LinkedIn Best Practices For Sales - Miles Austin 7/31
Tuesday, July 31st at 11:00 am Eastern/8:00 am Pacific
The #1 reason to be on LinkedIn for Sales is to be found. Participants will learn the steps required to stand out from their competitors and to have their propects find you.
During this focused 60 minute session, Sales professionals will learn which six specific actions are needed to help prospects find them directly on LinkedIn. Buyers are evaluating their vendor pool using LinkedIn prior to any contact. Learn how to make the cut!
With over 180 million business members on LinkedIn, successful sales executives cannot afford to ignore LinkedIn.
Each registrant will receive an advance copy of the slides with space to "fill-in the blanks" with information geared to each participant. If you value your time and want to learn proven techniques that have been producing appointments and sales for over seven years in many industries, then this is the webinar for you.
Here Are A Few Of The Techniques We Will Cover:
Headline: this is not the place for your title. Prospects are searching for your expertise & hear is where it goes
Summary: what to include, the format to use for best visibility and search results
Specialties: one of most important areas-learn format, how to find keywords with power
Website: how to turn this oft-overlooked area into a prime prospect generator
Applications: leverage the power of the web to get your message out, grow reputation and gain new customers
Advanced Search: if you are committed to being the best in your business, you will learn to love this area
*This course is a pre-requisite to attend "Advanced LinkedIn Practices for Top Performing Sales Pros"
Relationship Building for New Reps - Elinor Stutz 7/31
Tuesday, July 31st at 4:00 pm Eastern
It’s true most people have a fear of salespeople describing them as pushy, aggressive, manipulative and unethical. Should you be one of these believers, then it’s time for you to take a class on how to build relationships that builds sales via a heart-to-heart conversation. This isn’t just girly, it very successfuly worked with Fortune 100 companies and entrepreneurs alike. Join the call and let’s get to know one another!
Interview Sales Techniques - Elinor Stutz - 8/1
Wednesday, August 1st at 4:00 pm Eastern
Are you aware that interviewing follows the sales cycle 100%? Most job seekers are not in the know but when they learn the better sales techniques, they land the job they desire and write me a note of thanks for teaching them the way. You will learn the steps of the sales cycle and how to apply each to the progression of the interview. You will even learn a non-negotiation negotiation technique that have the most timid smiling. This session will help you to get to hearing HIRED!
GAP Selling - Tibor Shanto - 8/2
Thursday, August 2nd at 4:00 pm Eastern – Instructor – Tibor Shanto
Almost every conversation about selling, starts or ends with the concept of value; at the same time there are as many different understandings and definitions of value as there are sellers and buyers. Without a clear and actionable definition of value, many conversations between buyers and sellers are less than effective, and do not help create a buy.
Starting with that definition of value, participants will then learn the five step process to leveraging that value right through the sale, from the initial engagement to winning the client. The overarching goal of the process is to focus on the buyer’s objectives, and delivering specific means of helping the achieve those objectives.
1) Identifying and validating buyer’s objectives
2) Understanding why buyers really buy
3) Why Buyers buy and don’t buy from you and your company
4) Converting the above to impact questions and quality conversation
5) A structured follow-through approach to maximize impact and progress
Participants will learn how to use the above to create alignment with the buyer, their objectives and buying process.
Coaching For Performance - Steven Rosen - 8/7
Tuesday, August 7th at 4:00 pm Eastern
Learn how to become a great coach and ignite your sales team
Do you want to be a great coach? More than ever, sales managers today must coach their salespeople to be more effective at selling, relationship-building, and business planning. Often sales managers lack the knowledge on how to coach effectively and the result is lower revenue.
In Coaching for Performance, you will learn how to effectively coach your salespeople into top performers – leading to increased sales, better engagement, and improved job satisfaction. Steven will teach you a five-step coaching process that will develop and inspire your salespeople to achieve new levels of performance.
