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.
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.
RecordedMay 21 202045 mins
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Melissa Madian, The Sales Experience Expert w/guest, Svet Rouskov
Every great story has a hero who we want to see live “happily ever after.” If you are a salesperson, the story you tell needs to center on your customer as the hero; yet most salespeople make the story about themselves instead. Join Melissa Madian and special guest, author and screenwriter Svet Rouskov, as they discuss how the concepts of storytelling can be applied to create a memorable sales experience that makes your customer want to buy from you.
You will learn:
1. The fundamentals of telling an effective story.
2. Tips and techniques that the pros of storytelling use to make a compelling, engaging story.
3. How to apply these techniques to create a valuable sales experience for your customer.
Adam Snider, The Teaching Sales Skills Expert w/guest George Anastasopoulos
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:
1. Being comfortable with changing the rules.
2. Not being your own worst enemy as a manager.
3. The clear distinction between manager and leader, you can apply.
4. 6 core competencies that will arm you to do less accomplish more and make a difference.
5. 2 skills that are easy to apply, that will build several of these key competencies
Colleen Stanley, The Emotional Intelligence for Sales Expert
Sales managers are often set-up to fail. You’ve seen this movie before. Top producer gets promoted to sales leadership only to discover the skills needed to lead and develop a sales team are different than the skills needed to acquire and retain business.
Discover the psychology, physiology and emotional intelligence skills required for effective sales coaching. Join us for this powerful session if you are:
Tired of revisiting the same sales challenges over and over and over. Improve ability to diagnose the right end of the sales performance issue.
Wondering how to actually coach the important soft skills, EQ skills, to produce hard sales results. Skills such as empathy, emotion management and self-awareness.
In need of getting your sellers to adopt to the new virtual selling environment. The good old days are not coming back!
Wondering if there is a more effective way to conduct one-on-one coaching sessions. Hint: Deal reviews are not deal coaching.
Aware that you aren’t that good at conducting the crucial sales coaching conversation.
How are you helping your team to develop the behavioral changes that make sales training investments pay off? How are you motivating them so everyone can reach their goals? With everything happening in the world, even the most experienced sales leaders are struggling with this.
Join this session with Carole Mahoney to learn how she has helped sellers and managers transform into consistent revenue generators. You will learn what a cognitive behavioral approach is, what it looks like, and why it is so important today.
You will also discover:
-3 crucial steps to get sellers and managers to engage in training and coaching with enthusiasm
-What it takes to help your sellers and managers to apply what they are learning & some pitfalls to avoid
-3 common cognitive issues that sellers and managers struggle with & how to overcome them
Amy Franko, The Strategic Sales Expert w/guest, Darrell Amy
Sales and marketing are the growth engine of any firm, but they’re famous for operating in silos. Each with its own set of strategies and metrics driving their activities. These efforts often sputter out, like a car engine not firing on all cylinders.
There’s a missing ingredient that truly optimizes your growth. Sales and marketing alignment. When you get alignment right, now you can operate at an accelerated level. You can accelerate your revenue growth and do so with your ideal clients.
Join Amy Franko for this talk with special guest Darrell Amy, international best-selling author of Revenue Growth Engine. They’ll share their top strategies for sales and marketing alignment. Whether you’re a sales professional, marketing professional, or leader, you’ll take away concrete ideas to optimize the revenue growth engine of your firm.
You will learn:
1. The only two levers that matter in accelerating revenue growth
2. The sales and marketing mindsets of the most successful companies (and individuals)
3. Practical ways you can tangibly improve the alignment of sales and marketing
One skill that sets the sales pros apart from the pack is their ability to uncover and determine the reason for change (pain) with their customers. Pain is not always obvious, but the ability to asses and determine if you can improve a customer’s issues is truly solution selling.
You will learn:
1.Build genuine rapport.
3.When and how to dig deep.
4.Assess if a pain is an individual, departmental, or organizational issue.
5.How to include your findings into your solution and presentation to improve buy-in.
