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Complimentary Webinars
5 Ways to Enhance the B2B Buyer-Seller Relationship
March 15, 2018 | 10:00 am PST Hosted by Julie Thomas Register Now

Buyers are the reason the sales function exists in a company. Let’s face it, we need someone to sell to. So how do we effectively engage buyers and forge long-lasting relationships that are mutually beneficial?

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4 Keys to Differentiate on Value
Delivered on February 15, 2018 Hosted by Julie Thomas

Buyers are faced with a double-edged sword. On one side, they have more alternatives available to them in today’s hyper competitive market. On the other side, it is increasingly difficult to determine which is the best and most valuable option to choose.

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4 Strategies for Getting in the Door
Delivered on January 18, 2018 Hosted by Julie Thomas

Most of us look to the new year with renewed energy and high hopes. There are new opportunities to pursue and new accounts to approach. But, how do you start if you can’t get the first appointment?

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Getting to Yes: When No Means Not Yet
Delivered on November 16, 2017 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 ...

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Making it Happen: A Simple Framework to Drive Sales Results
Delivered on October 19, 2017 Hosted by Marilyn Janas

Beating the competition requires constant change. It means doing things differently…which isn’t always easy. Changing habits is hard, especially if people are successful in spite of themselves. When an organization makes the business decision to change strategy, process or tools, there is typically resistance to accepting and complying ...

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The Value of Keeping Your Customers
Delivered on September 14, 2017 Hosted by Julie Thomas

High performing companies have long realized that behind a customer acquisition strategy must be a customer retention strategy. Given that is takes far more time, costs far more money, and requires far more effort to get a new customer than to keep one, having a customer retention strategy makes good ...

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6 Ways to Increase Prospecting Effectiveness
Delivered on August 17, 2017 Hosted by Chad Sanderson

It doesn’t matter whether your teams are account-based, market-based, territory-based or telesales, if you want to make your number, you or your reps need to fill the top of the funnel faster and with better quality leads – and you’re not alone. Sales executives list filling the top of ...

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Can better forecasting improve sales performance?
Delivered on July 20, 2017 Hosted by Carlos Nouche

In the words of Vince Lombardi, “If it doesn’t matter who wins and loses, then why do they keep score?” As a sales professional, exceeding your stated quota is your scorecard and forecasting is your ability to “call the play.” Whether on a calendar or fiscal year, in the ...

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Team Dynamics: Leveraging a Team Selling Approach to Increase Revenue
Delivered on June 15, 2017 Hosted by Julie Thomas

Your company wants you to promote a wide array of products, services, and solutions. Your customers demand more from you. Your accounts are scattered across more time zones and speak different languages. In this environment, many sales organizations have multiple people in various departments pulling together toward a common goal—...

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