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Sales Management - Fireside Chat: Coaching Tips and Hacks to Crush Your Sales

You will learn:

1. The Goal of Coaching
2. How to Effectively Coach Your Team
3. Top Coach Tips and Hacks
Recorded Apr 24 2019 44 mins
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Presented by
Steven Rosen and Keenan
Presentation preview: Sales Management - Fireside Chat: Coaching Tips and Hacks to Crush Your Sales

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  • Channel
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  • Helping Your Sales Team Survive the Executive Screening Process Aug 27 2020 5:00 pm UTC 45 mins
    Steve Bistritz, The Selling to Senior Executives Expert
    Why do executives test and screen professional salespeople?  How can salespeople learn to circumvent that process and develop trusted advisor level relationships with those executives?

     In this webinar, your sales teams will learn why executives screen and test salespeople and how they can prepare for those critical initial meetings with client executives.
     

    The webinar is based on 10 years of empirical research with more than 500 global CXO-level executives that revealed why some salespeople gain trusted advisor status while others get the ejector seat.

    In addition, we’ll explore what senior executives told us about their relationships with professional salespeople, including how they should align with the relevant executive in the client organization to win those critical key deals.

    Most importantly, you will learn the important steps your sales teams should take to become trusted advisors of C-Suite executives

    You will learn how to:

    1.      Develop an understanding of the screening processes that executives use to test salespeople

    2.      Approach executives so as to circumvent the inevitable roadblocks, using proven techniques

    3.      Become perceived as a credible resource to executives, based on your understanding of their key business executives 

    4.      Ultimately become perceived as a trusted advisor to senior executives in the client organization
  • Top Tech and Technique to Sell More & Stress Less Aug 27 2020 4:00 pm UTC 43 mins
    Merit Kahn, The Sales Mindset Expert and Julie Holmes, Technology & Innovation Strategist
    Which is worse... great sales technology with lousy technique or great sales technique without the power of technology? Answer... both will keep you playing small when it comes to big sales.

    Imagine if you had a state-of-the-art automated email follow-up strategy but said “I’ll be in your area... is Tuesday or Thursday better?” That old school sales tactic wouldn’t work despite a great technology structure. And, if you knew exactly what to say to get more qualified referrals but didn’t make use of the tech tools to track the results, you’d be missing out on easy business.
    These days to be successful in sales takes tech and technique... think of this presentation as the peanut butter meets chocolate solution.

    Enter Merit Kahn and Julie Holmes. Two sales experts from two different worlds. Merit has been working with sales professionals on technique since 1998 and Julie is like a human resource of sales tech tools. In their weekly podcast, The Smarter Sales Show, they share the tech and technique to sell more and stress less. This presentation wraps up season one and summarizes 12 weeks of their top tips!

    You will Learn:
    1. Tech and technique solutions to save time when prospecting
    2. Tech and technique solutions to get more referral business
    3. Tech and technique solutions to organize your sales process and deal flow
    4. Merit & Julie’s favorite tips from 11 Smarter Sales Show podcast episodes
  • Your Blindspots Are Killing Your Coaching and Leadership Aug 26 2020 6:00 pm UTC 45 mins
    Mark Sellers, The Business Results Expert
    If you’re a sales leader, you need to know that your blindspots are killing your coaching and leadership.
    Blindspots prevent you from connecting and inspiring people to be their best. Performance and
    business results suffer. Learn how to spot and manage your blindspots to become a greater leader and coach.
    You will learn:

    1. what Blindspots are
    2. why they’re killing coaching and leadership
    3. where Blindspots come from
  • How To Maximize LinkedIn For Growth Aug 26 2020 5:00 pm UTC 45 mins
    Diane Helbig, The No Selling Sales Expert
    LinkedIn is a key resource for lead generation, prospecting research, and content marketing. While it’s not a great place for cold calling, it is valuable for relationship building. In this session we explore some of the mistakes small business owners and salespeople are making and the impact those mistakes are having on their growth. We also review effective tactics to connect with prospects and gain sales meetings.

