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Digital Transformation in Sales: Welcome to Social Selling | Jordi Gili Riu | Managing Director | Execus

This document is the soft copy of the presentation by Jordi Gili RiuB2B buyers have changed. Their buying habits are different. They are always on, digitally empowered: they are leveraging Social to gain confidence in their Buying decisions.

Social Selling is born as a response to this change: but what is it? How do B2B sales teams use professional social networks to reach to new customers? How do Marketing and Sales work together to achieve that? How do sales and marketing teams apply new methodologies and tools to leverage social and embed it to their sales processes.

What you learn:

  • Understand the relevance of social networks in today's Business to Business markets.
  • Identify best practices in terms of Presence and Attitude.
  • Review a sales methodology that adds social and drives results.
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3 Massive Mistakes to Avoid that will Boost your Sales | Lindsay Adams | CEO | Teamocracy

This document is the soft copy of the presentation by Lindsay Adams. 

  • Do you get enough referrals from your networking efforts each week?
  • Do you ever receive a referral but don't manage to get the business over the line?
  • Do you have a relationship-marketing plan for your business?

Business owners understand the value of referrals but they don't often have control over their referral business. Relationship marketing is the most effective form of marketing for businesses with limited marketing budgets. If you are willing to invest the time to learn specific relationship marketing strategies, tools, and techniques you can double, even triple your sales in months without spending additional marketing dollars.

Attend this session and learn how to make relationship-marketing work for you. If you don't have a relationship-marketing plan for your business, this session is a must!

What you learn:

  • How to harness the power of relationship marketing to drive sales for fast, sustainable business growth.
  • How to develop a strategic referral network.
  • Who should be in the strategic referral network.
  • How to find them, and how to motivate those people to refer business to you.

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Trust & Value: How to Sell in Brutally Competitive Markets | Jeff Beals | Consultant

This document is the soft copy of the presentation by Jeff Beals. Today's global business environment is simultaneously the best and worst in the history. It's the best because untold and unprecedented opportunity awaits savvy and sharp-eyed professionals. It's the worst because there has never before been a market so loud, crowded and full of competing distractions jockeying for your clients' attention. In this brutally competitive world, in which you are expected to consistently increase market share, cutting-edge products, good service and hard work are no longer enough. To succeed, you must somehow master the art of relationship selling in an economy that often feels unconducive to long-term business relationships.

Contrary to popular opinion, relationship selling is not dead. It has changed but is nonetheless alive and well. In this webinar, award-winning author Jeff Beals shows you how to win through relationship selling even when your clients are highly sophisticated, well informed and short of time. Successful sales-and-marketing professionals beat their competition by unearthing exactly what their clients value while building trusting, enduring relationships.

What you learn:

  • How to build trusting relationships with prospects and current clients.
  • How to identify buyers' key concerns and determine what they truly value without making assumptions.
  • How to use probing questions to find truths that lie many layers below the surface.
  • How to avoid the temptation to discuss the features and benefits of your offering too soon in the selling process.

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How to Sell Professional Services and Solutions | Mark Hordes Senior Partner Allen Austin

This document is the soft copy of the presentation by Mark Hordes.

This webinar takes the mystery out of "How to Sell Professional Services" ... putting your products or services company in the competitive winners circle...and building strong client relationships that will sustain the test of time. You'll learn from Mark Hordes, a leading professional services best-selling author, business consultant, speaker and expert on services sales effectiveness who has successfully sold over $500M worth of services all over the globe.

What will you learn?

  • Products versus Services versus Professional Services: There is a Difference.
  • The 10 Commandments for Selling Professional Services: Selling the Invisible.
  • Balancing Risk and Reward in Selling Services.
  • The Three Types of Buyers of Services.
  • The Three Selling Strategies.
  • Training Product Sales Individuals and Teams to Sell Services: What's Required?
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Profits through Compassion: Is it possible | Farhad Karamally | Organisation Development consultant Fanverks Global

This document is the soft copy of the presentation by Farhad Karamally.

