Lack of Pipeline: The Number 1 Reason You Are Not Hitting Quota

Key Takeaways:

A suggested approach to developing commercial skills in Business Graduates in the construction industry.

Reasons to attend

Commercial awareness is one of the key attributes cited by many employers as being essential to employability, but unfortunately, one that many people seem unable to demonstrate. It comes up time and time again in job advertisements, discussions between recruiters and on careers guidance websites. But what does 'Commercial Awareness' really mean, and how can you develop it?

Reasons to Attend:

Some sales philosophies will tell you that - if you follow a simple formula – customers will never interrupt your presentation with an objection.

But that’s just nonsense.

And - contrary to popular belief - prospects aren’t sitting in darkened rooms trying to invent new fiendish ways to stop you from selling your stuff.
If people regularly tell you;

• that you’re too expensive - or
• that they’re already happy with their current supplier – or
• they’ve had problems with your company in the past - or
• your lead time is too long

Then you need to jump on to this webinar so that I can share with you how to overcome every single objection that you’ll ever hear.

Key Takeaways

Everyone who attends will walk away with this tool box of sales gold;

• How to overcome every genuine sales objection – including those based on price
• The names of the four headline objection types and the silver bullet that takes each one of them down
• The three reasons that salespeople fail to overcome the most difficult customer objections – and what to do about them

Reasons to Attend:

A multi-touch, multi-channel sales and marketing process will always prove the most successful. Yes, that means cold calling and social both and can work seamlessly. But how do they integrate and how do you ensure success?

This webinar will be focused on the full spectrum of sales and marketing mix available. Taking you right through the customer journey and how to ensure prospects remain engaged.

Should you be doing a bit of everything? Or are you better doing a small amount really well? And if you’re only going to embark on an ambitious sales and marketing plan, what are the options that give you the biggest return?

But what happens when the prospect disappears of the face of the earth? Or if an MQL doesn’t qualify to an SQL? Or even once a prospect becomes a customer. How do you build a process that maximizes your revenue opportunities across the customer or buyer journey?

Well, that’s what we’ll explore.

Key Takeaways

•Which channels are you forgetting?
•Which channels do you need to explore further?
•Where are your customers?
•How are you ensuring every engagement has the maximum opportunity to produce the most value?
•Where’s the hole in your marketing and sales process?
•How to successfully integrate sales and marketing processes, to deliver revenue

Reasons to Attend:

57% of B2B companies identify 'converting qualified leads into paying customers' as a top priority. Yet, lead qualification is a stumbling block in many organizations.

67% of lost sales are the direct result of sales reps not properly qualifying their potential customers before taking them through the sales cycle.

To be effective, sales reps must learn the subtle art of working leads faster and booking more meetings. For inbound opportunities, the sales rep must act as the guardian at the gate....

On November 5th join Scott Amerson, VP of Sales for VanillaSoft, as he shares his top lead qualification practices.

Key Takeaways

Register now and learn:
-How to rapidly disqualify leads.
-Tips for getting to the right contact faster.
-Where to focus your time for maximum results.

Reasons to Attend:

Organisations of all sizes are often clear about why customers should buy from them. However, understanding how this translates into the 'how and the what' of the front office in terms of sales and marketing can be hard to articulate. With new sales trends and online sales blurring what is sales and what is marketing, organisations and sales leaders need to be clear on organisations boundaries and who does what.

Can you say with confidence your front office operating model is aligned to maximise the changes in a digital and dynamic selling environment?

A clearly aligned operating model can help maximise return and sales effectiveness by focusing you on the interactions and customers that count. This session will walk through the layers of a front office operating model to challenge your thought process, asking ... is your front office operating model fully aligned for today’s market and up and coming sales trends?


Key Takeaways

Key trends in sales in B2B
What this means for your sales and marketing organisation and supporting operating model
How key trends are changing the seller landscape in terms of what sellers do

Reasons to Attend:

Oban has helped several clients across various sectors and has learned a few tips and tricks to influence the whole lead generation process: from setting out a strategy based on audience insight to write content and promote it online.

This is an opportunity to gain some basic insight into how marketing departments can increase the rate and efficiency in generating leads for sales departments.

Key Takeaways

•Ways to understand your audience better and prioritise countries
•Techniques to generate content ideas to attract more prospects to your site
•Whether capturing date is always better
•Best practice in data capture
•How to use paid media to drive users to your site

Reasons to Attend:

Outsourcing your sales, lead generation or telemarketing activity can be a fantastic way to grow revenue. But why wouldn’t you simply grow an in-house team?

The reality is that both models can work well, but without the right systems and processes, both have many potential pitfalls.

In this webinar, we explore the potential risks, upsides, and downsides of in-house vs. outsourced, as well as analysing the differences in investment levels, time and resource.

You should attend this webinar if inside sales, telemarketing or lead generation is, or could be, part of your growth plans and if you’d like to learn more about which model is right for your business.

Key Takeaways

•The benefits if both outsourcing your sales and lead gen
•How to choose the right outsourced sales partner – What to look for
•The benefits of building your own inside sales team
•How to setup and in-house Inside sales team successfully
•The investment level required for both models
•How to measure your investment and return
•Running a combined in-house/outsourced model

Reasons to Attend:

Sales training doesn’t develop sales champions. Managers do. If you want to make your people more successful and have them live their fullest potential today, first make your managers and salespeople best in class coaches – the critical and missing skill of top sales leaders.