    You will learn:

    1.How to maximize your profile for greater connections
    2.How to use content effectively
    3.How to do prospecting research and outreach
    4.Little known ways to find opportunities and engage with your connections
    5.Connection best practices
  • Demos that Don’t Suck! Aug 26 2020 4:00 pm UTC 26 mins
    Chad Burmeister, the AI for Sales Expert and Peter Cohan
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, will talk with Peter Cohan about best practices for doing a demo that doesn’t suck (and for the record, most demos suck)!

    You will learn:

    • 5 Key Indicators of Successful Demos according to a recent study by GONG.io
    • The #1 leading indicator of successful demo is pre-demo discovery (duh!)
    • The #2 leading indicator is a “crisp review” of the customers situation
    • Indicators 3 through 5 will be reviewed in the webinar!
  • Improve Your Win Rates: Closing Approaches for Professional Services Aug 24 2020 8:00 pm UTC 45 mins
    Amy Franko, The Strategic Sales Expert
    Developing your skills with closing keeps opportunities from getting stuck in your pipeline, and it maximizes your efforts for long-term client growth. Sellers and business developers often treat closing as a linear action, and it only becomes part of the strategy after a big RFP presentation has taken place, or the proposal is presented.

    Closing business isn’t a final step in the sales process. In many ways it’s the start. The start of the client experience. The start of long-term value being created together.

    In this talk, Amy Franko will offer fresh ideas on your mindset and approaches with closing business. She’ll share strategies that have helped her to earn new business, and translate those wins into long-term clients.

    You will learn:

    1.    A fresh way to think about your approach to closing business
    2.    How to strategize throughout your sales process
    3.    Practical ways to improve your win rates and build long-term clients
  • How to Attract, Recruit & Hire Stellar Sales Teams Aug 20 2020 4:00 pm UTC 45 mins
    Carole Mahoney, The Sales Coach Expert
    Is hiring stellar salespeople crucial to your bounce back from the pandemic? Have you made sales hires in the past that didn’t work out? Does the cost of a failed sales hire have you wondering how to increase the likelihood of success?

    In this 45 minutes webinar, we will dive deep into how you can increase the likelihood of a successful sales hire by over 90% by learning:

    How to create an ideal seller profile
    Best practices to attract your best fit seller in ads and recruiting
    How to dissect resumes and conduct interviews.
  • Verbal Branding and Simplicity Modelling for differentiation Aug 19 2020 4:00 pm UTC 30 mins
    Chad Burmeister, the AI for Sales Expert and Stephen Melanson
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, will talk with Stephen Melanson, Speaker/Consultant at Melanson Consulting.

    You will Learn:
    1. How and why to simplify your message
    2. What is “verbal branding” and how can you use this approach to make your presentations more memorable
    3. Why to target memory vs. just saying things well or communicating well.
  • Digital Selling – The Future Promise of Artificial Intelligence Aug 12 2020 5:00 pm UTC 21 mins
    Chad Burmeister, the AI for Sales Expert and Jamie Shanks
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, will talk with Jamie Shanks, Founder of Sales for Life, about the future of AI in Digital Sales.

    You will Learn:
    1. How Jamie has thrived, after going through serious adversity early in his company lifecycle
    2. Jamie’s perspectives of where Digital Selling is going, and how AI plays a major role
    3. What are the keys to focus on the rest of 2020
  • Win More Sales by Selling to the Customer Buying Journey Aug 11 2020 6:00 pm UTC 45 mins
    Mark Sellers, The Business Results Expert
    Selling is hard enough – don’t make it harder by ignoring your customer’s buying journey. Sales strategies that take into consideration how customers go through their buying journey will lead to winning more sales.

    Join Mark Sellers as he shares proven strategies used by his clients for over 20 years that have helped them win more sales by aligning strategies to how customers buy. If you master these strategies you too will win more sales.

