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Complimentary Webinars
4 Strategies for Getting in the Door
January 18, 2018 | 10:00 am PST Hosted by Julie Thomas Register Now

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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Boost Business Acumen & Build Your Credibility
Delivered on May 16, 2017 Hosted by Julie Thomas

As sales professionals in today’s competitive market, customers and prospects demand more from you than ever before. You’re expected to bring something to the table—to be an advisor and consultant with relevant solutions for their business. That requires in-depth knowledge on your company’s products and services.

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How to Hire Sales Superstars
Delivered on April 20, 2017 Hosted by Julie Thomas , Rocky LaGrone

Are you desperately seeking highly qualified, competent sales people? In today’s world, recruiting world class talent is a big challenge. The investment made in hiring and onboarding is significant. How can you maximize the return on that investment each time you extend an offer and bring a professional onto ...

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Accelerate Your Business Results by Becoming a Trusted Partner
Delivered on March 16, 2017 Hosted by Mark Evans

Any sales professional will say they want to be considered a partner to their clients. But what does it truly take to elevate yourself from vendor to consultant , and then, ultimately, to a trusted partner? How do you generate insights worth listening to? What will make a person buy from ...

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Make Your Quota with Power Prospecting
Delivered on February 16, 2017 Hosted by PJ Nisbet

The best time to start power prospecting is now. Learn the tactics and tools needed to achieve your 2017 sales targets. Brush up on proven prospecting techniques to gain access and start a meaningful sales conversation with your ideal prospects. Supersize your funnel by maximizing your telephone skills ...

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Beginning with the End in Mind: Time Management Strategies for 2017
Delivered on January 19, 2017 Hosted by Julie Thomas

Time is the most precious resource we have. Those who manage their time and energy well have more of both. Those who manage time poorly struggle to get things done. Have you ever wondered how some people get an incredible amount done in a short period of time, while others ...

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