As a senior leader in your organization, you know the value of frontline sales managers. Heck, you hired them because they were sales rock stars! Every day, frontline managers are responsible for driving the numbers amongst their sales team, and as a senior leader, it's your job to set the tone and culture for success by providing your frontline managers with best practices for coaching their salespeople.
In this complimentary one-hour webinar, Julie Thomas, President & CEO of ValueSelling Associates, unpacks how to construct and tell value-based stories that build trust, demonstrate empathy, and win over decision-makers.
This webinar is part of the ValueSelling Sales Leadership Series. Phil Harrell, SiriusDecisions' Service Director of Chief Sales Officer Strategies outlines why a digital sales transformation is critical to a sales leader's longevity in the role and the steps that a sales leader should take to successfully execute a transformation.
In this webinar, ValueSelling Associate, Natalie Pitchford, will share how to get a prospect or customer’s attention by proactively differentiating the need for and the value of your solution over the competition.
Julie Thomas, President and CEO of ValueSelling Associates, shares how best-in-class organizations target high-quality opportunities and what they do to continually requalify throughout the sales process. Attend this webinar to drive the quantity and quality of the opportunities in your pipeline.
Top sales leaders and reps are looking for the best way to find the right prospects, capture their attention, set meetings and convert them. ValueSelling’s Vortex Prospecting™ program helps you prospect at scale with multi-channel, strategically choreographed cadences. Julie Thomas, President and CEO, and Chad Sanderson, Managing Partner, of ValueSelling Associates, share how to drive top-of-funnel growth in a highly personalized way.
In this complimentary one-hour webinar, Liz Roche, an Associate of ValueSelling Associates, Inc., will share how salespeople can leverage ValueSelling techniques and the ValuePrompter™ tool, alongside their marketing team’s ABM campaign, to win bigger deals. She'll walk you through everything from setting your strategy to what marketing tactics work best for ABM. You’ll see how ABM can help you increase customer growth, retention, and loyalty.
Days are ticking down to the end of the 1st quarter, 2019. You’re reviewing your pipeline and the likelihood of closing business to make your numbers, but the heart starts to race when you sense several decision makers have lost the urgency to make a decision. How do you inspire them to think differently - to shift to a mindset of taking action? In ValueSelling Framework® vernacular, you ask anxiety questions. To do this effectively, you must learn how to elicit an emotional response, without risking rapport.
More and more companies are recognizing the key role coaching plays in individual, team and organizational effectiveness. And nowhere, perhaps, does coaching play a bigger role than in sales. But it’s critical to know how to do it right. To create and sustain an effective sales coaching program, follow seven best practices of high-performing companies.
Join Julie Thomas, President & CEO of ValueSelling Associates, in this complimentary one-hour webinar, as she shares the results of new research conducted with Training Industry that sheds light on the companies whose sales coaching programs are winners.
In this complimentary one-hour webinar, Julie Thomas, President & CEO of ValueSelling Associates, unpacks how to construct and tell value-based stories that build trust, demonstrate empathy, and win over decision-makers.
This webinar is part of the ValueSelling Sales Leadership Series. Phil Harrell, SiriusDecisions' Service Director of Chief Sales Officer Strategies outlines why a digital sales transformation is critical to a sales leader's longevity in the role and the steps that a sales leader should take to successfully execute a transformation.
In this webinar, ValueSelling Associate, Natalie Pitchford, will share how to get a prospect or customer’s attention by proactively differentiating the need for and the value of your solution over the competition.
Julie Thomas, President and CEO of ValueSelling Associates, shares how best-in-class organizations target high-quality opportunities and what they do to continually requalify throughout the sales process. Attend this webinar to drive the quantity and quality of the opportunities in your pipeline.
Top sales leaders and reps are looking for the best way to find the right prospects, capture their attention, set meetings and convert them. ValueSelling’s Vortex Prospecting™ program helps you prospect at scale with multi-channel, strategically choreographed cadences. Julie Thomas, President and CEO, and Chad Sanderson, Managing Partner, of ValueSelling Associates, share how to drive top-of-funnel growth in a highly personalized way.
In this complimentary one-hour webinar, Liz Roche, an Associate of ValueSelling Associates, Inc., will share how salespeople can leverage ValueSelling techniques and the ValuePrompter™ tool, alongside their marketing team’s ABM campaign, to win bigger deals. She'll walk you through everything from setting your strategy to what marketing tactics work best for ABM. You’ll see how ABM can help you increase customer growth, retention, and loyalty.
