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Sales Management: Fireside Chat - Developing a World Class Coaching Program

Join sales management expert Steven Rosen and his guest sales leadership expert Rob Jeppsen for an exciting Fireside Chat. In this episode, they will share their insights on what sales executives, managers and trainers need to do to Develop a World Class Coaching Program and 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.

Effective sales coaching can produce tremendous performance improvements. The challenge is that developing a World Class coaching program is multi-faceted.

You will learn:

- 4 building blocks to Develop a World Class Coaching Program
- New findings on where sales managers need to focus their coaching time
- The impact of technology on coaching
- Approaches to coaching the sales coaches
- The power of cadence and accountability
Recorded May 29 2019 48 mins
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Presented by
Steven Rosen with Rob Jeppsen
Presentation preview: Sales Management: Fireside Chat - Developing a World Class Coaching Program

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  • How to Use Your Sales Funnel to Grow Your Business Oct 23 2019 6:00 pm UTC 45 mins
    Liz Heiman, Chief Strategy Officer
    The funnel is a powerful sales tool. Once you understand what the stages of the funnel are and how the sales math works, the funnel will become the tool you use to manage your sales team as well as the corporate resources needed to support sales and delivery.

    The stages of the funnel
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    Using the Funnel to Predict
    Using the Funnel to Manage Resources
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    Connie Kadansky, The Sales Call Reluctance Expert
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    1.The four different body postures that will positively influence your lead generation.
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    3.The internal language that can shift your focus and attention while prospecting and also on your sales calls.
  • Effective Negotiation for High Stakes Deals Oct 10 2019 8:00 pm UTC 45 mins
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    1.Identify the specific challenges with your current Leadership Development process
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    3.Identify a roadmap to implementation
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    Few 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.

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    - The impact your stature has on the team
  • Marketing & Sales Pipeline Strategies: Threats and Opportunities Sep 19 2019 5:00 pm UTC 45 mins
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    Companies of all sizes thrive or simply survive, based on their ability to develop a strong, consistent and repeatable pipeline. According to CSO Insights, 67% of CEOs polled stated that their #1 goal is acquiring new customers. Experts Jim Hale and Chris Ryan will share their top strategies used to accelerate pipeline growth at some of the most dynamic U.S. and international companies. In this dynamic and fast-paced presentation, you will learn the threats on both the marketing and sales sides, that can prevent pipeline growth and also discover the best opportunities you have to stop revenue leakage and get on a solid growth path.

    Ryan and guest expert Hale will discuss important topics like: how to ensure that your pipeline numbers are accurate; why too much technology and processes can hurt you; why your messaging can be even more important than sales skills; how marketing and sales can work together synergistically to boost revenue faster; and why an account-based marketing (ABM) program may be your best bet for selling larger deals. Specific examples will be provided of companies that used these strategies to go from low-growth to high-growth.

    You will learn:

    1.What you need to fix now to get your pipeline in order.
    2.The danger signals that your pipeline is in trouble.
    3.How to use opportunity assessments to improve pipeline accuracy.
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  • How to Manage Your Team’s Performance Inside A Large Account Sep 18 2019 5:00 pm UTC 45 mins
    Barbara Weaver Smith, The Large Account Sales Expert
    Description: Part #9 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.
    When you have sold a deal into a big corporation, you will often have a delivery team inside that account, led by a project manager, at the same time that another sales rep or account manager from your company is working to land new business. The new business opportunity may be in another facility—in another region, a different subsidiary, even another country. Far too often, there is no contact between the team inside and the team selling new business. That’s a huge lack of foresight and opportunity, both to serve your client better and to improve your chances of success. This webinar is about how to manage your inside team(s) to produce steady new revenue from your large account.

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    1. What assumptions you should make about your global clients.
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    3. What opportunities you should be looking for.
    4. How to use this circumstance to become a trusted advisor.
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  • What Sales Can Learn From A Firefighter Recorded: Sep 16 2019 22 mins
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    2. How to determine if you are cut out for a certain type of training and career.

    3. How to maintain a level of emotional control in stressful situations.
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    Barbara Giamanco, The Strategic Social Selling Expert
    Are you trying to build a profitable business using 3rd party partners to sell for you and can’t figure out what’s going wrong?

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    The skills you need to sell through 3rd parties.
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  • How to Write Prospecting Sales Emails That Really, Really Work Recorded: Sep 6 2019 48 mins
    Lisa Leitch, The Sales Evolution Expert
    Are you frustrated by writing sales emails that don't get a good response? Either you're not getting many replies (cue the crickets) or your emails don't move the sales process forward much (cue the snails!).

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    A few minutes of research will enable you to write customized messages that get better responses
    The double whammy approach to increase your response rate
    Blocking time every week to pro-actively prospect
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    1. The most common mistakes new leaders make (and some solutions)
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    3.How to manage relationships and expectations during the transition – up, down and across the organization
  • Driving the Enterprise Sale Recorded: Aug 29 2019 43 mins
    Michael Dalis, The Drive-Sales Expert
    You are a CXO, you want to increase enterprise sales.  You spend a lot on marketing and business development, so why aren’t your share of large sales opportunities growing at the pace you need?  While you have had success in new client pursuits, it is less clear what role you and your Leadership team play in enabling stronger performance on larger deals. Michael Dalis — a recognized leader on the subject of B2B selling, sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

    -identify the likely root causes of your organization’s slow growth in enterprise selling,
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    Following this webinar, it will be clear what you can do as a leader to drive faster Business Development growth through enterprise selling, by making the right adjustments to your Business Development investment.

