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Exclusively for Subscribers to The Sales Experts Channel
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Always free. Always fabulous. Your #1 resource for educational and inspirational sales content from global visionaries and thought leaders. New presentations every week!Â
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| Julie Hansen |
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Make it easy for buyers to visualize you (and your solution) having a role in their business. It’s not that decision-makers lack imagination. But busy prospects are no different than busy casting directors who see one actor after another reading the same lines. They all start to blur together after awhile. Like a winning actor, you can gain a distinct competitive advantage by tailoring your presentation or demo to your customer. Help the customer clearly envision what it would be like to have your solution working for them in their business and you will stand out from the crowd.
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| Alice Heiman |
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To help your team navigate the complex sale you must be a great sales leader. You must continuously learn about yourself, your leadership ability, your team, your company, your customers, and your customers’ customers. How can you serve them? Determine every day what you can do better than you did the day before and how you can help them. Be happy, at work and in life. Find the joyful moments in each day and share them with others especially in the form of compliments. All of this will help you coach your team through highly complex sales and win.
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| Nick Kane |
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Selling in the modern marketplace has changed in major ways, requiring a corresponding shift in how companies should think about their organization and sales process. A few key points:
- Deeply know customer needs, desires, motivations, and situations. Be willing to go beyond the surface
- Equip sellers with innovative insights and ideas to support their prospecting and sales efforts
- Train and enable sales reps in a variety of ways (changing workforce wants to consume information in their own way)
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Tune in for this week's programming on The Sales Experts Channel:
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Artificial Intelligence, It’s Not Just for Lead Generation
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Learn how AI for Sales is changing the game for companies who choose to harness the power of big data to dominate their market
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Chad Burmeister, The AI for Sales Expert
March 10th at 10 am Pacific/ 1 pm Eastern
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Effective Selling through Powerful Story Telling
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Do you find yourself too often in the weeds with your prospects? Five minutes into your first meeting and you are already sharing what your products do? Have you noticed your prospect has already lost interest and wishes you would just leave?
Great Marketing and Sales is not about you or your product. It is about pain and your Prospects frustrations. It is about changing your “me firstâ€Âť focus, to one where your prospect joins you in a story where they are the lead character, and your role is to demonstrate that you understand their world, and have solved pain for a similar person or company which deeply resonates with them. This pivots you and your story to one of service and value. Now you have their attention!!
In this webinar you will learn the 3 Rules of Storytelling and how these rules will jumpstart your marketing and sales.
Michael Wills, The Fractional Sales Leadership Expert
March 13th at 8 am Pacific/ 11 am Eastern
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Sell High-Value Professional Services with this Strategic Selling Framework
In professional services, earning higher value engagements is the fast path to growing your book of business. But most firms don’t have a consistent methodology that focuses on how to sell these types of engagements.
This talk will help you change that. Amy Franko’s Strategic Selling Framework is a 4-part methodology designed for those who sell expertise or complex solutions. She works with organizations in professional services, technology, and insurance to help them accelerate sales growth.
With the Strategic Selling Framework, you’ll create higher quality opportunities in your pipeline, work with top clients, and ultimately create more growth in your firm and book of business.
Amy Franko, The Strategic Sales Expert
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Practical Strategies to Help New Sales Leaders Effectively Succeed
Many new sales leaders struggle needlessly for the first 100 days or longer because they have no experience leading a team, no resources to support them, and nobody in their organization to talk to.
Have you been promoted from the ranks and now you’re leading a sales team without any training or backup? Struggling to know if what you’re doing is working, or if you’re just doing busy work for the sake of doing it? Curious of the things that can get you leading your team as quickly - and efficiently - as possible?
Join Inside Sales Expert Phil Gerbyshak and Management and Leadership Expert Naphtali Hoff for 45 minutes of insights from two who’ve been there, done that and have the scars to prove it.
Phil Gerbyshak, The Inside Sales Expert
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How To Avoid The Common Cold Email Mistakes That Ruin Sales Relationships
Get the cure for common cold e-mail mistakes. In this new webinar, Liz Wendling helps you to leverage the tools of technology and understand how to craft powerful and impactful e-mails. When done well, cold-call e-mails work. When done poorly, your messages will likely be deleted with disappointing frequency. The structure and language of your e-mails will either pique interest or generate resistance.
Takeaways:
Learn the words and phrases that inspire people to read and respond to your messages.
Identify a cold e-mail approach that works for you and distinguishes your business. One size does not fit all.
Understand the top 5 social selling mistakes that cause your e-mails to be deleted and what to do instead.
Liz Wendling, The Complex Sale Expert
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Using Intent Data to Fuel your Sales Automation Program
Join us for an educational webinar on how to use intent data to identify companies and contacts consuming content related to your products and series on the internet. Relevancy is the fuel behind any successful sales automation program and intent data is the key to finding prospects actually interested in what you have to offer.
Speakers include Charles Crnoevich, Head of Partnerships at Bombora and Shawn Elledge, CEO of Sales Lead Automation and the founder of the Lead Generation Institute.
Shawn Elledge, The Lead Generation Expert
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Three Proven Techniques to Overcome Sales Call Reluctance
70% of the sale is engagement and discovering the needs of the prospect. When you get in front of a prospect if the timing is right, you are almost there if you discipline your process and do not allow yourself to sabotage the conversation. What’s it going to take to learn how to listen yourself into a sale versus talking yourself out of one?
Sales Call Reluctance is the emotional hesitation to prospect and promote. It not only shows up in initiating contact with potential buyers, it shows up during a sales conversation when you are in front of your ideal prospect. Do you ever freeze on a sales call? Do you wait too long to state the price of your products or services? Do you wait too long to ask for payment? Do you spend excessive time explaining product features and specifications? Do you give a discount based on a perceived objection? If so, this virtual training is for you.
Connie Kadansky, The Sales Mindset Expert
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Designing and Leveraging Win Themesâ„¢ in 2020
If you want to improve your prospect’s receptivity to your messages, then you need to know about Win Themes™. Win Themes™ accelerate your sales productivity by zeroing in on conversation sweet spots.
Webinar participants will learn:
1.Why are Win Themesâ„¢ so powerful for prospect and customer interactions?
2.When can you to use Win Themesâ„¢ to gain maximum impact.
3.What results can you expect from Win Themesâ„¢?
Lisa Magnuson, The Landing 7-Figure Deals Expert
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Joanne Weiland writes ,"Tuesday 2/11/20 Barb Weaver Smith interviewed Lisa Magnuson on her webinar. Barb has a way of drawing out useful information from her guests. Lisa shared her 2 page pre-planning tool with attendees. I took 3 pages of notes. Thank you for offering such amazing resources through the Sales Expert Channel."
Be sure and let us know how you've been enjoying the presentations from our Sales Experts - we might even feature your comments here!
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The Sales Experts Channel
Deb Calvert, founder
deb.calvert@peoplefirstps.com
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