Hi [[ session.user.profile.firstName ]]

How to Manage Your Team’s Performance Inside A Large Account

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.

You will learn:

1. What assumptions you should make about your global clients.
2. How management training and sales training needs to address these issues.
3. What opportunities you should be looking for.
4. How to use this circumstance to become a trusted advisor.
5. How to align your sales strategy with your customer’s strategic objectives.
Recorded Sep 18 2019 35 mins
Your place is confirmed,
we'll send you email reminders
Presented by
Barbara Weaver Smith, The Large Account Sales Expert
Presentation preview: How to Manage Your Team’s Performance Inside A Large Account

Network with like-minded attendees

  • [[ session.user.profile.displayName ]]
    Add a photo
    • [[ session.user.profile.displayName ]]
    • [[ session.user.profile.jobTitle ]]
    • [[ session.user.profile.companyName ]]
    • [[ userProfileTemplateHelper.getLocation(session.user.profile) ]]
  • [[ card.displayName ]]
    • [[ card.displayName ]]
    • [[ card.jobTitle ]]
    • [[ card.companyName ]]
    • [[ userProfileTemplateHelper.getLocation(card) ]]
  • Channel
  • Channel profile
  • How To 5X Your Average Channel Deal Jul 6 2020 3:00 pm UTC 45 mins
    Marcus Cauchi, The Channel Hypergrowth Expert w/special guest, Lisa Magnuson
    How can you help your channel partners 5x their average deal size when selling your products? How do you identify the intersection between what the customer wants/needs and your combined strengths as a partnership?

    How do you accelerate and grow company sales exponentially by working with diverse, distributed sales teams to maximize your revenue potential, solving bigger, more strategically valuable problems for your clients.

    We’ll explore what works, what doesn’t, why not and how the channel management function is at the heart of effective 5x enterprise selling. We’ll discuss the central role leadership the vendor plays in enabling or structuring success. We will discuss:

    • Strategy
    • Structure
    • Systems
    • Skills
    • Team selling and composition
    • Individual roles & contribution
    • Accelerating partnerships, JVs & alliances
  • Improve RFP Effectiveness NOW – COVID-19 Edition Jun 23 2020 3:00 pm UTC 45 mins
    Lisa Magnuson, The Landing 7-Figure Deals Expert
    Many sales leaders and their account teams are challenged with winning large deal RFP’s. Imagine overcoming your RFP struggles such as…

    •Spending hundreds of hours on RFP’s with few wins to show for your efforts
    •The massive cost of responding to RFP’s compared to your returns
    •Lack of a winning roadmap that consistently produces results

    Target audience:

    •B2B Sales leaders: managers, directors, sales VP’s
    •Account team members: 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

    You will learn:

    •What it takes to improve you RFP win effectiveness immediately
    •About the proven formula that produces results - repeatedly
    •How innovative tools that increase strategic thinking result in significantly more wins
  • What Sales Can Learn from Karthi Jun 17 2020 4:00 pm UTC 17 mins
    Carole Mahoney, Founder and Karthi Mariappan
    Join Carole Mahoney with special guest Karthi Mariappan, the Co-founder and CEO of Hippo Video, Keynote Speaker, Marketer and Product Strategist with over 16 years of B2B experience. During this session, learn:

    How sales leaders should be reimagining their sales strategy in the midst of this isolating pandemic.

    How selling changed in the past few years and what new opportunities for sellers to connect with prospects and buyers.

    Do's and don'ts for sellers when using video in their sales process.

    Results that sellers can achieve by using video and where in the sales process the highest impact is.
  • Providing leadership, by doing less accomplishing more and making a difference. Jun 17 2020 2:00 pm UTC 45 mins
    Adam Snider, The Teaching Sales Skills Expert
    Managers are stressed and stretched thin. They are accountable to their teams, their bosses and the business. In our fast paced competitive world, many leaders experience burnout far too early. Don’t just cope . . . conquer!  Learn skills that will lead your organization and customers to successful outcomes, by doing less, accomplishing more and making a difference.

