to work on the #1 sales team in the country and now oversees dozens of top sales performers across the country. 

    You will learn the top 3 attributes, how to benchmark yourself against them, and an action plan to increase your performance. The attributes are:
    1.The relentless pursuit of winning, fueled by hating to lose and the inner desire to be number 1, and competing in everything.
    2.Being full of passion, enthusiasm, and conviction.
    3.Being an industry and product/service expert.
  • Effective Selling through Powerful Story Telling Mar 13 2020 3:00 pm UTC 45 mins
    Michael Wills, The Fractional Sales Leadership Expert
    Do you find yourself too often in the weeds with your prospects? Five minutes into your first meeting and you are already sharing what your products do? Have you noticed your prospect has already lost interest and wishes you would just leave?

    Great Marketing and Sales is not about you or your product. It is about pain and your Prospects frustrations. It is about changing your “me first” focus, to one where your prospect joins you in a story where they are the lead character, and your role is to demonstrate that you understand their world, and have solved pain for a similar person or company which deeply resonates with them. This pivots you and your story to one of service and value. Now you have their attention!!

    In this webinar you will learn the 3 Rules of Storytelling and how these rules will jumpstart your marketing and sales.

    You will learn:

    1.Learn Your Story
    2.Learn how stories change your Buyer’s emotions and interest
    3.Learn how to use storytelling to supercharge your sales
  • Artificial Intelligence, It’s Not Just for Lead Generation Mar 10 2020 5:00 pm UTC 29 mins
    Chad Burmeister, The AI for Sales Expert
    Learn how AI for Sales is changing the game for companies who choose to harness the power of big data to dominate their market

    You will learn:

    1. What are the top 3 ways companies are using AI for Sales in the last 12 months
    2. Where is the best ROI in AI for Sales?
    3. Where should I start?
  • 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.
  • Three Proven Techniques to Overcome Sales Call Reluctance Mar 4 2020 4:00 pm UTC 45 mins
    Connie Kadansky, The Sales Mindset Expert
    70% of the sale is engagement and discovering the needs of the prospect. When you get in front of a prospect if the timing is right, you are almost there if you discipline your process and do not allow yourself to sabotage the conversation. What’s it going to take to learn how to listen yourself into a sale versus talking yourself out of one?

    Sales Call Reluctance is the emotional hesitation to prospect and promote. It not only shows up in initiating contact with potential buyers, it shows up during a sales conversation when you are in front of your ideal prospect. Do you ever freeze on a sales call? Do you wait too long to state the price of your products or services? Do you wait too long to ask for payment? Do you spend excessive time explaining product features and specifications? Do you give a discount based on a perceived objection? If so, this virtual training is for you.

    You will learn:

    1.How the different types of Sales Call Reluctance show up on the sales call.
    2.How to psychologically prepare for your sales call.
    3.A formula to discover what is important to your prospect and much more.
  • 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
  • How To Avoid The Common Cold Email Mistakes That Ruin Sales Relationships Mar 3 2020 5:00 pm UTC 45 mins
    Liz Wendling, The Complex Sale Expert
    Get the cure for common cold e-mail mistakes. In this new webinar, Liz Wendling helps you to leverage the tools of technology and understand how to craft powerful and impactful e-mails. When done well, cold-call e-mails work. When done poorly, your messages will likely be deleted with disappointing frequency. The structure and language of your e-mails will either pique interest or generate resistance.
    • Learn the words and phrases that inspire people to read and respond to your messages.
    • Identify a cold e-mail approach that works for you and distinguishes your business. One size does not fit all.
    • Understand the top 5 social selling mistakes that cause your e-mails to be deleted and what to do instead.
  • Practical Strategies to Help New Sales Leaders Effectively Succeed Mar 3 2020 4:00 pm UTC 45 mins
    Phil Gerbyshak, The Inside Sales Expert
    Many new sales leaders struggle needlessly for the first 100 days or longer because they have no experience leading a team, no resources to support them, and nobody in their organization to talk to.

    Have you been promoted from the ranks and now you’re leading a sales team without any training or backup? Struggling to know if what you’re doing is working, or if you’re just doing busy work for the sake of doing it? Curious of the things that can get you leading your team as quickly - and efficiently - as possible?

    Join Inside Sales Expert Phil Gerbyshak and Management and Leadership Expert Naphtali Hoff for 45 minutes of insights from two who’ve been there, done that and have the scars to prove it.

    You will learn:

    1. Leadership: From ‘me’ to ‘we’ - mindset and practical
    2. How to get your team to sell more - Motivation and tactical
    3. Building (or reimagining) relationships with team members
    4. Daily activities for new leaders
    5. Setting effective goals for yourself - and your team
  • 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.
  • Don’t Let ‘Em Off Easy: How to Hold Prospects Accountable Recorded: Feb 20 2020 39 mins
    Kristie Jones, The SaaS_Startup 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 Recorded: Feb 20 2020 30 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.
  • It's Time for a Buyer-Centric Selling System! Recorded: Feb 19 2020 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 Recorded: Feb 19 2020 37 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 Recorded: Feb 18 2020 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 Recorded: Feb 14 2020 32 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
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  • Title: Part II: What Management Needs to Know About Successfully Selling to the Top
  • Live at: Feb 26 2019 6:00 pm
  • Presented by: Caryn Kopp, The Chief Door Opener Expert
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