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Leveraging Behavioral Intelligence to Grow & Scale Teams

Some sales reps have the knowledge and skills to be top performers, but they still aren’t hitting quota. That’s where BQ comes into play. A person’s behavioral quotient determines how they show up and get the job done. BQ is fueled by thoughts, which turn into feelings, which dictate actions, and result in performance. BQ is what determines a rep’s success. This session discusses how to fuel BQ.

You will learn:

1. The top 10 knowledge and human-based skills that reps must have to become top performers.
2. The 3 motivational styles and how each fuels BQ; altruistic, intrinsic, and extrinsic.
A breakdown of BQ, how to benchmark yourself, identify the gaps, and make a plan for success.
Live online Jan 24 4:00 pm UTC
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Presented by
Mary Grothe, The Sales Behavioral Quotient Expert
Presentation preview: Leveraging Behavioral Intelligence to Grow & Scale Teams

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    Who should attend this webinar:
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    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.
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    How to establish consequences for a prospect’s bad behavior
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  • In Sales Every Word Matters! Feb 13 2020 5:00 pm UTC 45 mins
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    As sales reps struggle to connect, engage and book more meetings with their target prospects, they almost always overlook the most important element of achieving their goals – their sales message and approach. Personalization at scale doesn’t mean sending more boiler plate spam emails. It means developing targeted, personalized sales messaging that renders the competition irrelevant.

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  • What Sales & Account Management Need to Know about Working with Buyers in 2020 Feb 12 2020 6:00 pm UTC 45 mins
    Warwick Brown, The Key Account Strategist Expert
    Do you want to acquire, grow and retain more clients in 2020?
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    If you’re in sales or key account management then join this webinar and learn how to navigate the world of procurement in 2020.

    Why consolidation of suppliers could be your biggest risk or your biggest opportunity.
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    Why procurement is no longer just sourcing, but setting strategy and what you can do about it.

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    Highlights from the Deloitte CPO Survey
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  • Leveraging Behavioral Intelligence to Grow & Scale Teams Jan 24 2020 4:00 pm UTC 45 mins
    Mary Grothe, The Sales Behavioral Quotient Expert
    Some sales reps have the knowledge and skills to be top performers, but they still aren’t hitting quota. That’s where BQ comes into play. A person’s behavioral quotient determines how they show up and get the job done. BQ is fueled by thoughts, which turn into feelings, which dictate actions, and result in performance. BQ is what determines a rep’s success. This session discusses how to fuel BQ.

    You will learn:

    1. The top 10 knowledge and human-based skills that reps must have to become top performers.
    2. The 3 motivational styles and how each fuels BQ; altruistic, intrinsic, and extrinsic.
    A breakdown of BQ, how to benchmark yourself, identify the gaps, and make a plan for success.
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    • Discover the phrases that suck the power out of your communication and weaken your message.
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  • The Whale Hunters Expert Series: Your One-Page Strategic Plan Recorded: Jan 14 2020 22 mins
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    The Whale Hunters Expert Series features video interviews with experts who bring actionable tips, best practices, and new ideas about business development and enterprise sales. Topics are directed at founders/owners/CEOs, sales and marketing executives, and large account salespeople of small and midsize companies that want to excel at doing great, long-term business with very large customers.

    This episode features Laura Posey, Chief Instigator of Simple Success Plans. Laura invented the One-Page Strategic Plan, an awesome plan that literally fits on one sheet of paper and covers a whole year. It will change the way you plan, increase your revenue, and make your planning become an active, daily map to guide decision-making in all areas of the business:

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  • Sales Management - Fireside Chat: How Sales Leaders Can Jump Start The Year Recorded: Dec 19 2019 40 mins
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    - What are you finding are the biggest obstacles that sales leaders face to consistently exceed quota?
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  • Helping Remote Team Members Be Successful Recorded: Nov 25 2019 45 mins
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    You will learn:

    1.How to apply the 3 P Model of Remote Work
    2.A broader way to define success as a remote worker
    3.How to be more engaged and collaborative as a remote worker
    4.At least five ways to get better results when working remotely
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  • Live at: Jan 24 2020 4:00 pm
  • Presented by: Mary Grothe, The Sales Behavioral Quotient Expert
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