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