    You will learn:

    Being comfortable with changing the rules.
    Not being your own worst enemy as a manager.
    The clear distinction between manager and leader, you can apply.
    6 core competencies that will arm you to do less accomplish more and make a difference.
    2 skills that are easy to apply, that will build several of these key competencies
  • Boost Your Executive Presence in Sales: Playbook for Professional Services Jun 15 2020 8:00 pm UTC 45 mins
    Amy Franko, The Strategic Sales Expert
    Executive presence. Not always easy to define, but it can make or break your sales success. Executive presence is especially important to selling professional services, where you are selling expertise as a trusted advisor.

    While it may be not be a stated factor in a buyer’s decision-making process, executive presence is worth your focus. It’s an indicator to your buyer that you are the best choice.

    In this talk, Amy Franko will share strategies to boost your executive presence in four key pillars: acumen, communication, vitality, and impact. Developing your executive presence will accelerate your trusted advisor status and your sales success.

    You will learn:

    1. Definitions of each executive presence pillar
    2. Specific strategies to build your acumen, communication, vitality, and impact
    3. Keeping an executive presence mindset in sales
  • Designing and Mapping Your Sales Process Jun 11 2020 6:00 pm UTC 45 mins
    Jeff Bajorek, The Fundamentals/Principles Expert with guest Mike Simmons
    Focus on a process, and you’ll get results. Focus on results, and you’ll get frustrated. In order to get the most out of your sales process, you need to understand what it is and what needs to happen at each step. Mike Simmons and I will break down the steps of the sales process, define what they are, what they aren’t, and what needs to happen in each so that you can repeatedly and reliably get results.

    You will learn:

    1. You have a sales process whether or not you want to admit it
    2. The difference between a sales process and the buyer’s journey
    3. What a sales process looks like
    4. What happens in each step of the sales process
  • The Sales Experience: It’s Not How You Look, It’s How You Feel Jun 10 2020 5:00 pm UTC 45 mins
    Melissa Madian, The Sales Experience Expert with guest, Kareen Madian
    Do clothes really make the person? In today’s virtual world, how you present yourself onscreen (or in person!) can affect the perception of your brand and consequently the sales experience you provide. Join Melissa Madian and special guest, stylist and fashion consultant Kareen Madian, as they discuss how fashion and style can affect your mood, your personal brand and the sales experience.

    You will learn:

    1. How to dress appropriately in this age of video conferencing.
    2. How to organize your closet and shop for the things you need to make you more efficient.
    3. How to improve your customer experience through style.
  • Leveraging Conversation Automation in a WFH World Jun 3 2020 2:00 pm UTC 23 mins
    Chad Burmeister, The AI for Sales Expert with guest, Joe Cronin
    In this webinar, Chad Burmeister interviews Joe Cronin, VP of ConnectLeader, to uncover creative ways that companies leverage Agent-Assisted Dialing and Conversation Automation to 3-5X their pipeline.

    You will learn:

    1. What is agent assisted dialing...
    2. Why agent-assisted dialing and email cadence is the perfect match...
    3. Call coaching at scale…
  • What Sales Can Learn from Liz Ritzcovan May 28 2020 5:00 pm UTC 24 mins
    Carole Mahoney, The Sales Coach Expert with guest, Liz Ritzcovan
    Join Carole Mahoney with special guest Liz Ritzcovan, CRO at Namogoo, as they discuss how to lead sales teams in times of uncertainty. In this 20 minute interview, Carole and Liz will tackle:

    1. Communication strategies and tactics for leading remote teams
    2. Examples of how to empower others and help them focus
    3. Where leaders to focus to be ready for the bound back
  • Selling with Sensitivity May 28 2020 4:00 pm UTC 45 mins
    Paul Watts, The Consultative Selling Expert w/guests Lisa Leitch & Adam Snider
    Selling with sensitivity may be more important now than ever, this presentation will arm sales professionals and sales leaders with tried and tested approaches to dealing with customers and prospective customers during challenging times. The presentation will take the form of a panel discussion with questions posed and answered, allowing for viewers to chat their questions in also.


