How to Keep Your Sales Team from Bargaining Away Your Profits

In this webinar, you will learn what your salespeople must do to negotiate successfully without bargaining away your profits. As a result, your salespeople will be able to negotiate in a way that strengthens the relationship with the customer while keeping a good profit for your organization.

Selling to Value: Uncovering Needs Beyond What the Customer Sees

In this webinar, you will learn what your salespeople need to understand about the customer’s value chain, and how to uncover the hidden needs in order to improve that value creation process. As a result, your salespeople will be able to create greater differentiation and generate higher win rates.

How L&D Can Develop Leaders People Choose to Follow

In this webinar, we will help you sharpen your perspective on the critical skill set and mindset required of today’s leaders. We will share with you a framework to help you assess how you are addressing these two core leadership components in your development efforts.

Fill Your Pipeline with Wins: Three Effective Prospecting Strategies to Generate Qualified Opportunities

In this webinar, we will examine a proven prospecting process that helps your salespeople focus on the right prospects, construct compelling access messages, and maintain a positive mindset to get past the “no’s” from unqualified prospects and uncover qualified opportunities.

6 Strategies to Boost the Impact of Your Learning

In this webinar, you’ll learn 6 strategies to elevate any learning effort from program to performance improvement initiative. You will learn to align learning with your organization’s strategy to secure successful business outcomes, expand your view of the learning initiative to encompass application to the job, and elevate your learning implementation to a strategic initiative by leveraging the 6 best practices.

Calling on Executives: The Secrets They Won’t Tell Your Salespeople

In this webinar, we will examine insights to unlock the secrets that executives will not tell your salespeople but expect them to know. Specifically, we will explore how to discover the critical factors that drive how executives think about their business, as well as how to connect your services to their issues with real value, as defined by the customer.

Closing Sales: Three Winning Strategies to Change the Game

Salespeople are always searching for THE tip or phrase that will help them close. However, closing is more than a magic phrase or specific technique. Each client and opportunity is unique and requires focusing on the value of the solution to the customer. In this webinar, we will explore 3 elements of the closing process and the mistakes salespeople make that derail the sale and their relationship with the customer.

Competitive Superiority: 3 Strategies to Outmaneuver the Competition

In this webinar, we will examine how to look at a current sales opportunity based on your understanding of what the customer values. You will learn how to create a value map that plots your position relative to the customer’s perception of value, and relative to the competition. Plus, discover how to identify three strategies to develop your next moves, while anticipating the moves of your competition and the customer.

Insights from Training Magazine's Strategic L&D Best Practice Survey: We Talk the Talk, But Do We Walk the Walk?

Whether you are just beginning to tackle this issue or have a “seat at the table,” this webinar will help you understand the data and benchmark yourself for valuable insights. In this webinar, we will summarize important findings from this data, and examine the specific actions that strategic L&D organizations are taking that separate them from other organizations.

Webinar: 3 Strategies to Increasing Close Rates and Profitability

3 Strategies to Increasing Close Rates and Profitability

In this webinar, we will explore how to identify high-probability and high-profitability opportunities. It starts with understanding what the customer organization is trying to accomplish, collecting compelling evidence, and analyzing opportunities to make an informed go/no-go decision to pursue an opportunity. Learn how to increase close rates and reduce no-decision rates with this disciplined approach.

Webinar: Are Sales Leaders Managing for Top Performance?

Are your Sales Leaders Doing Enough to Ensure Your Top Performers are Fully Engaged?

Now more than ever, retaining your key customers is a strategic imperative. The role of the sales manager is to manage the sales process and lead the people. Learn steps sales managers can take to lead their salespeople to full engagement and higher performance.

Webinar: Are You Managing Sales Through The Rearview Mirror?

Leading indicators of sales performance

Examine a forward thinking sales leadership process—one that identifies the “leading indicators” of sales performance, finds ways to track them, and focuses energy on reviewing and coaching to them.

Webinar: Are You Selling the Way Your Customers Are Buying?

Are You Selling the Way Your Customers Are Buying? Strategies to Align Your Sales Process with Your Customer

Who’s driving the sales process? Today, it’s the customer. Find out if your sales process is obsolete.

Webinar: Beyond the Training Event: 6 Best Practices to Ensure Learning Results

Beyond the Training Event: 6 Best Practices to Ensure Learning Results

In this webinar, you’ll learn 6 best practices to elevate any learning effort from program to performance improvement initiative.