In this web-based training seminar, you'll learn how to:
• Avoid common coaching mistakes that can negatively impact performance
• Develop a self-motivated, engaged, and fully accountable team of top performers
• Engage and retain your top salespeople
• Employ simple, yet effective techniques to create sales rep buy-in and behavioural
• Create greater accountability for achieving goals
Receive “Coaching Field Planner”
Why People Take Your Advice - Charles H. Green - 8/8
Wednesday, August 8th at 11:00 am Eastern
Participants will come out with an in-depth comprehension of:
a. How people come to trust others, and
b. How people are influenced successfully or not, in business and in life.
Data is shared from 12,000 takers of the Trust Quotient, or TQ, self-assessment. Lessons are drawn from the fields of psychology, sales research, suicide prevention, journalism and counseling – all lead to the same lesson. Participants will learn a key one-sentence trigger to remember this lesson in every sales situation.
The result: participants will learn what it takes to be seen as trustworthy, and to effectively earn the right to influence customers.
Part 1. The Trust Quotient: Description of the four-part “trust equation” — (credibility + reliability + intimacy) / (self-orientation), and the data explaining why one of those factors is more powerful than the others in determining trustworthiness.
Part 2. Formula for influence, and a series of data proofs.
Part 3. Putting the trust equation and formula for influence into action through conversations.
Part 4. Top Ten list of actions for enhancing trust and influence in sales situations
Most useful for B2B sellers who have direct customer contact experience in B2B sales, particularly complex and/or intangibles.
* Ten steps for action: ranging from several-word phrases to behavioral actions to guiding principles
* Mastery of two models: the Trust Equation, and the Trust Creation Process
* Comfort at applying influence principles in sales situations
Nurture Existing Relationships- Lori Richardson - 8/8
Thursday, August 8th at 4:00 pm Eastern
Learn how you are losing ground and wasting time through little fault of your own – and turn it around to build stronger, revenue-producing relationships in 3 simple steps.
You didn’t mean to do it, but you’ve done something that has caused you to not sort out and consistently grow many of your professional relationships
In this session, you will learn a simple, 3 step approach to building business in a predictable and enjoyable way, causing referral and relationship-based sales opportunities to happen like they never have before.
In this web-based training seminar, you'll learn how to:
Understand what connections you really have and where they are all located
Understand and implement the 3 steps to recognizing these relationships and strengthening them
Begin a new way of growing relationships that lead to revenues
Identify valid and valuable uses of your time online, and get rid of wasted time
Ignore bad advice and instead create your own plan for success in connection – online and offline
Receive the "Social Connection Planning Tool"
How to Use NLP to Sell Over the Phone - Alen Mayer - 8/9
Thursday, August 9th at 11:00 am Eastern
There are no resistant people, only inflexible communicators – we will teach you how to use behavioural flexibility to be in sync with your prospect to sell more over the phone (or book more appointments, if that is your objective).
Register for this webinar and you’ll learn:
How to stop suffering from phonephobia and start turning “gate-keepers” into “gate-openers”
How to establish real rapport and trust from the first contact
How to use EEE™ representational system to speak the same language with your prospect
How to discover your prospect’s buyer strategy in minutes
…and much more!
We will combine the latest phone skill training proven to enhance performance with the magic of NLP (Neuro-Linguistic Programming) to help you personalize the phone interaction, create rapport fast and sell more!
How To Not Suck at Selling - Kelley Robertson - 8/9
Thursday, August 9th at 4:00 pm Eastern
The sales world is filled with people who shouldn’t be selling. And this can cause prospects to view all salespeople in a negative light. Selling in today’s highly competitive requires more skill than showing up and throwing up. Attend this webinar and discover how to quickly stand out from the crowd.
* This webinar will show you exactly what mistakes to avoid—mistakes that many sales people make without even realizing.
* You will learn key techniques and proven strategies that will help you stand out from your competition, connect with key decision makers and close more deals.
* Discover how to make a prospect WANT to meet with you, how to make the most of that initial conversation and how to get the all-important second appointment or meeting.
* Learn how to use pre-call research to subtlety impress your prospect, why you can’t shoot from the hip in your sales calls and how to effectively plan each sales call in a minimal amount of time.
You will leave this webinar with practical ideas you can use to right away to start closing more deals and making more money.
