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

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.
Recorded Jan 24 2020 37 mins
Your place is confirmed,
we'll send you email reminders
Presented by
Mary Grothe, The Sales Behavioral Quotient Expert
Presentation preview: Leveraging Behavioral Intelligence to Grow & Scale Teams

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
  • The 5 Planks of Door Opening Success Apr 10 2020 8:00 pm UTC 37 mins
    Caryn Kopp,The Chief Door Opener Expert
    The first step in closing a sale is the initial meeting. Do you want more of those? Learn:

    -What motivates the right decision makers
    -How to find the ideal prospects
    -The secret to creating compelling messaging
    -Objection responses which work
    -Secrets to hiring the right hunter
    -Techniques for creating urgency
  • The Best “Just show me a demo” Demo Apr 10 2020 7:00 pm UTC 48 mins
    Julie Hansen, The Sales Presentation Expert
    Demonstrating a product or solution without knowing enough about your customer is a recipe for disaster. But the reality is that you may find yourself in this situation more frequently as customer’s demand shorter and shorter response times. Without sufficient discovery, however, most sellers deliver a boring overview demo that misses the mark entirely. Yet you need to do something when a customer says “Just show me a demo.” In this session you’ll discover the best way to satisfy a customer’s request for a demo without clicking around in the dark. You’ll learn how to create a vision of what’s possible AND gain enough insight on-the-spot to create a winning demo that’s tailored to your customer’s needs.


    You will learn:

    1. Why overview or “educational” demos fail miserably
    2. How to quickly identify your customer’s primary challenge
    3. How to use a Customer Success Story for guidance
    4. How to present a key example of what your product can do
    5. How to use “quid pro quo” to gain insights to tailor your demo
  • How To Easily Deliver Interest-Creating Prospecting Call Openings and Voice Mail Apr 10 2020 6:00 pm UTC 46 mins
    Art Sobczak, The Prospecting without the "Cold" Expert
    Most prospecting calls are doomed to failure because of what the salesperson says, and DOES NOT say in the opening (and voice mail). You will see exactly what to avoid, and what to say to get through, get in and sell! Lots of word for word messaging you will use right away!
  • How to Add Value On Every Sales Call Apr 10 2020 4:00 pm UTC 46 mins
    James Muir, The Sales Closing Expert
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • Customers for Life: The Art of Keeping Your Best Clients Apr 10 2020 3:00 pm UTC 41 mins
    Alice Heiman, The Complex Sales Expert
    Discover how your team can:
    Wow them: Onboarding success
    Love them: Build and strengthen relationships
    Sell them: Get repeat business and upsells
    Develop them: They will become your best referral source
  • Managing Salespeople with Empathy & Structure to Drive Revenue Results Recorded: Apr 9 2020 48 mins
    Barbara Giamanco, The Strategic Social Selling Expert with guest, Maria Tribble
    Remote working is not a new concept but for many sellers on the prospecting frontlines they are navigating unchartered waters. Recent business disruption has made it crucial for sales managers to successfully lead their teams to revenue success, while helping them manage the uncertainty of chaos that has become the new normal.

    In this session, you will learn actionable strategies you can implement NOW to position your team for revenue success.

    You will learn:

    1.How to build a remote sales team culture in challenging times.
    a.Strategies for streamlining communication. Teams need a “single source of truth”.
    2.How to establish & maintain accountability.
    a.Setting and communicating clear expectations.
    b.Establishing the right processes to maintain focus.
    c.Managing team members against the right sales performance metrics.
    3.Why coaching cadence is more important than ever to keep reps on track.
    a.Team meetings to include supporting players.
    b.Weekly 1-1 meetings with individual contributors.
    4.Best practices for maintaining a consistent professional image when selling virtually.
    5.Creative tips for encouraging social interaction that wards off individual isolation and keeps morale high.
  • Restoring Depleted Pipelines-Revenue Generation Strategies for a Post COVID Wo Recorded: Apr 9 2020 49 mins
    Chad Burmeister, The AI for Sales Expert
    In this webinar, Chad Burmeister and Townsend Wardlaw will share what modern sales organizations are doing in the face of this crisis and how they are retooling their entire sales coverage model to not just survive in the new normal, but to thrive


    You will learn:

    1.The likely (and disturbing) long-tail implications of Corona on selling
    2.Case studies of high performing sales teams already adapting their go-to-market strategy and resource model to thrive while many struggle to survive
    3.The one KPI/metric (currently used by less than 1% of sales organizations) you must implement now to navigate the next 18 months
    4.Five specific ‘plays’ you can run to optimize your sales efforts now (including one that will hobble your competition).
  • Practicing “Social Connecting” on LinkedIn Recorded: Apr 9 2020 49 mins
    Bill McCormick, The Starting Sales Conversation Expert w/guest, Brynne Tillman
    The new term “Social Distancing” has been added to our lexicon as we deal with the health threats of the Coronavirus. More and more people in sales are working from home, unable to connect face-to-face with our clients.

    In this webinar I’ll talk with the “LinkedIn Whisperer” Brynne Tillman about how we can practice social connection on LinkedIn while we’re physically distanced from our clients. We’ll discuss steps we can take to optimize our profile, how to build a quality network and how to gain valuable referrals in these trying times.