    You will learn:

    1. The superpowers to sell with sensitivity
    2. What to do when your customer cannot buy now
    3. Understanding why Consultative Selling is more important than ever
    4. Balancing business with bravery
  • There’s a Book Inside You May 28 2020 3:00 pm UTC 30 mins
    Chad Burmeister, The AI for Sales Expert, with guest, Chandler Bolt
    Learn how to go from Blank Page to Best Selling Author.

    There’s a book inside you. And Chandler’s goal is to help you find it and turn it into a bestseller to accomplish your unique author motives–even if you’re busy, idea-less, or bad at writing like Chandler.
  • Practices for Leading Remote Sales Teams: WHAT is the Same–HOW is Different May 27 2020 4:00 pm UTC 45 mins
    Jennifer Leake, The People Analytics Expert & Phil Gerbyshak, The Inside Sales Expert
    Sales teams have been forced to work remotely and virtually, and you’re still responsible for results. What is different about managing without direct contact and what is the same? Why may previously successful sales reps find themselves challenged when working remotely? This session offers managing best practices for sales teams, 3 key take-aways and a bonus surprise to help ensure sales success for you and your people.


    You will learn:

    1.How to lead with empathy and why it’s important
    2.The Productivity Triangle – a Law of Thirds
    3.The Work is the Same – The Setting is Different … and how to manage/lead this
    4.The Most Important Things to Focus on - Everyday
    5.Three Key Take-aways to Use NOW
  • Charting your Enterprise Account Strategy for Big Wins during Challenging Times Recorded: May 26 2020 34 mins
    Lisa Magnuson, The Landing 7-Figure Deals Expert
    Do you know how to build a winning strategy to land your largest prospect, especially now during these challenging times? Has the account team mapped out all the strategy elements needed for success? Do you have short, medium and long term account goals that connect to your overall account strategy?

    Target audience: Sales leaders (Sales VP’s, Directors, Managers) and Enterprise salespeople

    You will learn:

    1.Why account strategy development is a fundamental element required to win 5X deals (i.e. contracts valued at 5X your average deal size).
    2.What are the most important aspects to a winning strategy?
    3.How account goals connect to strategy achievement.
    4.Measures to determine if the account team is on the right track and set up for success.

    For those salespeople who want to increase their sales productivity with 5X deal opportunities, charting your enterprise account strategy is essential.
  • The Future of Social Engagement Recorded: May 26 2020 29 mins
    Chad Burmeister, The AI for Sales Expert with guest, Brian Cook
    Chad Burmeister, the AI for Sales Expert, will discuss the Future of Social Engagement with Brian Cook, CRO of Grapevine6.

    You will learn:

    1. How AI can be leveraged to personalize content for social engagement
    2. Why is social engagement more important than ever before for executives?
    3. What tools & technologies are most important in today’s selling environment?
  • Emotional Intelligence For Sales Leadership Recorded: May 21 2020 45 mins
    Colleen Stanley, The Emotional Intelligence for Sales Expert
    Sales managers often get set-up to fail. You’ve heard this story. Top salesperson gets promoted to sales manager, only to discover the skills needed to develop and lead a sales team are very different than those of a seller---especially in difficult times. With education and training, many sales leaders end up hiring culture misfits or have trouble transferring the skills and habits that made them a resilient and successful producer.
    There is a better way.
    And that better way is learning how to incorporate emotional intelligence skill into your sales leadership processes.
    Learning Outcomes:

    1.Discover how to hire for Sales EQ. Stop hiring whiners and non-coachable salespeople. Start hiring resilient, coachable salespeople that can sell in any environment.
    2.Uncover the invisible reasons your sales team doesn’t consistently execute the right selling skills and behaviors.
    3.Improve your ability to train and coach your salespeople to the “next level.”
    4.Build your sales team’s resiliency muscles. Create sales teams that bounce back quickly from adversity and failure.
    5.Create sales cultures that embrace learning and change rather than fear.
  • Sputnik’s Grandchild: The New Rocket of Science and Technology Post COVID-19 Recorded: May 21 2020 49 mins
    Barbara Weaver Smith, The Large Account Sales Expert with guest, Ray Weaver
    This program is part of The Whale Hunters Expert Series, featuring interviews with experts on business development and enterprise sales. Today’s episode is geared to CEOs, sales and marketing leaders and other executives of small and midsize companies, especially tech companies and marketing companies.

