Webinars

GUEST: Justin Hartanov, Chief Commercial Officer of Syndigo

When it comes to digital experiences, B2B buyers are drifting through a sea of sameness. In his opening keynote for the recent Gartner CSO & Sales Leader Conference, Brent Adamson shared a shocking statistic: 64% of B2B buyers cannot differentiate one brand’s digital experience from another’s. Yikes.

It’s time to reframe objections. Instead of feeling dread, look forward to the next “No

GUEST: Joseph Fung, CEO of Uvaro and Host of “The Seller’s Journey” Podcast

GUEST: Chelsea Martin, Co-Owner of Noms Bake Shop

GUEST: Mark Ebert, SVP at 6sense

GUEST: Thiago Sá Freire, Chief Revenue Officer at Chorus.ai

Remember the old adage of the elevator sales rep? The long and short of it is this: An elevator company hires a salesperson. He immediately identifies all of the new construction in his territory and goes after everything, relentlessly — only no opportunities move forward.

GUEST: Ken Knorr, CEO of That Company

GUESTS: Mark Petruzzi, VP Private Equity from N3, and Paul Melchiorre, Operating Partner at Stripes

GUEST: Darin Dawson, Co-Founder and President of BombBomb

GUEST: Jeff Coyle, Co-founder and Chief Strategy Officer at MarketMuse

GUEST: Chris Dickey, Founder and CEO at Visably

GUEST: Chester Santos, U.S. Memory Champion & Author of Mastering Memory

GUEST: Sarah Hicks, SDR Manager at Predictable Revenue

It’s time to get back to basics. That means developing the sales prospecting techniques to reliably fill the pipeline with qualified opportunities. Here’s a real-world example of what I’m talking about.

It’s time to get back to basics. That means developing the sales prospecting techniques to reliably fill the pipeline with qualified opportunities. Here’s a real-world example of what I’m talking about.

GUEST: Allison Metcalfe, CRO at Demandbase

As you well know, 2020 had a tremendous impact on sales leaders, salespeople, and learning and development professionals. The rapid shift to virtual selling and the collapsing delta between B2B and B2C buying behaviors fundamentally changed how most of us interact with customers and prospects — and the results weren’t always pretty.

GUEST: Stephen Denny, Managing Director at Denny Leinberger Strategy

GUEST: Ameer Jumabhoy, Co-Founder and VP of Consumer Technology at UTU

GUESTS: Ken Grohe, President & Chief Revenue Officer at WekaIO

GUESTS: JP Clement at boomtime Word of Mouth Marketing

Renewals, especially when it comes to the “as a service" business model.

Renewals, especially when it comes to the “as a service” business model. After all, we’re living in a subscription-based world. A friend of mine just had a baby, and she gets her baby food via subscription. That’s how I get my multi-vitamins. We even have an associate who’s wild about a sock subscription service!

GUESTS: Mark Donnigan at d-launch

The changing sales cycle now involves remote selling, digital buying, and plenty of internet research. Within a sea of competition, how do you stand out

GUESTS: Jeroen Corthout at Salesflare

GUESTS: Zachariah Moreno and Rockwell Felder at SquadCast

GUEST: Dr. Saksham Sharda, CIO and Creative Director at Outgrow.co

As we enter a new year, it’s a time to reflect on the past and set goals for the future. This year especially, most of us are ready to turn the page and focus on what’s ahead. Here’s our advice to get you motivated, invigorated, and ready to start the new year!

GUEST: Kristina Jaramillo, President at Personal ABM

GUEST: Nick Casale, Director of Sales at Sendoso

GUEST: Ana Raynes, CEO at Simplified Impact

GUEST: Robbie Traube, Chief Revenue Officer at Zuora

How can you differentiate your company’s solution, especially in a crowded or commoditized market? First, you must recognize that being different is not the same as being differentiated. Being different is merely a tally of your unique capabilities and attributes. Differentiation means you successfully connect your unique capabilities to your individual prospect’s problems.

GUEST: David (Ledge) Ledgerwood, Co-Founder & Managing Partner at Add1Zero

GUEST: Sean Doyle, CEO of Fitzmartin

GUEST: Jason Reichl, CEO of Go Nimbly

GUEST: Tony Guarnaccia, Founder and Owner at Results Trained

How do you have a conversation with a prospect that focuses on value, rather than the “P” word – price? We all understand that price will be a consideration when making a purchase, but when you compete solely on price, you’ve pigeon-holed your offering as a commodity. The first step to competing on value is to make sure your solution is differentiated in the buyer’s mind.

