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

Planning for Prospecting Success

A common challenge sales people experience is not having enough time to prospect; the root cause of this is generally lack of planning and organization. Learn how to arrange and organize a versatile prospecting plan to keep you consistent and accountable to your business development. Whether you are a sales professional or leader, don’t cold call aimlessly, build a strategy for prospecting success.

You will learn to:

1.Engage your market daily.
2.Take the chore out of prospecting.
3.Be more relevant to your prospects.
4.Prospect without just cold calling.
5.Increase your prospecting success.
Recorded Mar 19 2020 44 mins
Your place is confirmed,
we'll send you email reminders
Presented by
Adam Snider, The Teaching Sales Skills Expert
Presentation preview: Planning for Prospecting Success

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
  • 5 Creative Prospecting Examples that Worked in the Real World Oct 6 2020 6:00 pm UTC 25 mins
    Scott Ingram
    Looking for some inspiration to improve your prospecting, sales development and meeting booking game? In this session we’ll show actual examples of unique prospecting approaches that resulted in qualified meetings with executive (C-Level) decision makers. In this short session we’ll be looking to maximize the ‘value per minute’ that we’re delivering so you can get some great ideas and quickly turn-around and start thinking about and experimenting with your own high performing approach.

    You will learn:

    1.Why the same old boring approaches just aren’t working as effectively
    2.What creative tactics are breaking through and getting the attention of decision makers
    3.How you can achieve conversion rates of 50% or higher
  • 3 Crucial Components of Onboarding New Sales Hires Sep 29 2020 4:00 pm UTC 45 mins
    Carole Mahoney, The Sales Coach Expert
    Your new sales people are eager to get started, but maybe not as much as you are ready for them to ramp up, right?

    Or perhaps your existing team has been through so many changes and challenges lately- everything seems new and it's time for a reset.

    Join Carole Mahoney for some science, some humor, and plenty of actionable tips and strategic insights in this interactive webinar where we will cover:
    -Why onboarding programs fail
    -3 crucial components of a successful onboarding program
    -What an onboarding schedule looks like
    -And more!Sal
  • Metaphor: The Ultimate Short Story for Selling Recorded: Sep 25 2020 46 mins
    Lori Richardson, The Sales Hiring Assessment Expert w/guest Anne Miler
    Millions of dollars are left on the table and hundreds of ideas fail to get off the ground every day because of the over-communicated society in which we live. Salespeople, managers, consultants and even world leaders are constantly challenged to pierce through this information clutter to get others to see the unique value of their services, explanations, and propositions. Metaphors solve that problem. My guest, Anne Miller, is author of "The Tall Lady with the Iceberg: the Power of Metaphors to Sell, Persuade, & Explain Anything to Anyone" Learn about the great power of the words you choose to grow revenues.

    You will learn how to craft and use metaphors to

    · Open minds
    · Vaporize objections
    · Close deals more quickly
  • Leadership Skills You Need Now: Holding Reps Accountable Recorded: Sep 24 2020 49 mins
    Kristie Jones, The SaaS_Startup Expert
    These are awkward times. You and your sales reps are still working from home. You’re being asked to think about equality and how that might change your leadership style. You and your team are under a lot of pressure to hit the revised (or not) revenue targets you’ve been given AND the end of the quarter is just days away.

    It’s a lot. I get it. But not holding your reps accountable to activity, net new pipeline, pipeline hygiene, and their quota isn’t the answer. If you have a Culture of Accountability (and I’m assuming you do) you owe it to yourself, your reps, and your company to continue to lead your team as you did in February.

    In this presentation, Kristie Jones, Founder, and Principal of Sales Acceleration Group share her tactics for setting expectations, getting buy-in, and holding reps accountable even during times of uncertainty and economic challenges.

    You will learn:

    ●How to have expectation conversations
    ●How to teach reps that you’re going to hold them accountable
    ●Why it’s necessary to hold reps accountable - especially now
    ●How to establish consequences for missing expectations
    ●What to do with accountability dodgers
  • Secrets to Expand Existing Client Engagements Recorded: Sep 23 2020 44 mins
    Merit Kahn, The Sales Mindset Expert
    Salespeople are paid to land new business or expand on existing business. They know they are in sales, they’ve been trained in selling techniques and they understand that their livelihood and the health of the business depends on their ability to sell. Sure you can spend more resources to help them improve, but you’d be missing out on a secret sales force… so secret they don’t even know they are in sales.

    Experts, consultants, estimators, project managers, advisors and other non-selling professionals have face time with decision makers and influencers, the expertise to ask questions that uncover real needs and most importantly… they always get past the gatekeepers. The problem is if you try to turn them into salespeople or try and convince them sales is not a dirty word, you will fail.
    This session will provide your salespeople with some helpful tips, but more importantly, it will open up new possibilities to generate revenue by solving real problems for your existing clients.
    If you or your company sells professional services, custom solutions or anything creative, this session is for you.