Become Your Client’s Strategic Partner- A. Iannarino - 8/14
Tuesday, August 14th at 11:00 am Eastern
How to Become Your Client’s Strategic Partner—And Their Strategic Advantage!
In this workshop, you will learn:
* How to create the higher, strategic-level value that makes you indispensable.
* How to do the work that allows you to earn the right to capture a greater share of your client’s spend in your segment.
* How to take the actions that produce better outcomes for your clients and make you part of their strategic advantage.
* How to build relationships that make your clients impenetrable fortresses of loyalty and protect you from completive displacements.
* Competing and winning in today’s competitive sales environment requires that you do something more than sell product. It requires that you do more than provide a good experience. It even takes more than producing good business results.
* If you want to win and retain your dream clients today, you have to create a strategic level of value. You have to create the kind of value that makes you an indispensable member of your client’s team. You have to help them compete in win in their markets.
This webinar will provide you with the mindset and the tools to move up levels in value creation and become your client’s strategic advantage.
Business Development New Thoughts - Elinor Stutz - 8/14
Tuesday, August 14th at 4:00 pm Eastern
One service equals one audience, but when you take it to the power of 10, you have an exponential factor of 3.6 million. To reach the higher number you do not need to reinvent the wheel but instead manage time well to convert to the variety of mediums. In this class you will learn how to greatly increase your audience potential with this branding program.
Being A Trusted Advisor - Charles H. Green - 8/15
Wednesday, August 15th at 4:00 pm Eastern
Participants will come out with an in-depth comprehension of the nature of trustworthiness, as reflected in the Trust Equation; and some very practical skills to increase connection, trustworthiness, and trust with both market-facing and internal relationships.
We'll talk about the nature of trusting and being trusted; the components of trustworthiness; how trust gets created in conversations; the role of risk in trust; how to take "socially acceptable risks" to increase the trust level of relationships. And finish up with a Top 10 list of actions people can take to improve the trust level of their key relationships.
The result: Participants will have hands-on skills they can start using within hours for solid results.
Part 1. The Trust Quotient: Description of the four-part "trust equation" -- (credibility + reliability + intimacy) / (self-orientation)
Part 2. How trust is created; what creates trust, and what destroys trust, in interactions
Part 3. Handling risk in business situations: "socially acceptable" ways to name the elephant in the room, deal with price, mention issues that are usually avoided
Part 4. Top Ten list of actions for enhancing trusted relationships
For those in advisory roles. This could include professionals, sellers, internal staff functions, and those who must influence others over whom they have no direct control (and maybe those with teenagers at home!)
* Ten steps for action: ranging from several-word phrases to behavioral actions to guiding principles
* Mastery of two models: the Trust Equation, and the Trust Creation Process
10 Embedded Commands Increase Sales! - Alen Mayer - 8/16
Thursday, August 16th at 11:00 am Eastern
Anything you want someone to do is an embedded command. An embedded command is a command or suggestion hidden away within normal everyday speech designed to guide a customer into doing or thinking what you want them to. Indirect suggestions are far more effective than direct suggestions, because they will bypass conscious resistance.
Why you should use embedded commands in your selling?
The use of embedded commands allows you to:
- Reduce the internal resistance of the customers
- Persuade on both conscious and unconscious levels
- Help the customer come to a faster decision
- Motivate the customer to take action
If you want to create action with your words, this is the webinar for you!
You will learn how to formulate embedded commands for maximum impact on the unconscious mind of your prospect.
Register for this webinar and learn how to use top 10 embedded commands to increase the effectiveness of your sales presentations to close more deals faster and easier than ever before!
Tools That Improve Success of Business Development - 8/21
Tuesday, August 21st at 11:00 am Eastern with Miles Austin
Web Tools are not a substitute for a solid sales training foundation. However, for those who are skilled at the sales profession, web tools can provide an acceleration of your results due to improved, efficiency, scale and a more targeted approach.
In this webinar you will learn:
1) A web tool that invites your prospects and customers to schedule appointments with you without the annoying back and forth of email and phone tag.
2) Web Tools that help identify the most important people and activities to focus on each day.
3) A web tool to help you generate a list of prospects that are interested in what you offer.