Days are ticking down to the end of the 1st quarter, 2019. You’re reviewing your pipeline and the likelihood of closing business to make your numbers, but the heart starts to race when you sense several decision makers have lost the urgency to make a decision. How do you inspire them to think differently - to shift to a mindset of taking action? In ValueSelling Framework® vernacular, you ask anxiety questions. To do this effectively, you must learn how to elicit an emotional response, without risking rapport.
More and more companies are recognizing the key role coaching plays in individual, team and organizational effectiveness. And nowhere, perhaps, does coaching play a bigger role than in sales. But it’s critical to know how to do it right. To create and sustain an effective sales coaching program, follow seven best practices of high-performing companies.
Join Julie Thomas, President & CEO of ValueSelling Associates, in this complimentary one-hour webinar, as she shares the results of new research conducted with Training Industry that sheds light on the companies whose sales coaching programs are winners.
No other productivity investment has as much impact as sales coaching. But it’s not easy and many organizations struggle to get it right. This complimentary one-hour VSA webinar features PJ Nisbet and Candice October of ValueSelling Associates in the UK as they share proven, best practices that sales leaders can use to coach effectively.
Join us for this complimentary webinar as Marilyn Janas, Managing Partner at ValueSelling Associates, shares a checklist that will help you turn those challenges into opportunities that close—with time to spare in the quarter.
When will they actually buy? This question is a challenge for most sales reps to answer accurately; sometimes precisely predicting future behavior may be paved with too much optimism rather than reality. Despite this, if you are in sales, in any role, at some point you likely have to predict and even commit to a revenue forecast... Instead of leading a forecasting plan with optimism, implement a proven sales process to proactively manage your pipeline. A proven sales process applies a more systematic and exacting approach that highlights when opportunities will close, and bookings are realized.
Few of us really like to prospect. In fact, according to HubSpot research, 40% of sales people say prospecting is the most difficult part of their job. Yet, it’s a necessary skill to succeed in sales. How do the top performing sales reps conduct prospecting and create connections?
As you work your pipeline, gaining access to people such as decision-makers, influencers and gatekeepers can make or break your prospecting efforts. You have less than a minute to establish rapport and trust with each new person in an organization, so it is imperative to make a lasting first impression. Get the right tools in place to improve the odds of gaining and keeping a prospect's attention.
In this complimentary one-hour webinar, Doug Von Koenig, an Associate with ValueSelling Associates, Inc., shares the structure of a Credibility Introduction, a fundamental ValueSelling Framework® best practice and sales tool. Learn proven steps to boost your credibility and create opportunities to engage prospects in a conversation that will keep them interested in speaking with you further about their business issues.
Given the current situation with COVID-19 and the requirement to work from home, mastering virtual communication is critical for sales professionals. As web conferencing and video interactions are becoming the norm, sales professionals must strive even more diligently to establish trust and rapport. Yet, there are unique challenges when you are limited to virtual communication.
Join Julie Thomas, President and CEO, and Chad Sanderson, Managing Partner, of ValueSelling Associates, as they share tips and techniques that will enable you to improve the efficacy of your virtual communication skills. In this complimentary webinar, learn how to establish your credibility and create a professional first impression with your clients and prospects in virtual meetings.
What You’ll Learn:
How to prepare to be an effective virtual communicator
Techniques to engage your prospect in a virtual meeting
Leveraging synchronous video calls effectively to advance the sale
Who Should Attend:
Sales Leaders
Sales Managers
Sales Reps (in all roles)
Business Development Representatives
Sales Development Representatives
Sales Enablement
Any professional who is now required to communicate virtually
With countries and commerce opening up, most of us are looking to the second half of the year with renewed energy and high hopes. There are always new opportunities to pursue and new accounts to approach. But how do you start if you can’t get the first appointment?
Join Julie Thomas, President & CEO of ValueSelling Associates, as she shares a simple, proven process to differentiate yourself and gain access to decision makers.
What you’ll learn:
Win over and work with gatekeepers
Establish the rules for engagement the people you meet
Bargain for access to decision makers
Create an AIM Campaign that motivates buyers to act
Who should attend:
Sales Leaders
Sales Managers
Sales Reps (in all roles)
Business Development Representatives
Sales Development Representatives
Sales Enablement
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.