Join Keith Rosen, global authority on sales and leadership and award-winning author of Coaching Salespeople into Sales Champions and Sales Leadership to discover how you can become a more effective leader by developing the habit of coaching to boost sales and productivity, develop sales champions, retain top talent and most important; builds trust.

Key Takeaways

During this interview, you will learn how to:

• Ask more questions, give less advice, and build the trust and accountability to rely on people to do their job

•Reduce your workload and save over 20 hours every week on unproductive, wasteful activities

•Shatter the toxic myths around coaching to eliminate generational gaps and departmental silos

•Improve forecast accuracy, achieve business objectives, boost sales faster, as well as a winning and retaining more customers

•Create buy-in around strategic change and improve daily performance metrics

•Assess company readiness and ensure implementation of a successful, sustainable coaching initiative to create a healthy, happy workplace and extraordinary sales leaders

•Turnaround underperforms fast, and identify the critical conversations managers engage in. (Leveraging CRM, account, pipeline, performance, deal reviews, etc.)

In 2017, millennials comprised 35% of the UK workforce. By 2020, they are projected to represent an astounding 50% of the total global workforce.

They bring wants and needs which differ greatly to previous generations, and hold more bargaining power than ever before in the labour marketplace.

With that in mind, companies and business leaders need to be made aware of how to harness that power in their favour. Nazma Qurban, Chief Revenue Officer at Cognism, has built a high-performing sales team that is made up of 98% millennials.

In this inspiring and insightful webinar, Nazma will demonstrate how to motivate millennials – by being a mentor, not a manager.

Key Takeaways

•Why understanding millennials is key to your business’s future success
•Identifying misconceptions about this generation and demonstrating why they are incorrect
•How millennials have been integral to Cognism’s growth and success
•How to create an honest, transparent and inclusive working culture that millennials thrive in

Let’s face it… selling isn't easy. Sometimes it seems easier to lure a ravenous lion with a lettuce leaf than hit your monthly sales target. Even the best, most seasoned salespeople will feel pressurized from time to time and result in them not hitting the target. It’s this pressure that spawns excuses – excuses that detract attention away from a salesperson’s performance (or lack of it).

I hate hearing excuses; it feels like people are trying to blame others rather than accepting their own failings. But what are the top excuses you’ll hear from a salesperson?

Many sales leaders are challenged by faltering sales often caused by the growing gap between buyers and sellers.

So, how are B2B companies going to boost buyer engagement and retention to meet the tough sales targets? Join our webinar on 17 September to gain insights into the results of our recent salesforce survey, including:

•Sales Enablement - how companies are planning to embrace it
•Sales Training - what are the pitfalls and the plans for change
•Digital transformation - what are the plans now and in the future

You will also learn why companies like Rockfon, Fujifilm and Cox Automotive have invested in Showpad sales enablement technology to boost buyer engagement, retention and growth.

Don't miss the must-attend webinar for sales and marketing professionals!

Reasons to Attend:

There are two words that once spoken, can almost immediately create a mental block and unwillingness like no other: Cold Call! Why are these words grotesque to so many sales professionals? Many find it to be an anxiety-inducing process that involves stripping away their security blankets, and exposing any self-doubt for all to see.

Luckily, Chris Beall, CEO of ConnectandSell.com doesn’t see it that way. On September 10th, Chris will forensically disassemble cold calls and shows us how to take advantage of the interruptions they can create.

Key Takeaways

Register now and learn how to:

-Use cold calls effectively to create pipeline.
-Appeal to prospects’ problems and work towards deals.
-Ditch the fear and crush your call anxiety.

Reasons to Attend:

Imagine if you knew the formula for outbound success.

Attend the Revenue AI: The Science of B2B Sales with James Isilay CEO of Cognism and you will! Learn how you can use a simple formula to improve your outbound B2B marketing and sale.

Key Takeaways

•Areas of AI in Sales & Marketing
•Impact of AI in Sales & Marketing
•Benchmark with conversion rates

Reasons to Attend:

Understanding brain development since caveman times provides the key to influencing others especially given the massive advances in neuroscience over recent years which has taken the art of persuasion beyond psychology into brain chemistry. The Reptilian brain, the Limbic system and the Neo Cortex can be likened to your “Gut”, “Heart” and “Head” brain. These three brains transmit data constantly to each other when we make decisions but if we want sales success we must first understand our own preferences by using behavioural profiling and then diagnose which of these dominates the customers brain to stimulate sales, increase conversion ratios and shorten sales cycles.

Key Takeaways

•Understand how the human brain has developed and how to use this in sales
•Discovering your own behavioural brain preferences is the critical first step to managing your selling style
•Learn what techniques stimulate which part of the brain and how to leverage them
•Understand why selling has to stimulate each part of the brain to ensure success
•Learn why so many training methodologies and programmes are too one dimensional to succeed.

Reasons to Attend:
If you want to find a way to create a great sales funnel and community to develop long-lasting relationships, provide a regular revenue stream and opportunities to up and cross-sell then this is the webinar for you. Many of the major brands like Netflix, Amazon Prime, and Linkedin all have very successful membership models, find out how it can work for your business


Key Takeaways

•Are you membership ready – the different types to consider
•How to create a membership programme
•Understanding the importance of member engagement
•Why they join, why they leave