4) A web tool that spreads your key marketing messages every time you send an email.
5) A web tool that enables you to meet with more clients and business partners in a collaborative setting without physically travelling to a central location.
6) A web tool that puts the freshest contacts for your prospective customers in your email every morning.
We will also share the importance of integrating these and all web tools into your daily routine to be more productive.
Managing Performance for Results- Steven Rosen - 8/22
Wednesday, August 22nd at 11:00 am Eastern
Learn how to effectively manage performance to maximise your sales results
Are you effectively managing performance in your district? In Managing Performance for Results, you will learn simple approaches to conducting quarterly business reviews, managing non-performing sales reps and managing your boss. The Managing Performance seminar is the perfect complement to the Demystifying Business Acumen seminar. You will improve sales rep accountability in executing their business plans and rapidly as well as effectively address performance issues.
In this virtual training seminar, you'll learn how to:
• Implement a simple performance management process
• Conduct impactful quarterly business reviews
• Effectively manage non-performing sales reps
• Successfully manage your boss
Want Faster Access To New Clients? - Jill Harrington - 8/22
August 22nd at 4:00 pm Eastern
WANT FASTER ACCESS TO NEW CLIENTS? Avoid the top 3 mistakes made by sellers today!
Technology and social media have greatly enhanced your ability to generate leads and gain referrals. But that’s only one piece of the puzzle. You still need to grab the attention of, and get time with, a new prospect or referral. And that’s when many sales pros and business owners hit a wall.
Prospects never respond to your e-mails and calls.
You struggle to differentiate your messages from your competition.
You’ve run out of ways to stay in touch!
Your manager has the remedy … “Make more calls.” But that’s crazy.
Why make more calls when the ones you make now aren’t working?
Can you relate?
I’ve worked with thousands of sales pros around the world and I can tell you – the problem is not you – it’s your approach. Too many sellers and business owners prospect for new business opportunities using techniques that worked five, ten, even fifteen years ago.
And guess what? In the current business environment … not only are you finding it ineffective and inefficient. It’s also unbelievably frustrating!
If you are frustrated with how few prospects respond to your messages or are wondering how to get the attention of new buyers, this session will shift the way you think.
• Learn how to create messages that appeal to different buyers.
• Understand how you can turn an immediate “no” into business intelligence that moves the sales process forward.
• Learn why a carefully crafted “access campaign” is essential to your new business development success.
The results? These strategies have helped sales pros increase their access rate by as much as 60%. And shaved months of their efforts to connect with hard-to-reach buyers.
7 Steps to Creating a Sales Proposal- K. Robertson - 8/23
Thursday, August 23rd at 4:00 pm Eastern
A typical sales proposal gets average results but a killer sales proposal generates more closed sales and higher commission. Unfortunately, most sales proposals miss the mark. They fail to motivate and compel a prospect or customer to take action and they result in “no sale.”
This fast-paced program will show you exactly how to create an easy-to-read, compelling sales proposal that gets results. One that captures your prospect’s attention and keeps it. And one that propels you past the competition.
Discover what MUST be included on your first page and what MUST be left out. Most sales people get this wrong and it causes them to lose sales. Learn what many sales people do that sabotages their proposals and prevents them from closing more deals.
Uncover a little known strategy to double or even triple your ability tom reconnec6t with prospect after submitting your proposal. Find out the best (and worst) way to present your proposals and one question you MUST ask before sending any proposal.
Plus, when you attend this program you will receive a proposal template you can use to create your own proposals.
If your customers and prospect require written proposals, then you need to attend this webinar. In 60 minutes you will learn exactly what you need to do differently to start getting results.
Ideal Buyer Strategy - Karin Bellantoni - 8/28
Tuesday, August 28th at 11:00 am Eastern with Karin Bellantoni
Ideal Buyers tell us what they want from us and reward us with business when we deliver.
When you have an Ideal Buyer Strategy, you are doing business on purpose.
Learn this strategy to focus your efforts on Ideal Buyers and accomplish more in less time. Sales Revenue comes in narrow bands. In the B2C world this is understood, and targeting is a thoughtful and extremely scientific process. In the B2B world most sales people think anyone who can buy their service is a target. This is true; however, the Ideal Buyers are more than able to buy. They are likely to buy, ready to buy and willing to buy. This makes a big difference.
