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Sales Coaching with Purpose

Are you coaching to hit quota or are you coaching for customer success? There’s a big difference, one drives mediocrity, the other drives competitive differentiation. Learn the distinctions between quota coaching and purpose coaching along with techniques to improve the win-rate, and coach reps after they fail.
Recorded Sep 1 2021 41 mins
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Presented by
Lisa Earle McLeod
Presentation preview: Sales Coaching with Purpose

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  • Channel
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  • Stop Killing Deals - Episode 21 Nov 9 2021 3:00 pm UTC 45 mins
    George Bronten, The Sales Effectiveness & Tech Expert
    In this webinar series, we interview non-sales experts about fascinating
    topics and then explore insights and advice for salespeople, sales
    managers, and company leaders involved in complex B2B sales. Because HOW
    you sell matters!
  • The Diamond Group - Getting Better at Sales - Episode 45 Nov 8 2021 10:00 pm UTC 45 mins
    Fred Diamond, The Excellence in Sales Expert
    Join Institute for Excellence in Sales Cofounder Fred Diamond and his panel of sales experts, pundits and fixers every Monday at 4PM CST for the sales industry’s hottest show on solving the sales challenges you are facing.
    Each week, The Diamond Group will tackle perplexing sales problems submitted by in-the-field sales professionals that are stopping them from achieving their goals and hindering their performance.
    Diamond and his rotating expert panel of sales thought leaders and sales executives will go deep into solving the problem utilizing their collective wisdom, years of experience and been-there, done-that fortitude.
    Challenges include obstacles to successful prospecting, hindrances to deal flow, process glitches, mindset issues and other deterrents.
    Listeners will get real, thoughtful and implementable solutions to help them solve the problem and move forward. It will be a great way to find answers to what might be hindering your sales success.
    This is “appointment webinar.” Once you start attending, you will not want to miss a show.
    See you Monday at 4pm!
  • All Things Sales Success - Tales from the Trenches - Episode 11 Nov 8 2021 8:00 pm UTC 45 mins
    Scott Ingram, The Sales Success Expert
    On All Things Sales Success you'll find Scott Ingram, host of the Sales Success Stories podcast, going deep into what's working with real sales professionals who are generating real results on the 2nd Monday of each month in 2021. Sometimes he'll bring favorite podcast guests on to go deeper into the specific tactics and strategies they're leveraging to attain and sustain their top 1% ranking. Other times he'll bring on top LinkedIn Sales Stars to talk about what's work on LinkedIn and more.
  • Making Sales Social: Digital Strategies to Grow Your Business - Episode 45 Nov 8 2021 5:00 pm UTC 23 mins
    Bill McCormick, The LinkedIn Sales Conversations Expert and Brynne Tillman, The LinkedIn for Sales Expert
    On Making Sales Social each week we’ll be interviewing some of the top sales & marketing experts of our time to identify the tips and strategies that are truly working for their clients today. We’ll discuss how we can transform those skills to succeed with virtual and social selling.
  • XO: eXtraordinary Outcomes - Episode 44 Nov 5 2021 1:00 pm UTC 45 mins
    Subhanjan Sarkar, The Buyer-Led Sales Expert
    Selling Remote is here to stay. Face to face meetings - which were already super difficult to land, are unlikely to remain the primary go to option for Sales folks. While the world changed practically overnight, we seem to have missed the writing on the wall. The fact that The Buyer Has Changed. And she is not buying the way she used to even 10 years back.

    The core of the value transaction process is now hinged on the Buyers desired outcomes. Because, although we believed otherwise - every single sale is closed by the buyer. We need to refocus our attention to the Buyer who is at the center of our success. We need to unlearn and now relearn the way to engage with this new buyer. On her terms.

    The eXtraordinary Outcomes Show will do just that. Bring you face to face with the New Buyer. And let you into her world. So together we can create eXtraordinay Outcomes!

    See you every Friday at 9am EST.
  • The Sales Experience Doesn’t Stop at Sales - Solutions Engineering Nov 4 2021 5:00 pm UTC 45 mins
    Melissa Madian, The Sales Experience Expert w/guest, Geet Dhillon
    So much focus is placed on Sales Enablement, yet very few talk about the other critical roles in an organization that are fundamental in providing an exceptional sales experience for your potential customer.

    Join Melissa Madian, The Sales Experience Expert, and her guest Geet Dhillon, Principal Solutions Engineer at Salesforce, in a rapid-fire, freewheeling discussion on the impact of Solutions Engineering on the Sales experience and its critical partnership with Sales.

    You will enjoy:
    - A lively discussion around Solutions Engineering and the impact the role has on the sales experience.
    - Why the aggressive interaction between Sales and Solutions Engineering is so common, and how to overcome it to create a fantastic buyer experience.
    - Fun facts about Geet and Melissa that could only be described as hilariously geeky.