Top performing sports teams learn, practice and memorize potential plays on the field given their strengths and the opposing team’s weaknesses. Similarly, high performing sales teams share a common language and process based on the organization’s sales methodology.
In this complimentary webinar, learn valuable questioning techniques to improve your effectiveness in prospecting. Julie Thomas, president and CEO of ValueSelling Associates, provides an action plan on how to use the O-P-C questioning process to increase interest and engagement with prospective clients.
We’re bombarded by messages daily, so it’s important to remember that delivering your message is not the most important skill to master in sales. Pitching is dead. Engagement and empathy are what count in today’s world.
A key for turning leads into opportunities is the ability to communicate effectively. Your ability to sell anything is dependent upon establishing trust, rapport and credibility. In practice, this involves replacing a sales pitch with developing a human connection. By practicing great questioning techniques and asking the right questions, you demonstrate how much you care about a buyer’s needs, wants and outcomes.
Join us for this complimentary one-hour webinar led by Julie Thomas, President & CEO of ValueSelling Associates. Learn a questioning technique that can improve your effectiveness in prospecting and get an action plan to increase interest and engagement with prospective clients.
What you’ll learn:
Why it's worth the effort to prepare to ask better questions
4 types of questions used in the ValueSelling Framework
How to reverse engineer the customer buying process to improve your win rate
The art of crafting questions tailored to your sales situation
Leveraging active listening as an integral part of your response
Who should attend:
Sales leaders to front-line managers
Individual contributors seeking to engage with prospects
Marketing and sales enablement
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.
Whether by email, phone or social media, all of us receive messages daily from countless vendors promoting their products or services. Your prospects experience the same reality. But there is a simple way to get noticed. Ask better questions. After all, you’ll be judged by the quality of questions you ask. Instead of pitching, make a human connection. Learn good questioning techniques that can improve your effectiveness in engaging any prospect.
Today, we have an instant connection to people virtually and immediate access to an impressive amount of information from any device. However, the downside is shorter attention spans, which decreases our ability to actively focus and listen to what people are saying to us.
During this complimentary webinar, Doug von Koenig, Managing Partner at
ValueSelling Associates, tackles the hot topic of how to handle objections. He will share an objection handling process that gets results.
According to Harvard Business Review, increasing customer retention by 5% boosts profits by 25%-90%. Therefore, the time you spend improving your customer retention rate could be your most profitable activity. That’s a great way to start off your new year!
We know that the cost of acquiring a new customer is 5-25 times more than keeping an existing customer. If you aren't focused on renewal sales and customer retention, you are risking growth and margins from your existing accounts.
Join us for this complimentary webinar as Julie Thomas, President and CEO of ValueSelling Associates, presents how to boost renewal rates, perfect your customer retention process, and create a frictionless customer experience.
Whether you’re an individual contributor, sales manager or VP of Sales, your primary job focus is to achieve an assigned revenue quota. The concept seems simple. Find quality opportunities. Engage them. Move them through the sales process. And close the business. The reality, however, is quite different given the multitude of challenges you must overcome along the entire buying cycle.
Engaging buyers with a compelling and captivating value-based story builds trust and rapport, creates a foundation for meaningful conversations and demonstrates your track record as a reputable salesperson. Grabbing a prospect’s attention with a story that elicits an emotional response they can relate to and involves a business issue they are wrestling with reinforces a key ValueSelling Framework® principle: People make emotional buying decisions for logical reasons.
The new year is just around the corner — and we have new challenges to overcome: changing buyer behaviors, remote selling and building relationships, attracting and retaining top talent in a highly competitive market. How well is your organization equipped to take control and lead?
Recent research established that developing 7 key habits across your sales force will make a tremendous impact on sales performance.
What if your team set twice the sales meetings it does today? Increased everyone’s rate of setting meetings by 24%? To hold a competitive advantage in today’s marketplace, top companies and sales executives focus on driving more top-of-funnel activity. Find the right prospects. Capture their attention. Set meetings. Convert them to customers. The question then becomes: How do you best do this?
The IDMI (International Digital Marketing Institute)
Is a platform for continuous professional development through training & education in the areas of Digital marketing in India.
No other productivity investment has as much impact as sales coaching. But it’s not easy and many organizations struggle to get it right. This complimentary one-hour VSA webinar features PJ Nisbet and Candice October of ValueSelling Associates in the UK as they share proven, best practices that sales leaders can use to coach effectively.