    You will learn:

    1. You will learn the 3 critical stages of the customer’s buying journey and the critical selling activities you should do at each stage
    2.You will learn The questions to ask to know if the customer has passed the pivotal stage in the buying journey
    3.You will learn the big mistakes to avoid when selling to the customer buying journey
  • 3 Strategies to Land 5X Deals Aug 11 2020 4:00 pm UTC 45 mins
    Lisa Magnuson, The Landing 7-Figure Deals Expert
    You will learn:

    •The 3 strategies required to land 5X deals
    •Why the 5+ relationship plan is at the heart of winning big contracts
    •What are the essential elements of the 5+ account strategy sessions?
    •About the 5+ month sales roadmap: what to do and when

    Target audience:
    •B2B Sales leaders: managers, directors, sales VP’s
    •Account team members: enterprise account executives/account managers who are typically involved with large, complex RFP’s
    •RFP support team members
    •Internal partners: Marketing, technical experts, SME’s, executive team members and others who add value to large opportunity RFP’s
  • AI for Sales and Marketing, How AI is Changing the Game at MaxSold Recorded: Aug 5 2020 45 mins
    Chad Burmeister, the AI for Sales Expert and Sushee Perumal
    Gain an understanding of the role of AI for Sales Marketing, and how MaxSold leverages AI to save hundreds of hours in low value work, increase sales, and bring operational efficiency like you read about.

    You will learn:
    1. What gains did MaxSold see by deploying AI-Augmented Dialing?
    2. What were the results of deploying AI-powered email?
    3. What’s the future of AI for Sales and Marketing?
  • Get Your Prospects To REPLY Recorded: Jul 29 2020 45 mins
    Jeff Bajorek, The Fundamentals/Principles Expert and guest, Jason Bay
    In this webinar, you’ll learn about what Jason calls Outbound 3.0, or modern prospecting with empathy. Jason will also outline his REPLY Method framework, and help you build cold outreach cadences that will get your prospects to engage at a much higher rate.

    You will learn:
    1. What is Outbound or Prospecting 3.0?
    2. REPLY Method
    3. “Do this, not that” in your emails and voicemails
  • Revenue Assessment is Mandatory: 7 Steps Do it Right Recorded: Jul 29 2020 48 mins
    Christopher Ryan, The B2B Revenue Growth Expert
    If your goal is to have a better 2nd half 2020 and beyond – despite pandemics or any other challenges - you need to start with a frank assessment of what is and isn’t working with your revenue programs. In this eye-opening webinar, lead-to-revenue and B2B marketing expert Chris Ryan will share exactly what you need to do to analyze your sales and marketing for strengths and weaknesses and use this data to grow faster and more predictably. You will learn to assess three key areas: 1. Your go-to-market model (how you find, nurture, close and deliver business). 2. Your distribution, product, pricing and innovation strategies. 3. The organization and deployment of your sales & marketing assets (people, processes and technology).

    Distilling more than 30 years of experience working with dozens of leading companies, Chris will provide the information to implement your assessment in a way that is accurate, effective and usable. To make the process even more valuable, you will see examples of companies that have used the assessment process to align sales and marketing departments, reduce sales cycles, improve close ratios and routinely meet revenue targets.

    You will learn:

    •How to uncover hidden weakness in your marketing and sales
    strategy.
    •How to find and stop areas of revenue leakage.
    •Methods to Increase the positive factors that boost revenue, profit
    and company valuation.
    •When to use outside experts to bring a fresh perspective.
  • AI for Marketing: Reimagine Marketing by Lessoning the Burden of Repetitive Task Recorded: Jul 23 2020 33 mins
    Chad Burmeister, the AI for Sales Expert and Natasha Sekkat
    Gain an understanding of the role of AI in Marketing, and how artificial intelligence can help bring sales & marketing together, with one common mission.

    What you will Learn:
    1. What role should marketing play in “sales messaging and emails”?
    2. What role can/should AI play in marketing?
    3. How do companies use intelligence to allow marketers to get back to marketing, being brilliant and creative? So you aren’t just caught up in analyzing data.
    4. What is the threat of AI to marketing jobs? (hint: AI can actually reduce the need for IT support, so that IT can focus on higher value work)
  • Achieving Trusted Advisor Status with Senior Client Executives Recorded: Jul 23 2020 49 mins
    Steve Bistritz, The Selling to Senior Executives Expert
    Many salespeople think they have become a trusted advisor of senior client executives. However, a key question you should ask yourself is: What has the client executive done for you to demonstrate that they perceive you as a trusted advisor?

    Why do executives test and screen salespeople? How can salespeople circumvent that process and develop trusted advisor level relationships with those executives?