Businesses have come a long way from the mechanical controls of the 50s to ruthless reengineering in the 80s followed by severe rightsizing (downsizing) in the 90s and aggressive outsourcing in the new millennial. Those cannot be classified as wrong at the time but clinging on to conventional mindsets and approaches can no longer warranty success in the future. Organizations will have to free themselves off their fearful assumptions, tried and tested solutions and explore innovative actions that have not been heard off to date.

What will you learn?

  • Discover the 12 Compassion Indicators that will help your talent develop greater performance.
  • Realize the chaos in culture when organizations put themselves in compromising positions with conflicting behaviours.
  • Learn why major HR initiatives like leadership development, coaching and mentoring programs fail in organisations to contribute towards authentic development.

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Connect with your Client | Adrian Davis | President & CEO | Whetstone Inc

This document is the soft copy of the presentation by Adrian Davis.

In today's faced-paced environment, no relationship can be taken for granted. The organizations that will succeed are those that carefully select the customers they do business with. They will invest in building deep and meaningful relationships with these "right-fit" customers. These successful organizations move beyond demand capture to demand creation by uncovering unique opportunities to help their customers succeed. They move from being vendors to being strategic partners and they make the Purchasing department irrelevant. This level of engagement doesn't happen accidentally. It is planned. In this webinar, participants will be led through the process of developing strategic account plans that elevate the level of customer engagement.

Participants will learn how to:

  • Differentiate their value from the competition and resist commoditization.
  • Leverage current success and expand existing accounts.Convert their technical value to economic value.
  • Develop a process for customer-driven innovation.

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3 Keys to Unlock Engagement and Alignment on Your Team | Kevin Kruse Author, Keynote Speaker, Entrepreneur | Society of Pharmaceutical and Biotech Trainers

This document is the soft copy of the presentation by Kevin Kruse.

Recent surveys continue to show levels of job satisfaction and employee engagement to be at record lows. This is a crisis for business and individuals alike. Based on his NY Times bestseller, We: How to Increase Performance and Profits Through Full Engagement, Kevin Kruse presents conclusions from surveys of over 10 million workers in 150 countries and based on his own experience as a former Best Place to Work award winning CEO.

What will you learn?

  • Learn about new research that shows that highly engaged companies achieve a 5x higher shareholder return than companies with disengaged workers
  • Gain insight on how the spillover and crossover effects are causing your own career satisfaction to impact your health, marriage and children
  • Experience easy and affordable actions leaders can take to create an environment rich in employee engagement
  • Discover the three key drivers of employee engagement.

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How to Turn Around Under Performing Sales People | Jeb Blount | CEO | Sales Gravy

This document is the soft copy of the presentation by Jeb Blount.

If you are, or have been, in this situation you are not alone. We've all asked this question at one time or another because cost of hiring and training new sales reps is significant. You worry about the investment that will be lost, the sales that won't be made in the open territory, and the cost of recruiting, hiring, and training a new rep to take their place. In this fast paced webinar, sales leadership expert, Jeb Blount will give you strategies for turning around under performing sales reps.

What will you learn?

  • Sales interviewing best practices that reduce or eliminate bad sales hires.
  • Why an effective new hire sales onboarding program is the real key to reducing poor performance and getting a rapid return on sales headcount investment.
  • The real secret to motivating salespeople.
  • The four pillars of an effective sales management system.
  • How to turn-around an under performer or let them go with a clear conscious in 30 days or less
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How to Harness the Power of Storytelling in Sales | Adrian Davis | President & CEO | Whetstone Inc

This document is the soft copy of the presentation by Adrian Davis.

Do you and your team wish you could be more persuasive in your sales efforts? Do you ever wonder why your prospects don't quite understand your value when you can see so clearly how you can help them?
In this insightful webinar, Adrian explains how telling better stories is the most effective way to capture attention and motivate prospects to buy. Storytelling is the single most important skill sales professionals need to convey value and persuade others to action.
Your salespeople must compete for the attention of their prospects-prospects who are too time-starved, deadline-driven and distracted to really care about what a salesperson is trying to sell them. You can change all of that by equipping your sales team with the power of human-to-human selling.