Take a fresh new look at the timeless principles and techniques that drive only qualified leads to revenue. Generating leads and closing deals in a volatile economy and an uncertain world have never been more urgent. Learn what it takes to create a referral culture that reduces your risk, increases productivity, ensures sales effectiveness, and guarantees the most qualified prospects enter your pipeline.
You will learn:
1.Why adopting referral selling is no longer optional
2.The #1 technique to generate only qualified leads
3.How to create a dynamic referral culture that sticks
4.What sales management must do to guarantee a qualified pipe
5.How to enroll your employees and clients in your sales team
Melissa Madian, The Sales Experience Expert w/guest, Jon Selig
There are lots of technologies out there to automate communications and maximize a salesperson’s reach; but technology alone will not bring a flood of leads to your door. It is critical in this virtual world to connect with your buyers in a meaningful way that will result in a valuable conversation for them. Join Melissa Madian and special guest, Jon Selig, as they discuss innovative ways to engage with your target buyer that leads to an exceptional sales experience.
You will learn:
1. How to engage your buyers in a way that is valuable and relevant.
2. How to spark attention and quickly establish rapport so your buyer wants to continue the conversation with you.
3. How to improve your messaging and "roast your buyers' pain".
Kendra Lee, The SMB Lead Generation Expert & guest, Colleen Casey
Email prospecting has become more important than ever but all the rules have changed with so many people working remotely. At the same time email as a lead generation strategy is getting more difficult. Whether you’re in sales or marketing, it’s frustrating – and a bit scary. All the email prospecting rules have changed. Remember the rule to put the call to action right at the top? Not any longer. How about the rule to forget what your second grade teacher taught you? Now you have to remember it!
Prospect-attraction authority, Kendra Lee and Associate Marketing Consultant, Colleen Casey will share what’s changed and guide you through how to write prospecting emails that get read AND get replies. They’ll share tips for both sales and marketing lead generation strategies.
All participants will receive our 37-point Email Delete Barrier Checklist for Uncertain Times. Now more than ever, email is the top way to reach with prospects. Here’s your strategy to do it. A pandemic shouldn’t keep you from reaching hot prospects.
You will learn:
1. What to say in your first paragraph
2. How long your emails should be right now
3. What to include in your subject line to increase open rates
4. How to adjust your email signature for uncertain times
5. The best time of day to send an email
2020 has been a challenging year for sales and sales enablement leaders. If you weren’t facing disruption before COVID-19, the global pandemic pushed it upon you. Almost overnight, during a worsening economic recession, remote work and virtual selling became the new normal, as SDRs, BDMs, Inside Sales Reps, Field AEs, Sales Engineers, and Account Managers all became “inside sales.” In the midst of all this, without a clear timeline for a full recovery, we all need to find a way to survive and thrive.
Mike Kunkle has some advice that will help. In this webcast on The Sales Experts Channel, Mike will share strategies, tactics, and guidance needed to support you in retooling your sales force to produce the best results possible now – and to gear up your sales force to deliver the growth you need through these turbulent times.
You will learn:
1.How to diagnose first, before you prescribe a go-forward solution
2.How to get the right people in the right seats on the bus, to execute your go-to-market strategy
3.The critical buyer-centric skills to develop in your sales force now and how to do implement them
4.The power of coaching and a sales management system to ensure your retooling produces the results you need
In 2020 the world went remote overnight and digital interactions overtook any other form of sales engagement. Many fear electronic mediums in the sales process as they
are a communication and NOT a conversation and can be an easy excuse for activity falling outside of good sales cadence. Social Selling and Personal Branding however are more important than ever, but where do they fit in the sales process, how should they be used correctly and how do you leverage them to have positive impact on your sales process and career. Here long time Sales Leader and speaker on Social Selling and Personal Branding expels the myths, gives clear simple guidance and shares tips and hacks from the real world library that give immediate actionable value.
You will learn:
1. Why Personal Brand is NOW so important in Sales and will become more so
2. 5 top tips / hacks to make your brand stand out to your buyer
3. Why being Sherlock enables you to sell to your prospect more effectively?
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
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
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
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
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
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
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
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