    You will learn:

    1. How to frame serving so it’s not seen as selling
    2. What non-selling professionals can do to expand business without being salesy at all
    3. Potential revenue growth if only a few experts expanded business just a little
    4. Why “selling for non-selling professionals” is a total turn off to your non-selling pros
  • Technology + Technique = Sales Success Recorded: Sep 22 2020 46 mins
    Chad Burmeister, the AI for Sales Expert and Merit Kahn
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, will talk with Merit Kahn about the importance of sales technology and technique.

    You will learn:
    1) What’s more important – new technology, and improved technique?
    2) The impact of technology on the new way of selling
    3) What's changed in the world of WFH!
  • What Sales Can Learn From Sham Sao Recorded: Sep 1 2020 32 mins
    Carole Mahoney, The Sales Coach Expert and guest, Sham Sao
    Sales and marketing alignment, or smarketing, as it has been called in the past decade, is something that many companies still struggle with. But why is there such a struggle and what can you do to change that in your own company?

    In this session, join Carole Mahoney and GM & Board Director for think-cell, Sham Sao, to learn:
    1. How sales and marketing alignment impacts growth.
    2. Some of the biggest things that create misalignment between sales and marketing.
    3. Processes that can be used to drive alignment between teams and stay aligned
  • Helping Your Sales Team Survive the Executive Screening Process Recorded: Aug 27 2020 49 mins
    Steve Bistritz, The Selling to Senior Executives Expert
    Why do executives test and screen professional salespeople?  How can salespeople learn to circumvent that process and develop trusted advisor level relationships with those executives?

     In this webinar, your sales teams will learn why executives screen and test salespeople and how they can prepare for those critical initial meetings with client executives.
     

    The webinar is based on 10 years of empirical research with more than 500 global CXO-level executives that revealed why some salespeople gain trusted advisor status while others get the ejector seat.

    In addition, we’ll explore what senior executives told us about their relationships with professional salespeople, including how they should align with the relevant executive in the client organization to win those critical key deals.

    Most importantly, you will learn the important steps your sales teams should take to become trusted advisors of C-Suite executives

    You will learn how to:

    1.      Develop an understanding of the screening processes that executives use to test salespeople

    2.      Approach executives so as to circumvent the inevitable roadblocks, using proven techniques

    3.      Become perceived as a credible resource to executives, based on your understanding of their key business executives 

    4.      Ultimately become perceived as a trusted advisor to senior executives in the client organization
  • Top Tech and Technique to Sell More & Stress Less Recorded: Aug 27 2020 43 mins
    Merit Kahn, The Sales Mindset Expert and Julie Holmes, Technology & Innovation Strategist
    Which is worse... great sales technology with lousy technique or great sales technique without the power of technology? Answer... both will keep you playing small when it comes to big sales.

    Imagine if you had a state-of-the-art automated email follow-up strategy but said “I’ll be in your area... is Tuesday or Thursday better?” That old school sales tactic wouldn’t work despite a great technology structure. And, if you knew exactly what to say to get more qualified referrals but didn’t make use of the tech tools to track the results, you’d be missing out on easy business.
    These days to be successful in sales takes tech and technique... think of this presentation as the peanut butter meets chocolate solution.

    Enter Merit Kahn and Julie Holmes. Two sales experts from two different worlds. Merit has been working with sales professionals on technique since 1998 and Julie is like a human resource of sales tech tools. In their weekly podcast, The Smarter Sales Show, they share the tech and technique to sell more and stress less. This presentation wraps up season one and summarizes 12 weeks of their top tips!

    You will Learn:
    1. Tech and technique solutions to save time when prospecting
    2. Tech and technique solutions to get more referral business
    3. Tech and technique solutions to organize your sales process and deal flow
    4. Merit & Julie’s favorite tips from 11 Smarter Sales Show podcast episodes
  • Your Blindspots Are Killing Your Coaching and Leadership Recorded: Aug 26 2020 46 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
  • How To Maximize LinkedIn For Growth Recorded: Aug 26 2020 46 mins
    Diane Helbig, The No Selling Sales Expert
    LinkedIn is a key resource for lead generation, prospecting research, and content marketing. While it’s not a great place for cold calling, it is valuable for relationship building. In this session we explore some of the mistakes small business owners and salespeople are making and the impact those mistakes are having on their growth. We also review effective tactics to connect with prospects and gain sales meetings.

    You will learn:

    1.How to maximize your profile for greater connections
    2.How to use content effectively
    3.How to do prospecting research and outreach
    4.Little known ways to find opportunities and engage with your connections
    5.Connection best practices
  • Demos that Don’t Suck! Recorded: Aug 26 2020 26 mins
    Chad Burmeister, the AI for Sales Expert and Peter Cohan
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, will talk with Peter Cohan about best practices for doing a demo that doesn’t suck (and for the record, most demos suck)!