Webinar: Changing the Game: Strategies to Help Your Sales Team Differentiate Themselves

Changing the Game: Strategies to Help Your Sales Team Differentiate Themselves

In this webinar, we will explore how to differentiate yourself from the perspective of the customer’s experience with your offering. Specifically, you will learn how your customers identify a need, shop for and use the solution, and finally stop using your product or service.

Webinar: Creating Sustained Differentiation

Creating Sustained Differentiation

Are your salespeople standing out in a crowded marketplace? Do they know how to differentiate on value or do they rely on discounting to close sales?

Webinar: Customer Experience Is the New Black: The Key to Revenue Generation in the 21st Century

In this webinar, we will explore how to develop a branded customer experience that enhances the perceived value of your company, while impacting revenue. Specifically, you will learn the risks you face when your customer experience does not consistently meet customers’ expectations, the key ingredients to every customer experience encounter, and the areas that are crucial to transforming your customers’ experience with your brand.

Webinar: Earning the Status of a Trusted Advisor

Earning the Status of a Trusted Advisor: Possessing the Mindset and Skillset to Align Value to Customers’ Challenges

In this important webinar, we will examine what is required to earn the trust of customers and how to build strategic relationships that add real value to your organization.

Webinar: Earning the Status of Trusted Advisor

Earning the Status of a Trusted Advisor: Possessing the Mindset and Skillset to Align Value to Customers’ Challenges

In this important webinar, we will examine what is required to earn the trust of customers and how to build strategic relationships that add real value to your organisation.

Webinar: Four Levels of Leadership Success

Do you have what it takes to be an effective leader?

Today, leaders need to know how to lead on multiple levels – requiring an expanded perspective of leadership. Learn the four levels of leadership that can broaden your understanding of leadership, revitalize your leadership purpose, and create a renewed sense of direction in your professional life.

Webinar: Managing the Matrix

Managing the Matrix: Hilton’s Journey of Launching their School of Sales

Learn how Joe Anzalone, director of the school of sales at Hilton Worldwide, launched a common global sales learning function and dealt with many daunting challenges, including decentralized decision making, nine different sales training programs already is use, competing leadership priorities, and a legacy of skepticism with previous US and corporate-based learning solutions.

Webinar: Never Bargain... But Always Be Prepared to Negotiate

Never Bargain… But Always Be Prepared to Negotiate–How to Coach Your Sales Team

Learn the key to negotiating and not bargaining, with the goal of improving your top- and bottom-line, and keep long-term customers.

Webinar: No One Needs Training: How to Contribute Strategic Value

As organizations strive to address their clients’ critical business issues, T&D professionals play a vital role in creating and implementing talent development solutions for their organizations. To address this crucial role of connecting talent development to an organization’s complex growth strategies, T&D must strategically go beyond the need expressed by one person, one department, or one executive and help to define what the business truly needs. After all, no one needs training . . . they need the outcomes of training.

Webinar: Sales Manager's 1st 90 Days Playbook

The Sales Manager’s 1st 90 Days Playbook: Salesperson’s Post-Training Development

Learn the value of manager involvement in training initiatives, and receive an audit to help you apply these strategies to your situation.

Webinar: Scaling the 3 Barriers to Effective Sales Coaching

Scaling the 3 Barriers to Effective Sales Coaching

Our research shows there are 3 main barriers to sales manager coaching, which we call the three “NOs”: No Coaching Skills, No Time to Coach, and No Motivation to Coach. Join us for this webinar and we will describe the three “NOs” and what you can do to overcome them.

Webinar: Strategies to Differentiate Your Offering

Stand Out in the Crowd: Strategies to Differentiate Your Offering

Learn how to differentiate yourself from the perspective of the customer’s experience with your offering.

Webinar: Strategies to Increasing Win Rates and Profitability

The discipline required in identifying high-probability and high-profitability opportunities starts with understanding clearly and accurately what the customer organization is trying to accomplish. Learn the three questions you need to answer to make the best go/no-go decisions.

Webinar: Value Creation

Value Creation: The Next Step in Competitive Superiority

Sales organizations often look at the competition as the enemy that must be beaten! You need to shift the rules of the game from competing against the competition to competing on behalf of the customer. Learn an approach to understanding value to the customer, and how specific moves and strategies affect the customer and disable the competition.

Webinar: Versatility: The Secret Weapon of Today's Salesforce

Versatility: The Secret Weapon of Today's Salesforce

In this webinar, we will describe how your salespeople can improve their versatility to build stronger customer relationships and improve sales performance.