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Complimentary Webinars
Switch It Up: Focus On Value Rather Than Price
November 17, 2016 | 10:00 am PST Hosted by Julie Thomas Register Now

Today’s buyers have plenty of choices. They are also more educated and demanding than ever.  Because of all the alternatives available, they attempt to commoditize the options and force salespeople to compete on price. This is never a good situation for a sales rep since competing on price will hurt company margins and results over time. The customer is almost always at an advantage when they are shopping based on price alone, leaving the sales representative with little to no idea of the customer’s perceived value of the product or service.

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Closing: Take Control of When They’ll Buy
Delivered on October 20, 2016 Hosted by David Byck

Whether you’re a sales executive or a sales manager, there’s a lot of pressure to forecast accurately. But forecast accuracy—correctly predicting others’ future behavior—is, by definition, problematic. Don’t rely on over-the-top optimism when assessing your opportunities. Instead, use a proven sales process and proactively manage ...

Using Anxiety Questions to Finish the Year Strong
Delivered on September 15, 2016 Hosted by Natalie R. Pitchford

As we gear up for the 4th quarter of the calendar year and prepare to finish strong, sales teams are digging deep into their tool bag to close business. For those deals that have stalled, how do you ‘provoke’ your customer to ...

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“The Business of Knowing Your Customer’s Business – The Key to Selling Value”
Delivered on August 30, 2016 Hosted by Julie Thomas

As sales professionals in today’s competitive market, our customers and prospects demand more from us than ever before. We are expected to be advisors, consultants, and collaborate with relevant solutions for their business. To become that advisor, not only do we need to have current knowledge on our company’...

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When No Means Not Yet: Overcoming Objections
Delivered on August 18, 2016 Hosted by Julie Thomas

Instead of feeling dread, sales executives can welcome objections and actually look forward to the next "no." In many cases, an objection means the prospect is missing information needed to complete the buying process. Get tips on how to be prepared to address objections on a positive note and change ...

Effective Prospecting: Increasing Your Chances of Success
Delivered on June 16, 2016 Hosted by PJ Nisbet

The world of selling has changed drastically over the last few years. One of the biggest challenges is gaining access to the right people and presenting your solution with impact. To optimize your prospecting efforts, focus on the key activities needed to achieve your sales targets. Gain clarity on the ...

Hook ’em with Value-based Stories
Delivered on May 19, 2016 Hosted by Carlos Nouche

Building trust and rapport is key to establishing credibility. So when given a window of opportunity to prove credibility with a prospective client, it is critical to lead a meaningful conversation. But how do you engage the executive with crossed arms and furrowed brow? The answer is to be interesting ...

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Tuned In or Tuned Out to Your Client?
Delivered on April 21, 2016 Hosted by Marilyn Janas

Great leaders have perfected the art of listening. They know that active listening ...

Improve Your Credibility to Increase Your Odds
Delivered on March 17, 2016 Hosted by Julie Thomas

Gatekeepers, influencers and decision makers - gaining access to these people is key to effective prospecting in working your pipeline. Since you’ve got about 30 seconds to establish rapport and trust with each new introduction in an organization, it is critical to make a good first impression. A signature ValueSelling ...