Join us for this complimentary webinar as Marilyn Janas, Managing Partner at ValueSelling Associates, shares a checklist that will help you turn those challenges into opportunities that close—with time to spare in the quarter.
When will they actually buy? This question is a challenge for most sales reps to answer accurately; sometimes precisely predicting future behavior may be paved with too much optimism rather than reality. Despite this, if you are in sales, in any role, at some point you likely have to predict and even commit to a revenue forecast... Instead of leading a forecasting plan with optimism, implement a proven sales process to proactively manage your pipeline. A proven sales process applies a more systematic and exacting approach that highlights when opportunities will close, and bookings are realized.
Few of us really like to prospect. In fact, according to HubSpot research, 40% of sales people say prospecting is the most difficult part of their job. Yet, it’s a necessary skill to succeed in sales. How do the top performing sales reps conduct prospecting and create connections?
As you work your pipeline, gaining access to people such as decision-makers, influencers and gatekeepers can make or break your prospecting efforts. You have less than a minute to establish rapport and trust with each new person in an organization, so it is imperative to make a lasting first impression. Get the right tools in place to improve the odds of gaining and keeping a prospect's attention.
In this complimentary one-hour webinar, Doug Von Koenig, an Associate with ValueSelling Associates, Inc., shares the structure of a Credibility Introduction, a fundamental ValueSelling Framework® best practice and sales tool. Learn proven steps to boost your credibility and create opportunities to engage prospects in a conversation that will keep them interested in speaking with you further about their business issues.
Given the current situation with COVID-19 and the requirement to work from home, mastering virtual communication is critical for sales professionals. As web conferencing and video interactions are becoming the norm, sales professionals must strive even more diligently to establish trust and rapport. Yet, there are unique challenges when you are limited to virtual communication.
Join Julie Thomas, President and CEO, and Chad Sanderson, Managing Partner, of ValueSelling Associates, as they share tips and techniques that will enable you to improve the efficacy of your virtual communication skills. In this complimentary webinar, learn how to establish your credibility and create a professional first impression with your clients and prospects in virtual meetings.
What You’ll Learn:
How to prepare to be an effective virtual communicator
Techniques to engage your prospect in a virtual meeting
Leveraging synchronous video calls effectively to advance the sale
Who Should Attend:
Sales Leaders
Sales Managers
Sales Reps (in all roles)
Business Development Representatives
Sales Development Representatives
Sales Enablement
Any professional who is now required to communicate virtually
With countries and commerce opening up, most of us are looking to the second half of the year with renewed energy and high hopes. There are always new opportunities to pursue and new accounts to approach. But how do you start if you can’t get the first appointment?
Join Julie Thomas, President & CEO of ValueSelling Associates, as she shares a simple, proven process to differentiate yourself and gain access to decision makers.
What you’ll learn:
Win over and work with gatekeepers
Establish the rules for engagement the people you meet
Bargain for access to decision makers
Create an AIM Campaign that motivates buyers to act
Who should attend:
Sales Leaders
Sales Managers
Sales Reps (in all roles)
Business Development Representatives
Sales Development Representatives
Sales Enablement
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.
Top performing sports teams learn, practice and memorize potential plays on the field given their strengths and the opposing team’s weaknesses. Similarly, high performing sales teams share a common language and process based on the organization’s sales methodology.
In this complimentary webinar, learn valuable questioning techniques to improve your effectiveness in prospecting. Julie Thomas, president and CEO of ValueSelling Associates, provides an action plan on how to use the O-P-C questioning process to increase interest and engagement with prospective clients.
We’re bombarded by messages daily, so it’s important to remember that delivering your message is not the most important skill to master in sales. Pitching is dead. Engagement and empathy are what count in today’s world.
A key for turning leads into opportunities is the ability to communicate effectively. Your ability to sell anything is dependent upon establishing trust, rapport and credibility. In practice, this involves replacing a sales pitch with developing a human connection. By practicing great questioning techniques and asking the right questions, you demonstrate how much you care about a buyer’s needs, wants and outcomes.
Join us for this complimentary one-hour webinar led by Julie Thomas, President & CEO of ValueSelling Associates. Learn a questioning technique that can improve your effectiveness in prospecting and get an action plan to increase interest and engagement with prospective clients.
