Join host Carole Mahoney as she talks with Christopher Freeze, an FBI Special Agent in charge of Mississippi, whose has strengthened partnerships with public and private sector agencies, bring attention to the challenges facing law enforcement, and encourage individuals to demonstrate leadership in all aspects of their professional and personal life.
In this 30 minute interview, Carole talks with Chris about:
How to build rapport when people aren’t inclined to be open with you and when you don’t have a lot of information to go on, or what to do with the information you do have.
Why building relationships internally is just as important as building relationships with your buyers.
What salespeople can learn about resilency from an FBI agent who has had many doors slammed in their face.
What sales leaders and executives need to understand about how personal trauma can impact their teams.
RecordedJul 22 201933 mins
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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!).
Well, there's good news. In this new webinar, award-winning copywriter Steve Slaunwhite and Teneo Results president Lisa Leitch will show you strategies that will boost your sales email success rates by 35% or more.
You'll walk away with several step-by-step techniques you'll be able to use right away to craft emails that get noticed, get opened and — most importantly — get actions. Think of the impact that will have on your prospecting, your follow-ups, your sales.
You will learn:
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
Join us for an educational webinar on how to accelerate your sales efforts by targeting companies and contacts consuming content related to your products and services on the internet. Relevancy is the fuel behind any successful marketing strategy and sales automation is the key to scaling these tactics across your sales organization. Companies need to help their salespeople spend more time talking to prospects vs. hunting for prospects.
You will learn:
1. How to target relevant companies and prospects using intent data
2. How to prepare and operationalize your data
3. Personalization and message development
4. Picking the right sales automation tools
5. Setting expectations
Current stats indicate sales reps never contact 48% of marketing-qualified leads, only make 2-3 call attempts despite it typically taking over 9 and spend over 20% of their time doing admin work. It’s a recipe for failure and explains why so many sales development teams are moving to sales engagement platforms and leaving CRM behind in the pursuit of finally hitting their quota.
So, what is a sales engagement platform, how does it differ from CRM, how does it work, what does it do, will the reps embrace it, and what do you need to know when selecting one to implement? Those are great questions. Fortunately, we’ve got answers.
You will learn:
1. What is Sales Engagement and why should you care?
2. How does it fit into your current tech stack?
3. What features and functions do most have, and how does that compare to your CRM?
4. What is a cadence, and what’s the difference between a static cadence and a dynamic cadence?
5. What do you need to know before you deploy it so that you avoid the mistakes made by others?
Chad Burmeister, The AI for Sales Expert, with guest, Ryan O’Gorman
Ryan O’Gorman, the second SMB salesperson at Zoom Video, shares ideas on what AI for Sales technologies to consider, and some advice on how you can be a top performer in sales at your company.
His background as a college athlete gave him the tools and strategies to learn from the best and he’ll share the lessons learned on how he exceeded quota every single quarter for four years in a row at Zoom Video!
Kendra Lee, SMB Lead Generation Expert and guest, Shawn Finder
No prospecting list? You can lose valuable prospecting time just building a list – then finding the elusive decision maker can take even more time. Discover 7 strategies you can use to uncover and build a list of the right decision makers to target your prospecting efforts and get higher response rates.
Salespeople skilled in EI outperform the competition in sales calls. Skilled EI leaders motivate and build better teams. The ability to understand the effect your emotions have on others and manage yourself accordingly is a competitive advantage to not only your sales force, but for you personally. EI is also the single biggest factor in driving employee engagement, commitment and results.
Effective closing is about physics. Along with a little psychology, economics and cryptology thrown in. Fortunately, you don’t need a PhD to improve your closing ratio. (Or even any previous science classes.) This presentation will provide you with the insights and tactics you need to close deals faster and easier!
- We need our reps to do better discovery! Let’s do a refresher training on that.”
- Our reps need to shift from a product-focused transactional selling to value-based consultative selling.”
- Why do we need to train our reps on qualification again? We just did a session at SKO?”
Getting adoption for a new process or sales methodology is not easy. That’s because changing behavior, especially organizational behavior, is hard work.
In this webinar on The Sales Experts channel, sales transformation expert Mike Kunkle will:
- Expose some true stories and painful challenges with sales methodology adoption.
- Share a logical process that has been proven to improve adoption, foster the behavior change you want to see, and improve sales force performance.
- As a bonus, Mike will share one of the latest trends in sales methodology that can prepare your sales force to succeed with modern buyers in this buyers’ market.
Join Mike for this webinar (where your questions are welcomed and expected) and learn how to implement a sales methodology so it sticks and delivers the sales results you want.
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.
Sometimes it’s not about what to start doing, it’s about what to stop doing. From an early age, most of us are taught to avoid failure and achieve success.
Fast forward: sellers in every industry silently suffer because they have a fear of failure, rejection, and the word, no. It's the elephant in the room because it's not often discussed.