In this session you will learn how to target your Ideal Buyers, allowing you to cut through the suspect list and find buyers who are better prospects and longer term customers.
Sales People will benefit from understanding who the Ideal Buyers are for their company and for them personally. This in turn will shorten sales cycles and save energy normally wasted on chasing prospects who will not buy.
Sales Managers will benefit from learning the Ideal Buyer Profiling technique to train and coach their sales people to cut sales cycles, improve forecasting and bottom line results.
Attendee’s of this training are beating competition because:
* They developed profiles of their ideal customers and key decision makers
* They are aware of the triggers and drivers that cause prospects to search for solutions
* They know how to match their key capabilities with their prospects’ most critical issues
* They understand the timing of their prospects’ buying process
* They know how to uncover their prospects’ critical business issues, and more importantly their willingness to take action
Sales Leadership Got Talent? Leanne Hoagland-Smith - 8/28
Tuesday, August 28th at 4:00 pm Eastern
Assessments for identifying the talents of those top performers are beyond plentiful. What assessment should be undertaken, when should it be scheduled and how should the data be used are the underlying questions to this question of “Got Talent?”
Since assessments are for benchmarking individual performance and the collective performance of the team, better understanding how to infuse the data from those basic assessments into changing behaviors is critical to the performance of those in sales management.
In this webinar, participants will be able to define the differences between these four basic assessments and when better to schedule them for their sales team:
1) Attribute Index – The What of Talents and Decision Making Styles
2) DISC – The How of Communication
3) Values – The Why of Motivation
4) Emotional Intelligence – The Who, The Where and the When
Takeaways will include a recommended assessment schedule with a timeline to ensure the collected data is applied. Additionally the Results Tool ™ that will provide a methodology for applying the data, but for sustainable ongoing sales results.
Selecting Super Star Reps - Steven Rosen - 8/29
Wednesday, August 29th at 11:00 am Eastern
Learn how to create a systematic approach to hiring STARS
Are you tired of making hiring mistakes? In Systematically Selecting Sales
Super Stars, you will learn how to more effectively select top-performing salespeople. Steven will teach you a three-step, systematic process to identify better reps who can deliver improved team performance and sales results
In this web-based training seminar, you'll learn how to:
• Identify and leverage key Super STAR traits
• Improve your behavioural interview skills
• Sharpen your ability to predict who will be a top performer
• Incorporate science into the selection process
The sharpest salespeople and managers don’t always stand out in an interview, so being able to systematically determine which candidate has the potential to be a top performer is critical. Selecting salespeople who know how to sell is easy; finding the ones who "will" sell has always been the biggest challenge in sales management. Too many managers hire on “gut.”
Receive a Free “Selection Rater”
Hate to Sell, But Need to Pay Bills - Hoagland-Smith - 8/29
Wednesday, August 29th at 4:00 pm Eastern
I Hate to Sell, But I Need to Pay the Bills
In this webinar, the giant elephant in the room will be discussed that being the personal beliefs of each salesperson respective to this word of selling. Using a simple linear formula, participants will quickly discover where their performance gaps are and put a plan in place to kick start their selling efforts.
In this webinar, participants will be able to define and utilize:
* The Formula for Sales Success
* Clarification about marketing, selling and the overall sales process
* Simple and adaptable sales process flow chart
* The Results Tool™ allowing to turn goals into results
* Points to Success Tool providing a way to progress and results
* Sales One Page Action Plan and Marketing One Page Action Plan
These tools along with concepts from the webinar will allow attendees to immediately apply them and within 7 days begin to see positive changes in their own sales results.
Are You Selling At The Speed of Dialup - Andy Paul - 9/5
Wednesday, September 5th at 11:00 am Eastern with Andy Paul
Are You Selling At The Speed of Dial-up To Always-On Customers?