What you’ll learn:
Why it's worth the effort to prepare to ask better questions
4 types of questions used in the ValueSelling Framework
How to reverse engineer the customer buying process to improve your win rate
The art of crafting questions tailored to your sales situation
Leveraging active listening as an integral part of your response
Who should attend:
Sales leaders to front-line managers
Individual contributors seeking to engage with prospects
Marketing and sales enablement
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.
Whether by email, phone or social media, all of us receive messages daily from countless vendors promoting their products or services. Your prospects experience the same reality. But there is a simple way to get noticed. Ask better questions. After all, you’ll be judged by the quality of questions you ask. Instead of pitching, make a human connection. Learn good questioning techniques that can improve your effectiveness in engaging any prospect.
Today, we have an instant connection to people virtually and immediate access to an impressive amount of information from any device. However, the downside is shorter attention spans, which decreases our ability to actively focus and listen to what people are saying to us.
During this complimentary webinar, Doug von Koenig, Managing Partner at
ValueSelling Associates, tackles the hot topic of how to handle objections. He will share an objection handling process that gets results.
According to Harvard Business Review, increasing customer retention by 5% boosts profits by 25%-90%. Therefore, the time you spend improving your customer retention rate could be your most profitable activity. That’s a great way to start off your new year!
We know that the cost of acquiring a new customer is 5-25 times more than keeping an existing customer. If you aren't focused on renewal sales and customer retention, you are risking growth and margins from your existing accounts.
Join us for this complimentary webinar as Julie Thomas, President and CEO of ValueSelling Associates, presents how to boost renewal rates, perfect your customer retention process, and create a frictionless customer experience.
Whether you’re an individual contributor, sales manager or VP of Sales, your primary job focus is to achieve an assigned revenue quota. The concept seems simple. Find quality opportunities. Engage them. Move them through the sales process. And close the business. The reality, however, is quite different given the multitude of challenges you must overcome along the entire buying cycle.
Engaging buyers with a compelling and captivating value-based story builds trust and rapport, creates a foundation for meaningful conversations and demonstrates your track record as a reputable salesperson. Grabbing a prospect’s attention with a story that elicits an emotional response they can relate to and involves a business issue they are wrestling with reinforces a key ValueSelling Framework® principle: People make emotional buying decisions for logical reasons.
The new year is just around the corner — and we have new challenges to overcome: changing buyer behaviors, remote selling and building relationships, attracting and retaining top talent in a highly competitive market. How well is your organization equipped to take control and lead?
Recent research established that developing 7 key habits across your sales force will make a tremendous impact on sales performance.
What if your team set twice the sales meetings it does today? Increased everyone’s rate of setting meetings by 24%? To hold a competitive advantage in today’s marketplace, top companies and sales executives focus on driving more top-of-funnel activity. Find the right prospects. Capture their attention. Set meetings. Convert them to customers. The question then becomes: How do you best do this?
The IDMI (International Digital Marketing Institute)
Is a platform for continuous professional development through training & education in the areas of Digital marketing in India.
In this SlideShare, Richardson discusses how your organization can implement an ongoing measurement approach that encompasses real-time collection of data rather than solely relying on the traditional approach of surveying “before and after.” The slides show you that a continuous feed of analytics creates data-driven insights for sales professionals, sales managers, and learning leaders about what’s working and where a course correction may be necessary.
The Mindmatrix – SiriusDecisions Webinar had Peter Ostrow, Senior Research Director from SiriusDecisions talking about four essential enablement responsibilities and how you can tackle them to make your sales enablement efforts successful.
Company Secretary and Board Effectivenss Masterclass RahulSeleri1
The company secretary occupies a special position inside every company. Boards are becoming increasingly dependent on the company secretary for the achievement of effective and efficient governance and, in turn, good company performance.
Join us this 5 - 9 June 2023, for The 5 Days Training Conference on "Value Driven Leadership" professional certificate from the U.K leadership institutes in partnership with ABMC Group
Click the link below to learn more and register your spot early:
https://lnkd.in/d9X2_T3k
N/B: take note of visa application timeline and Early bird booking discounts
The Five Most Important KPIs for Services CompaniesJeanne Urich
The 5 financial metrics critical to the success of services organizations.
How to apply these KPIs to drive new levels of growth and profitability.
Near, and long term, recommended actions.