    You will learn:

    • 5 Key Indicators of Successful Demos according to a recent study by GONG.io
    • The #1 leading indicator of successful demo is pre-demo discovery (duh!)
    • The #2 leading indicator is a “crisp review” of the customers situation
    • Indicators 3 through 5 will be reviewed in the webinar!
  • Improve Your Win Rates: Closing Approaches for Professional Services Recorded: Aug 24 2020 43 mins
    Amy Franko, The Strategic Sales Expert
    Developing your skills with closing keeps opportunities from getting stuck in your pipeline, and it maximizes your efforts for long-term client growth. Sellers and business developers often treat closing as a linear action, and it only becomes part of the strategy after a big RFP presentation has taken place, or the proposal is presented.

    Closing business isn’t a final step in the sales process. In many ways it’s the start. The start of the client experience. The start of long-term value being created together.

    In this talk, Amy Franko will offer fresh ideas on your mindset and approaches with closing business. She’ll share strategies that have helped her to earn new business, and translate those wins into long-term clients.

    You will learn:

    1.    A fresh way to think about your approach to closing business
    2.    How to strategize throughout your sales process
    3.    Practical ways to improve your win rates and build long-term clients
  • How to Attract, Recruit & Hire Stellar Sales Teams Recorded: Aug 20 2020 40 mins
    Carole Mahoney, The Sales Coach Expert
    Is hiring stellar salespeople crucial to your bounce back from the pandemic? Have you made sales hires in the past that didn’t work out? Does the cost of a failed sales hire have you wondering how to increase the likelihood of success?

    In this 45 minutes webinar, we will dive deep into how you can increase the likelihood of a successful sales hire by over 90% by learning:

    How to create an ideal seller profile
    Best practices to attract your best fit seller in ads and recruiting
    How to dissect resumes and conduct interviews.
  • Verbal Branding and Simplicity Modelling for differentiation Recorded: Aug 19 2020 30 mins
    Chad Burmeister, the AI for Sales Expert and Stephen Melanson
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, will talk with Stephen Melanson, Speaker/Consultant at Melanson Consulting.

    You will Learn:
    1. How and why to simplify your message
    2. What is “verbal branding” and how can you use this approach to make your presentations more memorable
    3. Why to target memory vs. just saying things well or communicating well.
  • Digital Selling – The Future Promise of Artificial Intelligence Recorded: Aug 12 2020 21 mins
    Chad Burmeister, the AI for Sales Expert and Jamie Shanks
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, will talk with Jamie Shanks, Founder of Sales for Life, about the future of AI in Digital Sales.

    You will Learn:
    1. How Jamie has thrived, after going through serious adversity early in his company lifecycle
    2. Jamie’s perspectives of where Digital Selling is going, and how AI plays a major role
    3. What are the keys to focus on the rest of 2020
  • Win More Sales by Selling to the Customer Buying Journey Recorded: Aug 11 2020 49 mins
    Mark Sellers, The Business Results Expert
    Selling is hard enough – don’t make it harder by ignoring your customer’s buying journey. Sales strategies that take into consideration how customers go through their buying journey will lead to winning more sales.

    Join Mark Sellers as he shares proven strategies used by his clients for over 20 years that have helped them win more sales by aligning strategies to how customers buy. If you master these strategies you too will win more sales.

    You will learn:

    1. You will learn the 3 critical stages of the customer’s buying journey and the critical selling activities you should do at each stage
    2.You will learn The questions to ask to know if the customer has passed the pivotal stage in the buying journey
    3.You will learn the big mistakes to avoid when selling to the customer buying journey
  • 3 Strategies to Land 5X Deals Recorded: Aug 11 2020 34 mins
    Lisa Magnuson, The Landing 7-Figure Deals Expert
    You will learn:

    •The 3 strategies required to land 5X deals
    •Why the 5+ relationship plan is at the heart of winning big contracts
    •What are the essential elements of the 5+ account strategy sessions?
    •About the 5+ month sales roadmap: what to do and when

    Target audience:
    •B2B Sales leaders: managers, directors, sales VP’s
    •Account team members: enterprise 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
  • AI for Sales and Marketing, How AI is Changing the Game at MaxSold Recorded: Aug 5 2020 45 mins
    Chad Burmeister, the AI for Sales Expert and Sushee Perumal
    Gain an understanding of the role of AI for Sales Marketing, and how MaxSold leverages AI to save hundreds of hours in low value work, increase sales, and bring operational efficiency like you read about.

    You will learn:
    1. What gains did MaxSold see by deploying AI-Augmented Dialing?
    2. What were the results of deploying AI-powered email?
    3. What’s the future of AI for Sales and Marketing?
  • Get Your Prospects To REPLY Recorded: Jul 29 2020 45 mins
    Jeff Bajorek, The Fundamentals/Principles Expert and guest, Jason Bay
    In this webinar, you’ll learn about what Jason calls Outbound 3.0, or modern prospecting with empathy. Jason will also outline his REPLY Method framework, and help you build cold outreach cadences that will get your prospects to engage at a much higher rate.

    You will learn:
    1. What is Outbound or Prospecting 3.0?
    2. REPLY Method
    3. “Do this, not that” in your emails and voicemails
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: Planning for Prospecting Success
  • Live at: Mar 19 2020 3:00 pm
  • Presented by: Adam Snider, The Teaching Sales Skills Expert
  • From:
Your email has been sent.
or close