    Join the discussion... you'll laugh, you'll cry, it will be better than CATS: The Musical!
  • The Everyone Sells Something Show - Episode 11 Nov 3 2021 3:00 pm UTC 40 mins
    Liz Wendling, The Authentic Selling Expert w/guest, Jordana Zeldin
    Everyone sells something! Every business stays in business because someone is closing business. Smart salespeople and enlightened business owners recognize that knowing how to sell with authenticity and integrity gives them a significant competitive advantage.

    It’s not too late to create immediate change and grow your business. If you want to survive in this rapidly changing marketplace, you need to learn how to sell and become more comfortable with the sales process.

    When you embrace and harness all the skills and capabilities that go with selling, you will be unstoppable!
  • The Messaging Workshop - Live! Ep 11: Integrated Messaging for Marketing & Sales Nov 2 2021 3:00 pm UTC 45 mins
    Lisa Dennis, The Value Proposition & Messaging Expert
    Landing a deal depends on relevant, consistent messaging to prospects in their language about their priorities. Join Lisa Dennis, author of Value Propositions that Sell, to talk marketing and sales messaging that drives results.
  • The Diamond Group - Getting Better at Sales - Episode 44 Nov 1 2021 9:00 pm UTC 45 mins
    Fred Diamond, The Excellence in Sales Expert
    Join Institute for Excellence in Sales Cofounder Fred Diamond and his panel of sales experts, pundits and fixers every Monday at 4PM CST for the sales industry’s hottest show on solving the sales challenges you are facing.
    Each week, The Diamond Group will tackle perplexing sales problems submitted by in-the-field sales professionals that are stopping them from achieving their goals and hindering their performance.
    Diamond and his rotating expert panel of sales thought leaders and sales executives will go deep into solving the problem utilizing their collective wisdom, years of experience and been-there, done-that fortitude.
    Challenges include obstacles to successful prospecting, hindrances to deal flow, process glitches, mindset issues and other deterrents.
    Listeners will get real, thoughtful and implementable solutions to help them solve the problem and move forward. It will be a great way to find answers to what might be hindering your sales success.
    This is “appointment webinar.” Once you start attending, you will not want to miss a show.
    See you Monday at 4pm!
  • Making Sales Social: Digital Strategies to Grow Your Business - Episode 44 Nov 1 2021 4:00 pm UTC 24 mins
    Bill McCormick, The LinkedIn Sales Conversations Expert and Brynne Tillman, The LinkedIn for Sales Expert
    On Making Sales Social each week we’ll be interviewing some of the top sales & marketing experts of our time to identify the tips and strategies that are truly working for their clients today. We’ll discuss how we can transform those skills to succeed with virtual and social selling.
  • The DRIVE with Darryl Praill & friends, weekly business news you need now: EP 42 Oct 29 2021 7:00 pm UTC 45 mins
    Darryl Praill, The Sales Engagement Expert
    You're working to get business intelligence, marketing strategy, customer insight, sales analytics, and the best practices to build your business. Your business growth depends on knowing what's happening in the world of business. 

    The problem is time management. We're here to help! Here's a roll-up of current events for entrepreneurs, marketers, and sales leadership. It's a digest of the news that will impact YOU -- the mergers and acquisitions, brand positioning moves, business management, emerging technologies, high performance, and a little bit of gossip, too!

    It's the info you need for forecasting, decision making, problem management, innovation, strategic planning, troubleshooting, and staying in the know.

    Join VanillaSoft CRO Darryl Praill on Friday afternoons for The DRIVE. Darryl will highlight the latest and greatest, the news and opinions from the week in sales… in a fun and entertaining way that only Darryl can!

    So, block your calendar every Friday at 3:00pm ET, and spend part of your Friday afternoon drive home (does anyone do that anymore?!) with Darryl on The DRIVE!
  • XO: eXtraordinary Outcomes - Episode 43 Oct 29 2021 1:00 pm UTC 45 mins
    Subhanjan Sarkar, The Buyer-Led Sales Expert
    Selling Remote is here to stay. Face to face meetings - which were already super difficult to land, are unlikely to remain the primary go to option for Sales folks. While the world changed practically overnight, we seem to have missed the writing on the wall. The fact that The Buyer Has Changed. And she is not buying the way she used to even 10 years back.

    The core of the value transaction process is now hinged on the Buyers desired outcomes. Because, although we believed otherwise - every single sale is closed by the buyer. We need to refocus our attention to the Buyer who is at the center of our success. We need to unlearn and now relearn the way to engage with this new buyer. On her terms.

    The eXtraordinary Outcomes Show will do just that. Bring you face to face with the New Buyer. And let you into her world. So together we can create eXtraordinay Outcomes!