Talent Lifecycle Management: Internal Mobility - A Talent Management Strategy...Aggregage
Building and supporting a culture where people at all levels are encouraged to—and even expected to—look internally for personal growth and new challenges improves the employer brand and becomes a powerful magnet for the talent market. This focus on career mobility and employee development often results in improved talent attraction and retention, not to mention how it positively affects the bottom line. Join Caroline Vernon, CareerArc Director of Sales and Client Success Leader, to learn her tips to cultivate internal mobility practices with your current workforce and potential new hires.
How do you ensure your time and financial investment in sales training pays off? We often discuss the proven tools that withstand the test of time to increase sales productivity, but let’s explore the common reasons sales training fails. By understanding what these pitfalls are and avoiding them, you'll set the course for successful training initiatives that will result in increased sales performance and long-term revenue growth.
Executive Webinar- The How – What Does Contracting Need to Change and How?thempowergroup
Contracting's collaborative vision: this Transformation blueprint can make it happen - The Year of Transformation: Maximizing value through collaborative and agile relationships
Now that we understand that contracting must redefine the function and its role, in Session Two we will explore what needs to change and how to do it:
To make change happen you need to know your starting point. We will introduce the elements of a Transformation Blueprint which will be used to assess where you are.
To move to a competitive differentiator (the top level of the maturity model) you MUST change who you consider to be a stakeholder (internal AND trading partners), the way you engage with those stakeholders (focus on their Decision Drivers) and your approach to collaborating and working with your trading partners.
The essential contracting role is a strategic business partner, internal consultant and change leader.
As a strategic business partner / internal consultant Contracting must bring together their internal partners with their customers / suppliers to create alignment and match risk between the two parties.
Making the change happen will require a heavy dose of change leadership which may be the biggest challenge for your group. Your role as a change leader requires you to have these competencies as well.
We will explore the following questions:
What is the changing role of the contracting function and how it can be a competitive differentiator?
Why is the change is necessary?
After assessing the above, where are you today and what must you do to transform?
How do you make the transformation happen?
What are the business benefits associated with the change?
Sales Enablement: What It Is, What It Isn't, and Where It's GoingAggregage
The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.
ProductCamp Boston is the world's largest and most exciting
crowd-sourced one-day event for product people. It's
organized by and for product managers, product marketers and
entrepreneurs, so attendees get the most out of the day.
Attendees learn about and discuss topics in product
management and product marketing, product discovery,
product development & design, go-to-market, product strategy
and lifecycle management, and product management 101,
startups, and career development.
www.ProductCampBoston.org
Learn In-demand Data Driven Marketing Strategy in just 6 Weeks (Online)
Demand for digital marketing skills grew 92% in 5 years. Growth in digital-focused jobs outpaced overall marketing jobs by 30%. (Linkedin Job Report 2020). Make an immediate impact in your career with the skills to
Plan, Design and launch coherent cross-channel strategy that drive customer Growth, Engagement and Loyalty.
Build confidence and technical capability to apply the latest marketing strategies and marketing analytics on the job.
Drive growth with highly Optimized Digital Marketing Campaigns powered by key data and customer insight.
Gerade in wirtschaftlich unruhigen Zeiten stellen Ihre bestehenden Kunden die Grundlage für Ihren Erfolg dar und sollten als wichtiges „wirtschaftliches Gut“ bzw. Asset gesehen werden.
Häufig wird aber mehr Fokus auf die Neugewinnung von Kunden gelegt – weniger auf die Absicherung und die Pflege bestehender Kunden, obwohl sie vorher mit viel Aufwand gewonnen wurden. Erkennen die Kunden nicht immer wieder neu ausreichende und attraktive Wertbeiträge aus der Zusammenarbeit mit Ihnen, steigt die Gefahr der Wechselbereitschaft und des teuren Kundenverlustes.
In unserem 60 minütigen Webinar am 17. Februar um 10.00 wollen wir Ihnen Anregungen vermitteln, wie Sie die Bindung Ihrer Kunden als wertvolles Asset für Ihren wirtschaftlichen Erfolg steigern können. Wir verdichten diese Überlegungen auf „5 Schlüsselthemen“, die Sie konkret mit Ihrem Verkaufs- und Serviceteam umsetzen können.
Nutzen Sie diese Möglichkeit zur Anregung für Ihre Kundenbindungsinitiative 2022!
Lassen Sie uns dazu eine kurze E-Mail zukommen – und Sie erhalten von uns die Zugangsdaten zum (kostenfreien) Webinar.
What, exactly, are the behaviors that sales professionals need in a virtual world?
