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

Create Standout Proposals that Win in Professional Services

The vast majority of proposals aren’t effective at winning new business, especially in highly competitive situations. Why? The most common reason is that proposals tend to focus inwardly on your firm and its capabilities, instead of outwardly on the client and their business.

In this talk, Amy Franko will offer new ways to think about your proposal strategy and design. She’ll share best practices that have helped her to win hundreds of proposals in both her enterprise sales career and as an entrepreneur. You’ll walk away with concrete ways to improve your next proposal or RFP response.

You will learn:

1.Three “Do’s and Don’ts” of a standout proposal
2.A simple framework for shaping your proposal
3.Two strategies to improve your win rate when delivering your proposal
Recorded May 18 2020 46 mins
Your place is confirmed,
we'll send you email reminders
Presented by
Amy Franko, The Strategic Sales Expert
Presentation preview: Create Standout Proposals that Win in Professional Services

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
  • Helping Your Sales Team Survive the Executive Screening Process Aug 6 2020 5:00 pm UTC 45 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
  • Achieving Trusted Advisor Status with Senior Client Executives Jul 23 2020 5:00 pm UTC 45 mins
    Steve Bistritz, The Selling to Senior Executives Expert
    Many salespeople think they have become a trusted advisor of senior client executives. However, a key question you should ask yourself is: What has the client executive done for you to demonstrate that they perceive you as a trusted advisor?

    Why do executives test and screen salespeople? How can salespeople circumvent that process and develop trusted advisor level relationships with those executives?

    Based on 10 years of empirical research with more than 500 global CXO-level executives who were asked about their relationships with professional salespeople, we’ll reveal 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 you should take to become trusted advisors of C-Suite executives

    You will learn how to:

    1.Circumvent the inevitable roadblocks, using proven techniques and strategies
    2.Establish credibility with C-Suite executives, thereby obtaining continued access to them
    3.Develop provocative questions to pose to senior executives, so as to magnify your value
    4.Become perceived as a trusted advisor to those senior executives
  • How to leverage video in sales: from prospecting to pitch to close. Jul 22 2020 4:00 pm UTC 45 mins
    Julie Hansen, The Sales Presentation Expert w/guest, Alyshah Walji
    Video has always been a powerful yet underused tool in sales. While the use of video for live customer calls has exploded in recent months, video can also be a surprisingly effective tool for gaining access to hard-to-reach customers, as well as driving deal momentum in the later stages of the sales process.
    In this session, Selling On-Camera Master Class creator Julie Hansen and Alyshah Walji from Vidyard share insights, examples and best practices for using video to stand out from your competition and shorten your sales cycle.

    You will learn:

    1. How to strategically use video during your sales cycle
    2. Best practices for prospecting with video
    3. The secret to connecting with customers in live video pitches
    4. How to use video to drive toward the close
    5. How savvy sellers are using video to shorten their sales cycle
  • Separate Yourself from Everyone Else And Be The CEO of Your Own Territory Jul 21 2020 3:00 pm UTC 41 mins
    Chad Burmeister, the AI for Sales Expert and guest, Ryan Reisert
    In this webinar Chad Burmeister, the AI for Sales Expert, will uncover what it takes in 2020 to separate yourself from the rest, and be the CEO of your own territory

    You will learn:

    1. What’s changed in sales since December 31, 2019
    2. Peacetime CEO, vs. “Wartime CEO”, what’s the difference
    3. Live fire call using AI Augmentation and Agent-Assisted Dialing for Sales Pros
  • 5 Imperatives to Make Q4 Your Best Quarter Ever! Jul 16 2020 3:00 pm UTC 25 mins
    Chad Burmeister, the AI for Sales Expert and Lisa Magnuson
    Learn the 5 imperatives that you can start now so that you have the best Q4 ever.

    You will learn
    1. Focus on the customer - have empathy – understand your customer (what are they doing, thinking, and feeling)
    2. Cross-Sell/Up-Sell – PPP Loans and SBA Loans have arrived. Are you aggressively selling right now, you should be!
    3. Become a pro at asking for referrals
    4. How to play in RFPs to win 2-3X more of them!
    5. How to 5X Your Deal Size (Hint: Allocate time to find them!)
  • How to Increase Your Close Rates By 25% Or More Jul 14 2020 3:00 pm UTC 18 mins
    Chad Burmeister, The AI for Sales Expert and guest, Matt Walsh
    Learn how AI for Sales Process Execution enables companies to build a consistent and repeatable process to enable more sales professionals to exceed quota

    You will learn:
    1. The challenge of CRM adoption & data entry
    2.The promise of AI for Sales Process Execution
    3. 50% of reps achieve quota at most companies, Sales Process Execution can deliver 25 - 50% higher achievement
  • 21 Competencies of a High Performing Sales Team Jul 8 2020 9:00 pm UTC 45 mins
    Lisa Leitch, The Sales Evolution Expert
    Sales teams are faced with more challenging times than ever before, yet they will be instrumental to grow sales and turn around the economy. Do you have the right players on your sales team to work through the Covid Challenge?

