are-you-being-helpful 
Partners in Excellence
JUNE 3, 2020
programs, and other things we buy and deploy are generally focused on helping us be more successful. Sadly, despite billions in spending and millions of “person hours” we invest in these things, we seem to be struggling with success. It turns out to be easy and very obvious. How can we help them?
Understanding the Sales Force
MARCH 20, 2024
To fully understand this powerful analogy, you’ll want to read the next three paragraphs and allow me to make my case. It will be worth it! I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? That also happens to be my analogy. million salespeople.
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Steven Rosen
APRIL 10, 2024
As you said, be ruthlessly rigorous, but also follow a defined process. For those who are not that skilled, having the questions helps. Best practices in sales, such as defining an ideal client profile, can also be applied in the hiring process.
No More Cold Calling
MAY 9, 2024
If you regularly read my blog, you know about the PITA client —”pain in the ass” prospects who drain your team’s time, resources, and morale. I’ve made the case many times that salespeople should walk away from a PITA sales opportunity as fast as you can. It could help you meet your quota—or better yet, earn a nice bonus.
Speaker: Tim Hughes, Co-Founder and CEO of Digital Leadership Associates
In this era of social media, traditional ways of selling are not as effective as they used to be. Investing in high quality sales coaching will help to systemize your sales strategy and teach your team how to navigate social media in an effective and meaningful way. In the webinar you will learn: The importance of sales coaching.
Understanding the Sales Force
APRIL 15, 2024
The front office (except the Red Sox) finds help! A sales team evaluation shows who will and won’t be able to develop the necessary skills to succeed in this worsening selling environment. You should spend money on training and development for the twelve challenges I listed above. What are the twelve biggest challenges?
Understanding the Sales Force
JANUARY 31, 2024
Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Keys to Success: All best-practices milestones must be included and properly sequenced. A journey is planned. The same thing happens in selling.
Speaker: Jeff Davis, Founder, jd2 Consulting Group
This means we must intimately understand the customer journey then implement tech that helps us provide an amazing customer experience. Jeff Davis is here to help you think differently about how Sales and Marketing should interact. Explore the key reasons why this relationship continues to be a challenge for most organizations.
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Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.
Speaker: Don Schmidt - WW Sales Enablement Director, Inside Sales MongoDB
Did you know that video-based practice and coaching strategies are becoming essential components of L&D programs? From sales enablement and soft skills to onboarding and leadership training, demonstrating skills with video helps learners conquer communication challenges and validate knowledge.
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Did you know that 25% of B2B businesses are currently using intent data, while another 35% are preparing to use it within the next 12 months?! How intent data is effectively collected (And what to be wary of). Download this special eBook to dive deeper into: Why intent data is crucial in B2B selling & marketing.
Speaker: Thomas Wieberneit, co-founder and CEO of aheadCRM
Users do not see them as helpful. What can be done to improve the situation? You will not be surprised to learn that technology is only one aspect of this picture. In this session you will learn: Why your salespeople could be hating their current CRM. Many CRM systems are still well in the past.
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Users do not see them as helpful. What can be done to improve the situation? You will not be surprised to learn that technology is only one aspect of this picture. In this session you will learn: Why your salespeople hate their CRM. Many CRM systems are still well in the past.
Speaker: Brian Carroll, CEO & Founder of markempa
That’s why all the automation tools, best practices, data analytics won’t help get better results until you master empathizing with your customers. Learn how a company increased sales opportunities by 303% by being uber helpful to buyers. But connecting with and converting buyers has never been more challenging.
Speaker: Bryan Marriott, President, P1 Learning
eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance - even if your learners are already aware of their skill gaps, they’re not going to wade through hours and hours of content to find the one course that might help them.
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