What will you learn?

  • By implementing what you learn in this webinar, you will be able to:

    • Tell stories that are guaranteed to capture and hold your prospect's attention.
    • Remove resistance to your sales efforts.
    • Create deep desire in your prospects for your products and services.

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You Can Always Sell More - How to Improve Any Sales Force | Jim Pancero | President | Jim Pancero, Inc.

This document is the soft copy of the presentation by Jim Pancero.

Are you leading your sales team to consistent competitive wins or are you just managing the "administrivia" of your selling environment? Specifically developed for the experienced leader of a "business-to-business" sales team, this information-intensive program will offer ideas to help you lead your team's selling efforts for both existing as well as new market business. You will learn proven ideas and sales management "best practices" that can strengthen your ability to lead even an experienced and senior sales team to increased selling success and profitability.

What will you learn?

  • How to refocus and strengthen your sales coaching effectiveness?
  • How to establish effective one hour strategic coaching sessions with every member of your sales team?
  • How to evaluate even your most experienced sales team members?
  • How to lead your team through actual long term improved change?

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How to Harness the Power of the New Economy for Profit | Tamara McCleary | National Speaker & Relationship Economist | Tamara McCleary

This document is the soft copy of the presentation by Tamara McCleary.

Did you know a recent survey found 73% of consumers say positive customer reviews make them trust a business more? At the same time Forbes Magazine found that 81% of US Respondent's indicated social media posts directly influenced their purchase decisions. Social media along with the massive amount of information available to consumers online is driving fundamental changes in the economy. How do you compete and find an advantage during a great financial and social shift?

In this compelling presentation, Tamara McCleary will share insights and direction to navigating the emergence of a new economic paradigm. Over the past 100 years, the global economy has shifted through 4 ages of business, culminating in the creation of today's Relationship Economy. Tamara will guide you though a greater understanding of the dramatic changes affecting not only our business but also our personal lives. Tamara will teach you how to develop a competitive edge and begin profiting during times of elemental change.

What will you learn?

  • An understanding of the power in the emergence of the Relationship Economy for both consumers and producers.
  • How to drive brand awareness and sales in the new Relationship Economy.
  • Why the successful use of social media is critical to developing a competitive edge.
  • An introduction to the concept of Social Currency and how it is changing both financial and non-financial transactions.
  • Why a redefined organizational vision is critical to successfully competing in current and future markets.
  • How to use the emerging Relationship Economy to create a more deeply satisfying life experience.

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How to make it in the global economy? Deploying Effective Global Strategies | Dr. Walid Hejazi | Associate Professor | Rotman School of Management

This document is the soft copy of the presentation by Dr. Walid Hejazi.

It is often said that the world is flat. Of course, this is not the case,although it is true that the world today is much flatter than in the past. Innovations in information and communications technology together with changes in government policies have spread supply chains across international borders.In order to be globally competitive, it is often necessary to have a presence in many countries, either on the supply or the retail side. Deploying global strategies fail often due to not fully understanding of the true costs and challenges of operating in foreign markets.When global strategy is pursued properly, the benefits can be immense.

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How to create & manage a powerful sales force | Dr. William P. Kittredge | President | Cervelet Management & Strategy Consulting

This document is the soft copy of the presentation by Dr. William P. Kittredge.

Sales management is a business discipline focusing on the practical application of sales techniques and the management of your firm's sales operations. During this webinar, Dr. Kittredge brings over 40 years of sales derived success to clearly explain the critical functions of sales management including recruiting, retaining, & supporting quality sales people, sales management, and sales reporting. Without sales, regardless of what other name may be used (e.g. client development), business success is impossible. The world will not beat a path to your door because you have a superior product; marketing is necessary but insufficient. If your product or service is going to be purchased, someone must to sell it. This webinar outlines how the sales management function accomplishes this critical function.