    See you every Friday at 9am EST.
  • The Street Smarts MBA for Small Businesses - Episode 1 Oct 29 2021 9:00 am UTC 38 mins
    Sonia Dumas, The Payday Conversations Expert and Hugh Tafel, The Profit Accelerator Expert
    The Street Smarts MBA show features Sonia Dumas and Hugh Tafel sharing practical tactics and strategies that any small business or professional practice owner can use immediately to generate more leads, close more sales and increase their bottom line.
    Each action packed episode will showcase Sonia and Hugh’s unique take about -
    • The Great Reset & Economic Pivoting
    • Marketing & The Conversion Formula
    • Profit Acceleration
    • Small Business Sales
    • Referrals & The Customer Experience
    • Payday Conversations & B2B Marketing
    • Guest Experts in Finance, Human Resources, Technology, Leadership, & More
    All to give you an extra edge!
    We study and share multi-million dollar strategies that turn chaos into prosperity.
  • How to Improve Your Sales Strategy to Be Successful During a Recession Oct 29 2021 8:00 am UTC 46 mins
    Steve Benson, The Field Sales Efficiency Expert
    In this webinar, Steve Benson, field sales expert and CEO of Badger Maps, discusses how to be a great salesperson in a time of economic crisis. To outsell the recession, salespeople need to be willing to adapt their sales strategy and find creative solutions. Here are some actionable steps salespeople can take to ensure they not only survive a poor economy, but also maximize their sales productivity.
  • Create. Dominate. Generate: Get Maximum ROI on Your Next Trade Show Oct 29 2021 7:00 am UTC 46 mins
    Alice Heiman, The Complex Sales Expert
    What if you got just one more deal from your next trade show?

    Discover some simple ways you can maximize your ROI.
    Analyze past results to make decisions about future shows
    Build a plan for the lead generation activities you will do before, during and after the show
    Stand out and be memorable to get qualified leads
    Turn those qualified leads into deals to generate revenue
  • How to Build A Sustainable, Profitable, International Sales Channel Oct 29 2021 6:00 am UTC 44 mins
    Marcus Cauchi, The Channel Hypergrowth Expert and special guest, Zach Selch
    Zach Selch has created over 1000 partnerships in over 130 countries in the past 30 years. We will explore what builds trust between partners and what destroys it. Zach has learned how to encourage partners to be open about their customers and their pipeline.

    We will explain the importance of cultural awareness, time on the ground and training, not only about the products, but especially to help them sell. Understanding culture also requires a shift in thinking around the legal arrangement. We’ll explore how vendors self-sabotage their partnerships, send the wrong signals and how mismatched expectations and misalignment lead to breakdowns in the relationship.

    Zach has built his career on strong, deep personal relationships. He says, “The only way out of my network is in a box”. They understand service is not servitude. Partners help each other get better, Zach uses his position at the centre of his channel to raise the bar for everyone by capturing and sharing lessons learned and delivering training on best practices, identifying pinch-points and being completely transparent.

    You will learn 7 crucial tips to recruit, onboard, develop and maximize performance to build loyal, highly productive channels who become partners for life.
  • Step-by-step B2B Sales Process for Startups Founders and SMB CEOs Oct 29 2021 5:00 am UTC 30 mins
    Liz Heiman, The Start-Up Sales Ops Expert
    Do sales seem chaotic and unpredictable? Do you need more consistent results? Do you need your sales team to be more efficient and effective?

    Take the chaos out of your sales organization with a sales process that drives results.

    - Increase sales success and sales productivity with the sales process
    - Help sellers close more deals with process and systems
    - Map the steps to eliminate unwanted surprises

    This webinar is for Start-up Founders as well as SMB CEO/COO and Sales Leaders.
  • How to Sell to Small Business Customers Oct 29 2021 4:00 am UTC 37 mins
    Melinda Emerson
    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.
  • The Everyone Sells Something Show – Episode 1 Oct 29 2021 3:00 am UTC 41 mins
    Liz Wendling, The Authentic Selling Expert
    Everyone sells something! Every business stays in business because someone is closing business. Smart salespeople and enlightened business owners recognize that knowing how to sell with authenticity and integrity gives them a significant competitive advantage.
    It’s not too late to create immediate change and grow your business. If you want to survive in this rapidly changing marketplace, you need to learn how to sell and become more comfortable with the sales process.
    When you embrace and harness all the skills and capabilities that go with selling, you will be unstoppable.
  • The 7 Steps to a Value Proposition That SELLS Oct 29 2021 2:00 am UTC 30 mins
    Lisa Dennis, The Value Proposition & Messaging Expert
    Brainstorming a 1-line value prop rarely results in a message that is extendable across communications platforms, and is buyer-focused. Focusing on just a tag line or elevator pitch short circuits developing a Value Prop Platform that is both complete and flexible enough for marketing content and sales conversations.
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!

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  • Live at: Sep 1 2021 4:00 am
  • Presented by: Lisa Earle McLeod
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