Fundamental changes in the buying behavior of B2B customers have occurred, spurred on in large part by the rapid growth of available information on the Internet about the product and services they want to buy and the companies supplying them. Having pre-educated themselves about a product or service, your prospects now enter the sales funnel at a much later stage, with fewer questions to be answered and a higher sense of urgency to make a decision. Most sellers have still not adapted to this new reality and are ill prepared to respond to the still-evolving behavior of their customers. In this course, Andy presents specific recommendations on simple steps that every seller can implement to increase their speed of selling to drive improved sales productivity and revenue performance.
Strategic Referral Selling - Karin Bellantoni - 9/5
Wednesday, September 5th at 4:00 pm Eastern
There is a goldmine in your database. The chances are you could mine all the business you need from your top 5 contacts, yet most sales people would rather cold call.
Why go wide when marketing in or out of your sales territory? Studies prove revenue comes in narrow bands.
What if you had a way to target those bands and leverage your contacts to close more business?
Learn how to target and get to your ideal buyers without ever making a cold call.
For companies focused on growth, one of the biggest opportunities is making sales more productive. Economic and technological changes are creating an environment where customers are more educated than ever by the time you get to them. Trust is the most critical factor in the sales process.
A referral is transference of trust.
Once you have established trust you must gain understanding and continue with your sales process but you have cut the selling time anywhere from 20-60%.
* Why don’t more sales people use a referral strategy?
* Most are afraid of looking needy or they have had a referral gone rogue and don’t want to risk that again!
* Referrals don’t work when done in a tactical fashion. It is important that a strategy with a written plan be established for the salesperson to get something of value and give something of value to the referral source and their new prospect.
* Learn what a referral is and what it is not. We will teach you the process for gaining referrals to your Ideal Buyers.
You will learn why some sales people get the referral and why others don’t plus get a template for developing your own referral plan.
Selling Redefined: It’s Not What You Sell - Andy Paul - 9/6
Thursday, September 6th at 11:00 am Eastern with Andy Paul
Selling Redefined: It’s Not What You Sell; It’s How You Sell It
In this highly informative workshop I'll challenge your closely held assumptions about selling and show you, both management and salespeople, how to use a redefined perspective of selling to implement fast, effective sales processes that compress buying cycles and win more customer orders in less time. Everyone on your team who is engaged with the customer will take away an absolutely clear understanding of what they need to do each day to provide the higher levels of sales service that result in compressed buying cycles, more orders and satisfied customers
The Fine Art of Selling Technology- Babette Ten Haken - 9/6
Thursday, September 6th at 4:00 pm Eastern
In this webinar you will learn to:
1.) engage customers and colleagues in conversations everyone is comfortable having. They will thank you for asking questions that moves everyone to the finish line, together;
2.) uncover the context behind customer problems. Create competitive, collaborative and enduring solutions that make you the go-to guy or gal for your company; and
3.) tell your story and sell your technical venture to investors and early adopters.
Technical professionals and entrepreneurs are at the cross-roads of customer conversations that translate into selling opportunities. As a techie, you feel ill-equipped to listen to customers the way your sales colleagues do. Yet you are the best-equipped to provide solutions that win and retain customers.
This is the course they never taught you in engineering, business or sales school. It’s time to cross-train your brain! The fine art of selling technology means becoming more than an entrepreneur who communicates in techno-speak or a sales engineer who is a “talking techie.” Business development involves research, data, and moving yourself out of stereotyped thinking. Impact your company’s revenue stream by providing relevant value to colleagues and customers. This is how you tell your story and sell your product or platform.
Are you an academician or technical professional on an entrepreneurship track? Perhaps you want to move into a sales engineering role. Where will you learn the sales skills you need? One-size-fits-all sales programs rush sales cycles using demos, not customer conversations. Learn how to leverage your technical mindset with collaborative, innovative business development techniques, including concepts from the National Science Foundation Innovation Corps (I-Corps). You’ll begin to engage customers in relevant and valuable conversations that you are comfortable with! Win larger and more lucrative sales contracts, and win over investors as well.
Sales Summer School All Access Pass
By purchasing this ticket, you are entitled to attend any and all classes throughout Sales Summer School, and receive the entire video collection of 30 presentations, representing a savings of over $800.00.