    Based on 10 years of empirical research with more than 500 global CXO-level executives who were asked about their relationships with professional salespeople, we’ll reveal why some salespeople gain trusted advisor status while others get the ejector seat.
    In addition, we’ll explore what senior executives told us about their relationships with professional salespeople, including how they should align with the relevant executive in the client organization to win those critical key deals.

    Most importantly, you will learn the important steps you should take to become trusted advisors of C-Suite executives

    You will learn how to:

    1.Circumvent the inevitable roadblocks, using proven techniques and strategies
    2.Establish credibility with C-Suite executives, thereby obtaining continued access to them
    3.Develop provocative questions to pose to senior executives, so as to magnify your value
    4.Become perceived as a trusted advisor to those senior executives
  • How to leverage video in sales: from prospecting to pitch to close. Recorded: Jul 22 2020 45 mins
    Julie Hansen, The Sales Presentation Expert w/guest, Alyshah Walji
    Video has always been a powerful yet underused tool in sales. While the use of video for live customer calls has exploded in recent months, video can also be a surprisingly effective tool for gaining access to hard-to-reach customers, as well as driving deal momentum in the later stages of the sales process.
    In this session, Selling On-Camera Master Class creator Julie Hansen and Alyshah Walji from Vidyard share insights, examples and best practices for using video to stand out from your competition and shorten your sales cycle.

    You will learn:

    1. How to strategically use video during your sales cycle
    2. Best practices for prospecting with video
    3. The secret to connecting with customers in live video pitches
    4. How to use video to drive toward the close
    5. How savvy sellers are using video to shorten their sales cycle
  • Separate Yourself from Everyone Else And Be The CEO of Your Own Territory Recorded: Jul 21 2020 41 mins
    Chad Burmeister, the AI for Sales Expert and guest, Ryan Reisert
    In this webinar Chad Burmeister, the AI for Sales Expert, will uncover what it takes in 2020 to separate yourself from the rest, and be the CEO of your own territory

    You will learn:

    1. What’s changed in sales since December 31, 2019
    2. Peacetime CEO, vs. “Wartime CEO”, what’s the difference
    3. Live fire call using AI Augmentation and Agent-Assisted Dialing for Sales Pros
  • 5 Imperatives to Make Q4 Your Best Quarter Ever! Recorded: Jul 16 2020 25 mins
    Chad Burmeister, the AI for Sales Expert and Lisa Magnuson
    Learn the 5 imperatives that you can start now so that you have the best Q4 ever.


    You will learn
    1. Focus on the customer - have empathy – understand your customer (what are they doing, thinking, and feeling)
    2. Cross-Sell/Up-Sell – PPP Loans and SBA Loans have arrived. Are you aggressively selling right now, you should be!
    3. Become a pro at asking for referrals
    4. How to play in RFPs to win 2-3X more of them!
    5. How to 5X Your Deal Size (Hint: Allocate time to find them!)
  • Does Outsourcing Sales Ever Make Sense? Recorded: Jul 15 2020 46 mins
    Darryl Praill, The Sales Engagement Expert w/guest, David Kreiger
    You’ve trained your sales team. They know your solution inside-out. They live-and-breath your Ideal Customer Profile. They can handle any objections thrown their way. Their activity numbers are exceeding expectations.

    That above paragraph is rarely heard from sales leaders.

    Sales is hard, and numbers are being missed.

    You’ve tried it all.

    What’s your next move?

    Is it possible that maybe, just maybe, it makes sense to outsource a portion of your sales development efforts? Could a third-party provider possibly help you achieve the results you seek? Is there a time when it makes sense to bring in an outsider; a pinch hitter?

    Sometimes, it does — not unlike how management often brings in an outsider to lead the sales team. Sometimes you just need a fresh perspective.

    In this session, we will break down exactly when you should bring in an external partner, why they will complement your efforts, how you can sell the investment, and how you can treat them as your own private science lab.

    In the pursuit of quota, sometimes you need to bring in a little muscle.

    Register now to learn more.

    You will learn:.

    1. What situations does it make sense to bring in an outsider
    2. How external sales agencies make their money and achieve their objectives
    3. What you need to provide for them to succeed
    4. What should your expectations truly be when it comes to success
    5. How you can sell the investment internally
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  • Live at: Apr 24 2019 4:00 pm
  • Presented by: Steven Rosen and Keenan
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