Annual Sales Kick-Off events traditionally do two things: Focus the salesforce on priority initiatives and new revenue goals for the coming year. Celebrate the wins, accomplishment and learning from the prior year. Typically held in-person, often at a resort locale, these events provide an opportunity to mix business with celebration. But a 2020 disruption caused […]
Remote working is not a new concept but for many sellers on the prospecting frontlines they are navigating unchartered waters. Recent business disruption has made it crucial for sales managers to successfully lead their teams to revenue success, while helping them manage the uncertainty of chaos that has become the new normal. In this session, […]
The bar for sales standards has risen! “Technology-savvy customers have increasingly high standards, and explicitly seek trusted advisors over traditional salespeople.” –Salesforce State of Sales, 3rd Annual As sales reps struggle to connect, engage and book more meetings with their target prospects, they almost always overlook the most important element of achieving their goals – […]
Many companies salivate at the thought of landing the big deals that will boost their credibility in the marketplace. While earning the bragging rights that comes with landing recognized logos sounds exciting, closing enterprise deals is far from easy. As Brian Sullivan at Sandler wrote, enterprise accounts are marketplaces in and of themselves, creating unique […]
Are you trying to build a profitable business using 3rd party partners to sell for you and can’t figure out what’s going wrong? Many companies operate under a channel sales model without ever having heard of the term, much less understand how to create a channel selling team that sells their products profitably and consistently. This […]
More than forecasting, automation, or performance, the big opportunity for AI in sales is in addressing productivity. In this session, learn how sales leaders can move beyond reliance on CRM data and KPI’s to measure sales progress. You’ll find out how other intangible factors that affect sales results such as team mood, product knowledge, work […]
To reach today’s modern buyer, sellers need a mashup of inbound and outbound sales activities. Barb Giamanco will share 7 strategies for using social channels and creative outbound approaches to peak buyer’s interest, attracting them to your salespeople like a magnet. That’s the path to generating more leads and sales conversations!
Forrester Research has said that we are living in the age of the customer, which means the balance of power has shifted to buyers. Buyers can gather a lot of data before talking to a salesperson but salespeople can still capitalize on opportunities to demonstrate credibility and value early in the decision-making process.
By 2020 customer experience will overtake price & product as the key brand differentiator according to the Walker 2020 Customers Report. Your focus on demonstrating value NOT selling features is how deals get closed. Learn strategies for getting buyers at hello and delivering a great sales experience at every step in the buying process.
Leveraging content to reach targeted buyers is a cornerstone of your sales and social selling strategy. But there is more than one way to create, re-purpose and leverage content to your advantage. In this session, you’ll learn 17 ways to create visibility for yourself and engage prospects with your content.