To find out, we partnered with Training Industry to survey 464 sales leaders and sales training decision-makers. The results revealed the most impactful habits — and the glaring gap between those desired behaviors and sales metrics.
Join us as VP of Direct Sales and Partner Success Julie Bregen shares the results and a playbook that sales leaders can use to up-skill the virtual-selling skills of the entire sales org.
The new year is just around the corner — and we have new challenges to overcome: changing buyer behaviors, remote selling and building relationships, attracting and retaining top talent in a highly competitive market. How well is your organization equipped to take control and lead?
Recent research established that developing 7 key habits across your sales force will make a tremendous impact on sales performance.
In this 45-minute webinar, Rishi Dhawan shares key findings on the habits you want your sales team to develop to outperform their targets and improve sales effectiveness for the years to come.
Was sind die Denkweisen, Eigenschaften und Verhaltensweisen von Spitzenverkäufern? Um dies herauszufinden, haben ValueSelling Associates und Selling Power vor kurzem mehr als 150 leitende B2B-Verkaufsmitarbeiter befragt - herausgekommen sind 7 wichtige Gewohnheiten.
Join ValueSelling Associate and Visualize-Inc. partner Carlos Nouche as he shares a proven playbook that will enable you to transform challenges into opportunities that close — with time to spare in Q4.
Woran scheitern die meisten Verkaufsanbahnungen? Die Vertriebsmitarbeiter haben keinen Zugang zum Top-Entscheider. Wir alle wissen, dass Führungskräfte und damit auch Top-Entscheider dafür bekannt sind, mit ihrer Zeit sehr restriktiv umzugehen und es dadurch schwer ist, Termine zu bekommen. Wie also können sich Vertriebsmitarbeiter den so wichtigen Kontakt sichern?
Jüngste Untersuchungen zeigen:
- dass die Zahl der an einer Entscheidung beteiligten Personen zunimmt
- dass die Freigabeebenen im Organigramm nach oben wandern und
- dass die Bereitschaft, auch bei einer Erstbeauftragung ohne physischen Kontakt mit dem Verkäufer, steigt.
Es wird also immer schwerer, in der Verkaufsanbahnung den für eine überzeugende Argumentation so wichtigen Kontakt zum finalen Entscheider aufzubauen. Wie können Sie durch methodisches Vorgehen sicherstellen, Ihre Wertbeiträge für den potentiellen Kunden erfolgreich zu präsentieren und Ihre Lösung zu verkaufen?
Join ValueSelling Associate Bart van Eijck as he shares proven approaches to selling higher, including how sellers can present their calls as a value-added interruption, differentiate themselves and forge relationships with decision-makers.
In unserem kostenlosen Webinar erläutert Harald Weber, Gründer und Inhaber von b2b Marketing und Managing Partner von ValueSelling Deutschland, das Konzept von Vortex Prospecting. Zahlreiche Vertriebsteams steigerten mit Hilfe von Vortex Prospecting ihre Neukundenkontakte um über 300% und die Anzahl der erfolgreichen Erstgespräche auf mehr als 33%.
In this complimentary webinar, Bart van Eijck, Associate with ValueSelling Associates, shares what top performing companies are doing to succeed, and the key differences between winners and losers.
In this complimentary webinar, Ronnie R.S. shares proven, Vortex Prospecting practices that have helped sales teams increase connections made by over 300% and meetings set by 3x.
En este seminario web gratuito, Frans Coenen, director gerente y fundador de Win Result, proveedor líder del ValueSelling Framework en Europa, comparte junto con Nalliby Haddad prácticas comprobadas de prospección de Vortex que han ayudado a los equipos de ventas a aumentar las conexiones realizadas en más del 300% y las reuniones establecidas por 3 veces.
Med Vortex Prospecting får du en gennemprøvet og skalerbar tilgang, der benytter flere kanaler og strategisk koreograferede kadencer. I dette webinar deler Jens Lind-Winther, Managing Partner hos ValueSelling Associates metoden, der har hjulpet salgsteams med at forbedre kontakter med over 300% og antallet af møder booket mere end 3 gange.
Dans ce webinaire en français, Dominique HANS, Managing Partner France de ValueSelling Associates partagera les bonnes pratiques de la prospection Vortex, méthode qui a aidé des équipes de vente à augmenter de plus de 300 % leur nombre de contacts et à multiplier par trois le nombre de rendez-vous fixés.