GUEST: Iqbal Jumabhoy, Founder/CEO at BlackBook Technologies

GUEST: Derek Young, Culture Strategist at Derek Young Speaks and Author of Make My Hindsight Your 20/20

GUEST: Lisa McLeod, best-selling author of Selling with Noble Purpose and Founder of McLeod & More

GUEST: Jonathan DeYoe, Founder and CEO of Mindful Money and President of DeYoe Wealth Management

There are times when sales reps identify opportunities that, for whatever reason, they just can't win.

There are times when sales reps identify opportunities that, for whatever reason, they just can’t win.

GUEST: Dr. Jim Karrh, Consultant and Professional Speaker at Karrh & Associates and Author of The Science of Customer Connections

GUEST: Aaron Walker, Professional Life & Business Coach, Mastermind Group Facilitator, Coach and Trusted Advisor at View From The Top

GUEST: Adam Springer, Founder at StartupSales

GUEST: Jonathan Pogact, VP of Marketing at Drips

GUEST: Peter Montoya, Owner at Peter Montoya, Inc. and author of The Brand Called You

While curiosity may have killed the cat, it also helped the sales rep close the deal …

While curiosity may have killed the cat, it also helped the sales rep close the deal … Successful sales professionals are curious by nature. They are interested in learning about their prospect’s business, their circumstances, challenges, and the situations in which they find themselves. When sales reps authentically engage with a human-to-human connection, they are much more effective than reps who only focus on presenting and pitching their solution.

GUEST: Jim Benton, CEO at Chorus.ai

GUEST: Jessica Rhodes, Founder & Co-Owner at Interview Connections

GUEST: Rene Zamora, President at Sales Manager Now

GUEST: Chala Dincoy, CEO & Founder at The Repositioning Expert

Most salespeople dread objections. Objections from prospects that typically surface toward the end of the sales process can feel like a roadblock to success. Although you may see objections as signs that your prospect is not going to move forward to purchase your solution, try to shift your perspective.

GUEST: Michael Tuso, Director of Revenue Performance at Chili Piper

As toddlers, if we are around other humans…we can’t help but learn to communicate. We all learn how. But we could all benefit from doing it more effectively.

Everybody wants more leads… And when it comes to getting more leads, content is king.

People buy from people. When you can forge a human-to-human connection and bring something of value to the table, you can create an opportunity.

Everyone loves throwing around the word “experience.” Buyer, employee, customer, insert-anything-here experience … Is it a platitude?

If you’re losing money on a product, what do you do? Do you rush to double production? No…?

Everybody’s got one. Maybe you spent tens or hundreds of thousands of dollars on yours. Or maybe your son built it for free.

“Summer breeze, makes me feel fine…” may be the lyrics of a 1972 Seals & Crofts’ tune, but this summer seems anything but fine. This summer, the economy is uncertain and people are anxious.

It’s become a cliché almost instantly, but “the new normal” is so apt. Even if you were remote before, now every day is take-your-kid-to-work day.

The path to leadership is broken. We spend so little time developing leaders.

GUEST: Terry Lammers, Author | Co-Founder and Managing Member of Innovative Business Advisors

“More than 50% of US college graduates, regardless of their majors, are likely to work in sales at some point,” according to an article in the Harvard Business Review. Yet, how prepared are they to effectively communicate with executives? What will separate the outstanding salespeople from those who struggle and bumble along?

What’s on your company’s blog? Pet pictures? The company dodgeball tournament results?

When was the last time you really laughed at work? I mean genuine laughter.

With or without a pandemic, today’s world runs on video.

The uncertainty and challenges surrounding COVID-19 are impacting every business right now. Company leaders everywhere need to make difficult decisions quickly. This is no time for sentiment. Wait, no. Scratch that. This is actually the perfect time for sentiment.

If you’ve been within earshot of a classroom over the past century or two, you know the Industrial Revolution is what kicked off modernity.

Credibility gets you in the door. These days, as we rely even more heavily on virtual communication, it’s more essential than ever to have a solid, value-based credibility introduction. To establish credibility, you must focus on the other person and their issues. In time, this will let you determine the potential value you can bring to them. Credibility intros are used in prospecting the very first time you reach out, but they are also used throughout the sales cycle.

AI is a hot topic these days. Whether it’s in an incoherent tech-startup pitch or ominous warnings from scientists about a techno-dystopian future, everyone seems to be talking about it.

When you’re doing a puzzle, do you just pick up any random piece and start looking for one it fits with? Obviously not. Everyone knows you start with the corners! Prioritizing them makes the rest easy.

One thing I’ve always been fascinated by is the way most companies usually approach promoting sales reps to management.

I get it, there’s some natural friction between sales and marketing. It’s okay, though. It’s a healthy form of competition, a symbiotic relationship keeping both sides sharp.

Cybersecurity is always a fun topic. Everyone knows it’s important, but most only do the bare minimum to prevent attacks.