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    1.Why the responsibility for your company's growing enterprise sales cannot be fully delegated.
    2.What roles senior leadership plays in closing larger sales
    3.How to play those roles effectively
  • How to Leverage the Account Team to Win your Top 5X Opportunity Recorded: Aug 28 2019 44 mins
    Lisa Magnuson, The Landing 7-Figure Deals Expert
    Do you know how to leverage the account team to win your biggest (5X) opportunity?

    You will learn:

    1.Why the full account team must be activated to win your biggest contracts.
    2.What you need to know about the pitfalls associated with team selling.
    3.How to determine if you are on the right track and set up for success.
  • Three Strategies to Accelerate Sales in the Age of Information Overload Recorded: Aug 27 2019 46 mins
    Shari Levitin, The Sales Evolution Expert
    Here’s a statistic that will boggle your mind: Humans consume 74 gigabytes, the equivalent of 175 newspapers of content, per day. Customers are assaulted with facts, pseudo facts, white papers, media and statistics all posing as relevant information. Much of the well sourced information is contradictory. Sorting the “need to knows” from the “nice to knows” can be exhausting. Add to this a new average of
    ten stake holders and more and more customers are defaulting to the status quo or a no deal. What’s the solution? New research, just released by Gartner, reveals that sellers who help make sense of information, who can simplify and tune into the feelings of their customers rather than piling on more data, significantly outperform
    their peers. How must sellers adapt to this new reality? What are the three most important behaviors to this new reality of sense making?

    In this webinar you will learn to:

    1. Leverage video to reach additional stakeholders and improve customer experience.
    2. Create buyer focused presentations that drive your unique value.
    3. Ask questions that line up with how the brain processes information.
    4. Guide buyers to a buying decision through stories, metaphors and anecdotes.
  • Positioning Your Company for Sales Success Recorded: Aug 22 2019 45 mins
    Liz Heiman, Chief Strategy Officer
    Understanding how to position your company for sales success is critical. In this program, you will understand how to improve sales and marketing alignment with a clearly defined market position and value prop. You will know how positioning yourself with the right buying influences is key to sales acceleration.
  • Be the CEO of Your Sales Career Recorded: Aug 22 2019 46 mins
    Scott Ingram, The Sales Success Stories Expert
    Whether you're looking to get started in sales, or are already established and want to plan the next steps of your sales career path this, is for you! In this webinar Scott Ingram, founder of Sales Success Media, will talk with David Weiss, Sales Executive at ADP and author of “Your Definitive Sales Career Guide,” about how to start, grow and manage your sales career journey.

    You will learn:

    1.    The best way to get a strong start in the sales profession
    2.    Intentionally advancing into better opportunities and bigger earnings
    3.    How to develop relationships with mentors
    4.    What it will take to get to the next level
  • How to Lead the Buyers’ Process in Large Accounts Recorded: Aug 21 2019 42 mins
    Barbara Weaver Smith, The Large Account Sales Expert
    Description: Part #8 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.
    Volumes have been written about how to match your sales process to “the buyers’ journey.” Frankly I think most people involved in selecting and influencing big, complex buying decisions in large corporations don’t have any real clue how to do it. Procurement people have a set of procedures and rules, but they still have to satisfy the end users, who may have very different ideas about what criteria are most important. And the relative power of procurement and executive users varies greatly. Smart sellers know how to lead the buyers to the right decision, and how to do that is the subject of this webinar.

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    1. How to locate and connect with the appropriate buyers and influencers.
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    3. How to plan for the initial meeting..
    4. How to prepare great questions.
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  • The Power of The 4th Quarter – Sales Strategies To Finish Strong Recorded: Aug 21 2019 37 mins
    Meridith Elliott Powell, The Connection Expert
    It is fourth quarter what is your plan? Believe it or not, the fourth quarter is the most important business sales quarter of the year. What you do in fourth quarter not only determines your numbers for the year, it has a major impact on your future success as well.
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    Keeping the energy high and the drive going through fourth quarter can be tough! First you’re tired; you have worked hard all year long to meet your sales quotas, excel at your goals and ensure that your bottom lines is healthy and strong. Not to mention the fact that fourth quarter comes with schedule overload: budgeting, holidays, parties and a much needed break from the everyday routine.
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    1. Why fourth quarter is the key to success in sales
    2.Proven strategies that keep clients engaged, an business moving through fourth quarter
    3.Epic ideas to position yourself for more closed sales first quarter
    4.Secrets to getting clients to put you at the top of their holiday list
    5.Your personal plan of action
  • What Sales Can Learn From A Teacher Recorded: Aug 19 2019 34 mins
    Carole Mahoney, The Sales Coach Expert
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    In this 30 minute interview, Carole asks Matt:

    1. What is the one thing that salespeople can do to better educate their buyers and adopt new ideas?

    2. What is one thing that sales managers can do to help salespeople learn and apply new skills?

    3. We are overloaded with tech- in every profession and market, it was supposed to make us more productive- but has it?

    4. What are some things that sales managers can use (like in GOogle apps) and how should they use them?
  • Future-Proof Your Sales Career and Beat the Bots! Recorded: Jul 31 2019 46 mins
    Deb Calvert, The People Engagement Expert
    As a salesperson, you need confidence and passion to win. But as buyers and AI options continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love—to a robot?
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    You will learn:

    1.How to use the power of personalized value to differentiate yourself.
    2.Make Human-to-Human connections with your buyers.
    3.Use the new ABC: Always Be Considering your client’s needs.
    4.Psychological principles that make you more effective in delivering value.
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  • Live at: May 29 2019 4:00 pm
  • Presented by: Steven Rosen with Rob Jeppsen
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