    You will learn:.
    •4 States of a Consultative Culture
    •21 Competencies of a High Performing Team
    •Why 50% of sales professionals do not meet the mark?
    •What sales leaders can do to evaluate, lead and coach their team to a winning performance
  • How to Build a World-Class Sales Enablement Program to Empower Your Team to Win Jul 8 2020 5:00 pm UTC 45 mins
    Justin Zappulla, The Sales Performance Expert
    Learn how to build and implement a world-class sales enablement program and empower your sales team. Justin Zappulla, Managing Partner at Janek Performance Group, a leading sales performance company, will walk you through what high-performing sales leaders are doing with their sales enablement programs to empower their sales teams to win more often.
    You will learn:
    1.How High-Performing Sales Leaders are Building their Sales Enablement Programs
    2.Why Sales Enablement Programs are Critical to the Success of your Sales Team
    3.The Vital Characteristics of Building a Powerful Sales Enablement Program
    4.How to Structure and Implement your Sales Enablement Program for Immediate Results
  • 7 Practical Ways to Enable & Ennoble Your Sales Team Jul 8 2020 3:00 pm UTC 45 mins
    Amy Franko, The Strategic Sales Expert w/guest, Deb Calvert, The People Engagement Expert
    Your sales team and your customers are operating in a new environment, one that will likely never fully return to what it was. New mindsets and approaches are needed to master selling in these disruptive times. There’s good news here – mastering these new mindsets and approaches will give sellers and organizations a competitive advantage.

    This is where your role as a sales leader becomes even more important. How do you yourself pivot as a leader, and then advise and coach your teams to success? In this live video talk, Amy Franko and Deb Calvert are teaming up. They’ll share practical ideas for enabling and ennobling yourself and your sales teams through disruption and beyond.

    You will learn:

    1. How we define enablement and ennoblement
    2. 7 practical ways to integrate enablement and ennoblement for yourself and your teams
    3. Pitfalls to avoid as a sales leader in disruptive times
  • How Best-in-Class Sales Teams Build a Powerful Pipeline and Exceed Quota Jul 7 2020 9:00 pm UTC 45 mins
    Nick Kane, The Sales Improvement Expert
    Janek Performance Group, an award-winning Top 20 sales training company recently conducted and published a joint research report with SellingPower that focuses on how successful sales teams build their pipeline and drive prospecting best practices that keep their funnels full and achieve their quotas. In this engaging presentation, Nick Kane, Managing Partner at Janek Performance Group will provide insights into the findings, common reasons that lead to sub-par pipeline health & performance and what best-in-class sales organizations do differently to yield better results.

    You will learn:

    1. Learn what best-in-class sales organizations are doing to outperform their peers with their pipelines
    2. Discover how pipeline health and strong sales prospecting practices impact quota attainment
    3. Gain actionable steps to improve prospecting skills and strategies to support a healthy sales pipeline and exceed quota more often
  • How to Convert More Prospects with Webinars Jul 7 2020 5:00 pm UTC 45 mins
    Kendra Lee, The SMB Lead Generation Expert & guest, Kristin Logan
    Connecting with prospects in today’s climate is challenging, but webinars give you an opportunity to meet contacts with problems you can solve. Join prospect-attraction authority, Kendra Lee and Senior Marketing Consultant, Kristin Logan and create a blueprint for planning and hosting webinars that attract new prospects and start conversations during these unusual times. They’ll share how to create and promote a webinar that converts prospects and digitally engages your community during unusual times. A pandemic shouldn’t keep you from uncovering hot prospects.

    All participants will receive our 40-point Webinar Event Checklist to plan your own webinar and convert new prospects. People are still working remotely. Give your prospects ways to engage with you virtually.

    You will learn:

    1.       3 types of webinars converting prospects right now
    2.       Strategies to plan and launch webinars quickly
    3.       How to promote your webinar in today’s climate
    4.       4 ways to engage your audience and increase conversion
    5.       2 essential post-event follow-up strategies to set appointments
  • Aligning Marketing & Sales Priorities for Predictable Results Jul 7 2020 3:00 pm UTC 45 mins
    Matt Heinz, The Predictable Pipeline Expert
    Too many companies face a roller coaster of inconsistent sales results, often accelerated by ineffective or random acts of marketing as well as unsustainable fire drills, short-term thinking and a lack of a solid foundation for profitable, predictable growth.

    What may have worked in the company’s earlier stages isn’t working now, and the “growth hacking” mindset just leads to inconsistency, more burnout, bad morale and too-often missed objectives.