    My guest today is Ray Weaver, the new CEO of The Whale Hunters. Ray is a business veteran, leader and entrepreneur with 25 years of broad experience in technology, e-commerce, consulting, retail, entertainment and education. He co-founded Muse Paintbar and grew it to 30 stores along the east coast, and more recently founded Skeleton Key, an escape room concept.

    Ray spent five years on the marketing faculty at the Harvard Business School—and before that was a technology marketing exec at Akamai, did a stint at Intel, and was a consultant at Deloitte.

    Ray will be talking about his upcoming book, Sputnik’s Grandchild™, which explores the emerging explosion in science and technology brought on by the pandemic and offers you a framework to explore the forces, phases, and trends that will impact your business and markets. Additionally, it suggests how these issues will influence sales and marketing strategy and customer conversations.

    You will learn:

    1. Why this pandemic is the modern Sputnik
    2. 3 forces creating economic changes
    3. 3 phases of the post-pandemic economy
    4. 5 trends that will impact your business
    5, How to reframe your business to survive, evolve, and thrive post COVID-19
  • AI for Sales & Marketing Discussion Recorded: May 21 2020 42 mins
    Chad Burmeister, The AI for Sales Expert with guest, Caroline Life
    Learn how AI for Sales and Marketing is being leveraged in the workplace.

    You will learn:

    1. Where AI is making its way into corporations (collaboration is a big one)
    2. How sales & marketing can leverage AI in the buyer journey
    3. Who should own the SDR/BDR team (the answer may shock you!)
  • Value Discovery: the Key to Elite Selling…and in Our New World, Key to Survival Recorded: May 20 2020 46 mins
    Mark Boundy, The Value Pricing Sales Expert and special guest, Christine Gilroy
    In the shadow of CV-19, sales has become more demanding, especially in larger B2B opportunity pursuit. The type of discovery formerly performed by elite sellers and sales organizations is now a matter of survival for all; uncovering a customer’s value gaps during discovery is a critical skill, and we will explore it during this session. Please join Christine Gilroy, who has led technology sales for over two decades, and Mark Boundy who has not only sold, but has almost a decade of experience growing sales in a wide variety of industries as a sales consultant, coach, and facilitator.

    You will learn:

    1. A definition of value you can measure, track, and execute against.
    2. That the most Important part of selling is what salespeople do worst.
    3. How value builds in your prospect’s mind, and how sellers help it grow.
    4. Why discovery is where you win.
    5. Why discovering, building, then selling value is now a key to survival.
  • AI Augmentation, A Supplement to Human Intelligence Recorded: May 19 2020 29 mins
    Chad Burmeister, The AI for Sales Expert with guest, Alice Heiman
    Chad Burmeister, the AI for Sales Expert, will have a fireside chat with Alice Heiman around the value of artificial intelligence for sales.

    You will learn:

    1. How sales leaders are thinking about Artificial Intelligence
    2. How you can prepare for Q4/2020, a quarter predicted to be the best quarter in US history!
    3. Some tactics you can use (like meditation) to get through difficult times
  • Blindspots: The Hidden Killer of Sales Coaching Recorded: May 19 2020 49 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
    4. What you can do about them
We're working together to bring ideas and info to the sales community
New and on-demand content from dozens of global sales authors, speakers, researchers, coaches, trainers & thought leaders. If it's about selling, sales management or sales productivity, this channel is where you'll find it!

Embed in website or blog

Successfully added emails: 0
Remove all
  • Title: How to Manage Your Team’s Performance Inside A Large Account
  • Live at: Sep 18 2019 5:00 pm
  • Presented by: Barbara Weaver Smith, The Large Account Sales Expert
  • From:
Your email has been sent.
or close