In this complimentary webinar, PJ Nisbet, Managing Director and Founder of Nisbet Associates, a leading provider of the ValueSelling Framework, shares proven, Vortex Prospecting practices that have helped sales teams increase connections made by over 300% and meetings set by 3x.
As this unprecedented year comes to an end, we are all experiencing the mad scramble to close sales. While we may be able to get deals in the door, there can be plenty of obstacles that keep us from getting a firm “Yes” from prospects.
Join Julie Thomas, President and CEO of ValueSelling Associates, as she shares strategies and tactics that will help you transform challenges into opportunities that close--with time to spare in the quarter.
23. Executive Leadership
Global & Regional Sales/GTM
Global business unit GM;
Product, Services & GTM
Market Transitions
Service Provider: xDSL,
Wireless “2G & 3G”
Enterprise Communications &
Collaboration: aaS and Cloud
Network Function Virtualization
/ SDN: aaS and Cloud
Digital Retail
Eric Schoch SVP Global Retail Sales NCR
Experience leading market transitions
24. A world-class coach’s job is to make sure the team members are consistently
executing and continuously learning, growing, and improving
24
Closed Deals
Commits /
Risks /
Upsides
Qualified
Prospects
All
Prospects
Where we want
Sales people to
focus…
Where our
questions are
causing them to
focus
…and execute
with velocity
and increased
WIN probability
/ predictability
Productivity
Rapport
Micro Manager
Comes across as distrustful
uncaring bossy
Team feels stressed out,
frustrated, resentful,
unmotivated
Dot-it-All
Comes across as arrogant,
selfish, egotistical
Team feels unappreciated,
undervalued, unimportant,
lack of self confidence
Nice Guy
More concerned with being
liked than in getting results
Team not being pushed
enough, lack of
accountability
Coach
Team is comfortable
disclosing problems and
asking questions
Team feels respected,
appreciated, valued,
trusted, empowered.
A Coaches Focus:
1. Minimize distractions and maximize focus on
weekly priorities
2. Stop focusing so much on the prize that you forget
about the process
3. What gets reinforced gets done. Focus controls
behavior. Questions control focus.
* The Weekly Coaching Conversation, Brian Souza
25. The best way to systematically improve sales performance is by providing
constructive coaching and feedback on a weekly basis
*World Class Coaches
Focus 70%/30%; people and process
Believe talent can be developed
Believe it’s their job to help their team
realize their potential
Manically focused on improving the
process that produces results
Understand connection between their
approach and their team’s performance
Lights a fire in people not under them;
motivates through inspiration and
positive re-enforcement
* The Weekly Coaching Conversation, Brian Souza
Motivation
Inspiration
Empowerment
Accountability
Inspection
26. Using QP Formula as objective criteria to improve forecast accuracy
26
Objective Criteria for Commit
1
Should they buy
from us?
Differentiated Vision
Match – business issues
specific and time bound
2 Will they buy?
Value – business value /
impact, quantified,
personal value
3 Can they buy?
Power – who makes the
final decision, do we
have access to power
person, understand
decision making process
4
When will they
buy?
Mutual Plan –
approvals, dates, project
plan, in writing
5 Risks are mitigated?
Criteria Commit
Color
Commit
Risk
5/5 Green 100%
4/5 Yellow 75%
<=3/5 Red 50%
Sales Role Forecast
Accuracy
Account Executive 95%-110%
1st Line Manager 95%-110%
Area / 2nd line Manager 97%-110%
Regional VP 98%-107%
Global SVP 99%-107%
27. Sales Leader Cadence
Doing the right things right all of the time
Weekly
• Orders and revenue for the week, month, quarter
• Coaching Conversation
• Activities
Monthly
• Orders and revenue forecast for current quarter
& Q-next
• Activities & Performance (linearity)
Quarterly
• Quarterly Business Review
• Orders and Revenue forecast Q-next x 2
• Activities & Performance (performance to plan)
Examples of Activities
Account Plans / Value Prompters / Mutual
Plan Letters
Daily Salesforce Updates
‾ Value Prompter, Mutual plan letter, notes
In person customer meetings
‾ Project & Performance Scorecards
‾ Product & Solution Roadmaps
‾ Quarterly Business Reviews
‾ Mutual Plan Letters
‾ Executive Sponsor briefings
Proactive Customer Phone calls
Hand-written letters
Social Media – LinkedIn, Instagram, Twitter