    What’s more, marketing’s role and impact in driving sustainable sales growth is nebulous, where at best marketers aren’t able to measure their true impact, and at worst they’re still just acting like the arts and crafts department.

    There is a better way.  Based on the best practices of hundreds of successful B2B organizations worldwide, the Predictable Pipeline methodology covers seven key areas of marketing-driven impact that will deliver more proscriptive, reliable and scalable sales pipeline and results in the months, quarters and years to come.

    In this presentation we’ll cover strategies, tactics and operational best practices that make today’s most successful B2B organizations more productive, more consistent, more motivated and more successful.

    You will learn:

    1.       Focusing on precisely the target accounts that are ready to buy

    2.       Personalizing your message at scale

    3.       Accelerating productivity and impact of your sales and marketing resources

    4.       Right-sizing your technology, budget and key metrics scorecards

    5.       Executing on a more effective review and optimization cadence to drive success
  • 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
  • Optimizing Your Sales Day Recorded: Jun 30 2020 46 mins
    Darryl Praill, The Sales Engagement Expert w/guest, Michael Pedone
    You’re trying to do everything at once. That. Doesn’t. Work. You need to schedule time for your key sales activities - one activity at a time. You need to block time for calls. You need to schedule time to post on LinkedIn. You need to set aside an hour for prospect research. You need to optimize your sales day!

    Join us on Tuesday, June 30 at 2:00pm ET as we look at the benefits of breaking down your sales day, and how that gets you closer to closing those deals. VanillaSoft CMO Darryl Praill will be joined by sales expert Michael Pedone, Founder and CEO of SalesBuzz.com, who has looked extensively into the benefits of blocking out dedicated time for sales calls, and will share his insights into why it’s necessary, the times of day that work best, and what the optimal times are for first time or follow up calls.

    Every little bit helps when you’re working toward closing those deals, so why not learn from the experts how you can optimize your day, and get yourself closer to meeting your quota. Register today!

    You will learn:

    1.Why structuring your sales day is important
    2.How sales reps can best structure their sales day for optimal success
    3.Why it is particularly important to set asides block of time each day for sales calls
  • Work From The Ground Up- What It Takes To Scale Your Revenue Recorded: Jun 25 2020 43 mins
    Jeff Bajorek, The Fundamentals/Principles Expert with guests, Jessica Watts & Jeremy von Halle
    You’ve got great ideas, and you have all the tech and the apps in the world to help you scale, but what does your foundation look like? Are all of the elements there? I sit down with Mud City founders Jessica Watts and Jeremy von Halle to discuss the essentials that often get overlooked when revenue organizations look to grow fast.

    You will learn:

    1.What are the mistakes most startups make when they try to ramp up
    2.What are the things you must absolutely do right in order to grow?
    3.How do Sales and Operations collaborate best in today’s startup environment
  • The Role of Humans in an AI Driven World Recorded: Jun 25 2020 46 mins
    Chad Burmeister, the AI for Sales Expert, and guest, Andy Paul
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, will talk with Andy Paul, Author, about the role of humans in an AI Driven World.

    You will learn:
    1. How to make a deeper connection with people
    2. How RingDNA leverages AI
    3. How your passion guides your career
  • Does Outsourcing Sales Ever Make Sense? Recorded: Jun 23 2020 46 mins
    Darryl Praill, The Sales Engagement Expert w/guest, David Kreiger
    You’ve trained your sales team. They know your solution inside-out. They live-and-breath your Ideal Customer Profile. They can handle any objections thrown their way. Their activity numbers are exceeding expectations.

    That above paragraph is rarely heard from sales leaders.

    Sales is hard, and numbers are being missed.

    You’ve tried it all.

    What’s your next move?

    Is it possible that maybe, just maybe, it makes sense to outsource a portion of your sales development efforts? Could a third-party provider possibly help you achieve the results you seek? Is there a time when it makes sense to bring in an outsider; a pinch hitter?

    Sometimes, it does — not unlike how management often brings in an outsider to lead the sales team. Sometimes you just need a fresh perspective.

    In this session, we will break down exactly when you should bring in an external partner, why they will complement your efforts, how you can sell the investment, and how you can treat them as your own private science lab.

    In the pursuit of quota, sometimes you need to bring in a little muscle.

    Register now to learn more.
  • Improve RFP Effectiveness NOW – COVID-19 Edition Recorded: Jun 23 2020 30 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 Recorded: Jun 17 2020 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. Recorded: Jun 17 2020 44 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
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: Create Standout Proposals that Win in Professional Services
  • Live at: May 18 2020 8:00 pm
  • Presented by: Amy Franko, The Strategic Sales Expert
  • From:
Your email has been sent.
or close