The answer isn't to pretend rejection doesn't exist. Or to avoid risk taking at all costs. But how do we take the obstacle of rejection that's so negative and make it a positive asset? That's what this webinar is all about.
You will learn:
1.The mental framework that must be adopted to stop fearing failure
2.Making rejection profitable by finding the value
3.How to stop taking ‘no’ personally
4.The secret of expanding the comfort zone
5.The five failure levels and how to move through them for sales success
LinkedIn is as hot as it’s ever been. Are you doing everything you can to take advantage of the platform?
For sales professionals who are willing to do the work, the ability to create opportunities and build a lasting personal brand that can pave the way for accelerated career advancement and results is tremendous.
In this super actionable session you’ll get advice directly from those who are driving the highest levels of engagement. People like: Amy Quick, Amy Volas, Belal Batrawy, Courtney Johnson, Dale Dupree, Jake Dunlap, Josh Braun, Justin Welsh, Kevin “KD” Dorsey, Kyle Coleman, Lori Richardson, Nikki Ivey, Paul Salamanca, Sarah Brazier, Tabitha Cavanagh, Tito Bohrt and more!
You will learn:
1. The top tips from over 30 of the best sales pros on LinkedIn who are driving the most meaningful engagement
2.Learn the fundamentals of the platform and what you need to do to position yourself for success
3.Glean insights from advanced tips for LinkedIn veterans
4.See the secret sauce that are helping these winners win big!
These are uncomfortable and uncertain times. Overnight we went from a country with the Dow over 29,000, an unemployment rate under 3% and most companies seeing very healthy YoY growth rates. Now we are facing a very different reality. I believe companies that are adaptable, innovative, resilient, and understand the need to “SELL” our way out of this will have the best chance of coming out ahead in the next few weeks. Startups live in a world of uncertainty every day. They pivot, work with a sense of urgency, and embracing failure. These are the characteristics more mature companies will need to adopt to survive the current crisis.
Attendees will walk away understanding:
●What is a startup mentality?
●Who is your company is best equipped to think like a startup founder
●Startup best practices you need to implement
●Leadership traits of startup founders
●I’ll answer your questions LIVE!
At the time of this event, we are in the midst of the COVID-19 era, which is challenging us all personally and professionally. Prospects and customers are preoccupied with the ways their lives are being changed, and there are very few opportunities for face-to-face meetings. Many organizations are already prepared for the social-distancing reality but many are not. This online event will help equip you and your organization with strategies and tactics to build your business and come out of the crisis nimbler, stronger, and better equipped for the future. Specifically, we will cover:
The best strategies to effectively market and sell in the new environment.
Remote marketing and sales models that produce great results.
How to refine your messaging to meet the new reality.
How to stay in touch with prospects and customers without being annoying.
What is working today in B2B marketing…and what isn’t.
Why you may need to change your mindset for the new reality.
The objective of the presenter is to provide you with a fresh perspective, important insights and actionable marketing and sales tactics to help you “make lemonade” out of the current “lemon” environment to grow your B2B business.
You will learn:
1.How to assess your current market and sales readiness.
2.How to tell if you have the right marketing and sales model.
3.What factors will be most important to your future success.
4.The five keys to create a more compelling message.
5.Why smaller and more flexible companies can come out as winners.
Why do so many sales leaders and salespeople try to hide the fact that they make mistakes? Join this session of the What Sales Can Learn From series hosted by Carole Mahoney of Unbound Growth to learn more from Sara Gupta, VP of Sales at Amperity.
In this interview, Sara shares her thoughts on what makes a leader, the beliefs she needed to change to be a better leader, and how to handle challenging team members.
Michael Griego, The Enterprise Sales Effectiveness Expert
Is it possible to improve the predictability of sales? Actually, yes! As a sales rep or sales manager, there are keys to building a reliable pipeline and closing viable opportunities. This session will provide a strategic and practical game plan for predictive sales.
A bonus gift from speaker and world-class trainer, Michael Griego, will be offered to each attendee.
Successful Social Selling is founded in the ability to connect with your targeted buyers. This takes personalizing your engagement:
1.Begin with talking about who and how you help in your profile
2.Learn about your buyer before you connect
3.Add a personal note to every connection request
4.Send welcome messages with value and insights
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.
Lisa Dennis, The Buyer-Focused Value Propositions Expert
Revenue forecasts in 2098 are betting on “account based” marketing and sales strategies to drive deeper relationships that will result in pipeline growth and deeper account penetration. But not all ABM efforts are truly “account based.” Many companies are simply doing the same targeted or vertical marketing they have always done. For true ABM, a key focus area is developing a deep understanding of the account’s external drivers and translating that into relevant, buyer-focused messaging that increases engagement. What does it take to create an “ABM” value proposition?
You will learn:
1.How to identify external business drivers that are the seeds of buyer relevance
2.Translating the drivers into truly differentiated offerings and messaging
3.The components of an ABM-ready Value Proposition
4.Building a sales-ready value proposition from the outside-in
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