webinar & small group coaching for sales productivity ... · building organizational strength...
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2020 Menu of Webinar Topics
Building organizational strength by putting people first
Webinar & Small Group Coaching for
Sales Productivity, Sales Manager
Effectiveness, Accelerated Sales Growth,
and Sales Training/Coaching Impact.
Our webinars are available a la carte or in mix-and-match packages to meet the
unique needs of your sales organization. Create a complete program or choose a
single topic. Select live or pre-recorded delivery, along with options for small-group
sessions that are highly interactive. Supplemental 1-to-1 sales and management
coaching is also available. Package programs enable you to feature your
branding, and they include quizzes and job aids. Pre-recordings are suitable for
delivery through your LMS. All content is research-based, rich with examples and
activities, and built with sound instructional design so attendees will be fully
engaged and able to immediately apply what they learn.
Sales Managers
• Transitioning from Seller to Sales Manager
• Two Roles: Managing Sales AND Leading People
• Time Management for Sales Managers
• Essential Supervisory Skills for Sales Managers
• Setting Sales Expectations for Results and Activities
• Critical Competencies for Sales Manager Success
• Metrics that Matter in Measuring Sales Performance
• Coaching vs. Mentoring + Why It’s Absolutely Essential to Do Both
• Sales Coaching for Every Step in Your Sales Process
• Your Role in Ride-Alongs
• Conducting Sales Meetings that Won’t Waste Anyone’s Time
• Everything You Need to Know for 1-to-1 Check-Ins with Sellers
• Giving Actionable Feedback to Sellers (without triggering defensive
responses)
• Creating Sales Culture for Increased Engagement and Productivity
• The 7 Sales Productivity Drivers Every Sales Manager Needs to Focus On
• Sales Enablement or Disablement? Using Tools & Tech Effectively
• Sales Hiring & Selection (a 4-part series)
• What Does It Really Take to Motivate Stronger Sales Performance?
• Are You Setting Goals Based on History or Actual Potential?
• Developing Marketplace Strategies to Increase Sales
• How Sellers’ Leadership Results in Buyer Trust, Loyalty, and Preference
• Leading Change in Volatile Times to Increase Sales
• The Key Culprits of Lost Selling Time & How to Get More Quality Time for
Selling
• 7 Surefire Ways to Fail as a Sales Manager
Sales Process
• Sales Process vs. Buying Process
• Prospecting, Lead Generation, and Selecting the Right Targets
• Cold Calling Doesn’t Have to Suck! 20 Tips to Make It Work for You
• Opening on Value: You Can’t Close It Without Opening It First!
• Dialogic vs. Diagnostic Needs Discovery
• Proposing Solutions that Are Compelling and Value-Laden
• Invalidating Objections with a Surefire 5-Step Strategy
• Don’t Forget to Ask for the Close!
• Earning Referrals, Repeaters, and Customer Loyalty
• Using Your CRM to Save Time and Accelerate Sales
• Top-Secret Sales Hacks to Support Your Sales Process and Productivity
DISCOVER Questions® Get You Connected
• How Asking Purposeful Questions Builds Buyer Trust
• Constructing and Sequencing Questions for More Effective Selling
• 8 Purposes for Asking Questions in Sales
• Creating Value and Positive Differentiation by Asking Better Questions
• Myths and Misperceptions about Using Questions When Selling
Stop Selling & Start Leading
• The Blueprint for Seller Behaviors Based on Research with Buyers
• What Does It Look Like to Lead Your Buyers (rather than selling to them)
• I Don’t Want to Seem Like a Pushy Seller…
• The Top 10 Behaviors Buyers Desire
• Making Extraordinary Sales Begins with This Simple Step
Soft Skills in Selling
• A Mindset for Selling (especially for people who never thought they’d have to
sell!)
• Using Personality & Preferences to Connect with Buyers (MBTI assessment tool,
4-part series)
• Avoiding the 7 Deadly Sins in Sales Conversations
• The Honest Truth about What Holds Sellers Back from Peak Performance
• Tune Up Your Listening Skills to Make More Sales (ECHO assessment too, 2-part
series)
• The Myth of Multitasking in Sales
• The Proven Formula for Allocating Your Time So You Can Make More Sales
• Critical Thinking Skills that Boost Sales Performance (4-part series)
• Communication Skills that Boost Sales Effectiveness
• Essential Presentation Skills for Telephone, Virtual, and Face-to-Face Selling
• The 5 Styles of Conflict and Negotiating: How to Identify Your Own and Your
Buyers’
• Fundamentals of Strategic Negotiation
• Expanding the Zone of Potential Agreement (ZOPA) for Collaborative Resolution
• Interests, Positions, Walkaway Points, and More MUSTS before You Start
Negotiating
Negotiating Skills
• Training on the Critical Competencies for Modern Selling
• Facilitation Competencies Every Sales Trainer Must Master
• When You’re Not the Manager and Have to Rely on Influence vs. Authority
• Adult Learning Principles to Make Sales Training More Effective
• Coaching vs. Training: Picking the Right Approach for Every Situation
• But They Don’t Have Time for Training! How to Take It to the Streets
• How to Reinforce Sales Training So It’s Not Immediately Forgotten
For Sales Trainers & Coaches