    You will learn: ​

    1. How to transform your profile from a resume to a resource
    2. Tips on building a quality network
    3. Tips on gaining valuable referrals in even the most challenging times
  • Enterprise Selling in a Down Economy Recorded: Apr 9 2020 46 mins
    Michael Griego,The Enterprise Sales Effectiveness Expert
    Are you struggling through this economic crisis? What about your customers and prospects? They’re struggling too. Great salespeople reset themselves in down economies and use it as a time to reset with customers as well. Help your customers and prospects reset goals and strategies and mutually align on business outcomes that make sense given the current business climate. Customers need help and support. Be a professional salesperson who stands out from the others.

    You will learn:

    1. How to reset your sales territory and account priorities
    2. How to align with and address your customers/prospects’ new strategic and operational priorities
    3. How to reset plans for you and your customer
  • Attract, Hire, and Onboard High Performing Salespeople Recorded: Apr 9 2020 49 mins
    Kristie Jones, The SaaS_Startup Expert
    Sales has a turnover problem. In the U.S., the turnover of salespeople averages around 34.7%. A moderate amount of turnover is healthy—but when the rate nears 35%, organizations face significant financial repercussions both in lost revenue, but also in cost to hire.

    In a high pressure, competitive market where landing new prospects and retaining customers mean everything, you can’t afford to mis-hire. So how do you find a candidate that will not only be a top performer, a cultural add, and also be willing to be held accountable?

    In this presentation, Kristie Jones, Founder of Sales Acceleration Group, is joined by Amy Volas, CEO of Avenue Talent Partners to reveal a proven, comprehensive process for hiring high performing salespeople--from attracting the right candidates, to vetting and assessing skills, to creating a culture of accountability that ensures retention and strong employee-leader relationships.

    Key Takeaways
    Attendees will walk away knowing:

    How to create an Ideal Candidate Profile

    Which competencies and personality traits indicate a candidate is likely to be a high performer and a good cultural fit

    How to use phone screenings and behavioral-based interviews to assess communication styles, negotiation skills, and more

    How to map out an onboarding plan that will result in higher retention

    How to create a culture of accountability in sales
  • How to Talk with Customers During Coronavirus Fears Recorded: Apr 9 2020 42 mins
    Alice Heiman, The Complex Sales Expert
    The coronavirus is dominating conversations and news coverage around the world. It’s also affecting companies of all sizes, across all industries.

    If you haven’t already, prepare your team to have constructive conversations with customers (especially those who express fear, worry, or indecision). This webinar will offer tips for handling sales conversations in this kind of environment.

    During this presentation you will learn:
    What it takes to be proactive
    How to handle objections
    How to lead the way during any crisis
  • Three Strategies to Accelerate Sales in the Age of Information Overload Recorded: Apr 8 2020 45 mins
    Shari Levitin, The Selling with Heart 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.
  • Beat the Bots with Human to Human Connection Recorded: Apr 8 2020 49 mins
    Anita Nielsen, The Human to Human Sales Expert
    There is no doubt that increasingly sophisticated technology is changing the way we sell, today. Technology can be employed to create remarkable productivity gains for sales professionals. There is, however, a slightly darker side of the equation. There is a very real fear about advances in technologies such as machine learning, AI and robots, will render sales professionals obsolete. Sales professionals are faced with hype and fear, both. The key to optimizing productivity in b2b sales is striking a balance between the use of technology and leveraging human to human connection.

    You will learn:

    1. Why there is validity to both the fear and the hype surrounding technology in b2b sales
    2. Why human to human connection is, and will continue to be, the most crucial, differentiating component of b2b sales.
    3. How to adopt the modern sales professional’s mindset around technology and how best to leverage it in the sales motion.
    4. pecific ways to help you strengthen the human part of the sales equation.
    5. How you can master the balancing act and future-proof your sales career.
  • How to Write Prospecting Sales Emails That Really, Really Work Recorded: Apr 8 2020 47 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!).

    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
  • Accelerating Sales Using Intent Data and Automation Recorded: Apr 7 2020 39 mins
    Shawn Elledge, The Lead Generation Expert
    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
  • What is Sales Engagement and Should You Care? Recorded: Apr 7 2020 53 mins
    Darryl Praill, The Sales Engagement Expert
    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?
  • How to Sift Through an Overabundance of Sales Tools Recorded: Apr 7 2020 39 mins
    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!
  • How to Use List Strategies to Find the Decision Maker Fast Recorded: Apr 3 2020 48 mins
    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.
  • Emotional Intelligence - A Secret Weapon for Sales Leaders Recorded: Apr 3 2020 39 mins
    Jennifer Leake, The People Analytics Expert
    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.
  • The Physics of Closing Recorded: Apr 3 2020 45 mins
    Don Cooper, The Non-Traditional Selling Expert
    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'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: Leveraging Behavioral Intelligence to Grow & Scale Teams
  • Live at: Jan 24 2020 4:00 pm
  • Presented by: Mary Grothe, The Sales Behavioral Quotient Expert
  • From:
Your email has been sent.
or close