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How to create brand awareness and generate leads using the Social Media? | Moez Allidina | Chief Trainer & Consultant | Rapid Boost Marketing

This document is the soft copy of the presentation by Moez Allidina.

In this webinar Moez will talk about commonly used marketing practices that are overshadowed by the growing power of both the Social Media Strategy and the Internet Marketing Strategy.

If you are a sales professional or an entrepreneur who needs to create brand awareness and create leads, or if you are looking for an opportunity to learn about the benefits of using social media, this webinar is your ticket. Moez will walk you through the ways you can create a solid lead generation strategy, both on-line and off-line and market your brand successfully.

What you will learn:

  • Learn about growing importance of Social Media.
  • What is Internet Marketing and Social Media Strategy?
  • What is Blogging and how can it benefit you?
  • How to create Brand Awareness?
  • How to create the Social Media Marketing Plan?
  • How to market your brand and connect with your target market?
  • Successful tips to generating leads.
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Marketing Leadership: Cultivate Relationships or Build Brands? | Dr. Mohammed Nadeem | Professor | University of San Francisco and National University, San Jose, California

This document is the soft copy of the presentation by Dr. Mohammed Nadeem. 

In this webinar, Dr. Nadeem will explore how companies have never before had such powerful technologies for understanding and interacting with customers. To compete in an aggressively interactive environment, companies must shift their focus from driving transactions to maximizing customer value. That means products and brands must be made subservient (Rust, 2010) to customer relationships.

Dr. Nadeem will cover the central difference between customer profit (CP) and customer lifetime value (CLV) and will address these key concepts (Pfeiffer, 2011) that attempts to put a dollar value on customer relationship. He will also examine why we are going about the way we measure the return on investment in social media (Hoffman, 2010) completely backwards and how managers should begin by considering consumer motivations; cultivating customers rather than pushing products, adopting new performance metrics, and bringing under the marketing umbrella all customer-focused departments.

This webinar will conclude with recommendations on how to manage corporate transformation and how Middle East can claim its leadership role in marketing innovation and invention, and how C-Suite Executives are ought to reconceive the work they do for their customers.

What you will learn:

  • Understanding Value of Cultivating Customers (CC)
  • Analyzing Importance of Building Relationships (BR)
  • Evaluating Marketing Department (MD)
  • Applying Customer Lifetime Value (CLV)
  • Remembering Return on Marketing (ROM)

 

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Take your Sales Force from Order Takers to Money Makers | Ms. Nada Bifani | Founder and CEO WIN Sales & Marketing Programs

This document is a soft copy presentation on the above topic, which highlights Optimizing sales effectiveness to achieve high performance for CEO's, Presidents, and business owners to help them achieve an even greater level of sustainable sales success in their companies. Many well-known companies are using WIN Sales and Marketing Programs proven systems and methods as a blueprint for building highly-profitable, sales-driven companies that can and does out perform their competitors on a consistent basis.

Learn a proven system for applying these hard-hitting concepts to your sales organization as you attempt to go from good to great.Specifically, you will discover:

  • How to find out if your existing sales force has what it takes to grow your company.
  • Who in your sales force might sell vs. those who actually will.
  • Whether your sales force has the crucial elements necessary for sales success.
  • How to find and attract sales superstars.
  • Whether your sales leadership team is doing everything possible to grow the organization.
  • How to implement sustainable sales development solutions to last.

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Morphing the Innovation & Collaboration Paradigm | Naveed Khawaja CEO Morphilibrium

In this Presentation - you will explore the principles of the upcoming methodology that will radically change the way we do business. It is a culture change - a paradigm shift from traditional practices to the new continuous innovation and disciplined execution mind-set.

You will explore some thought provoking ideas on how to define, create and sustain high performing teams in an agile world with innovation and collaboration.

You will explore cutting edge and recently proven methods for high performing teams with higher collaboration and innovation. Some of the benefits of this technique are:

  1. Accelerated time to market
  2. Enhanced ability to manage changing priorities
  3. Increased productivity
  4. Reduced risk

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Why Networking is More than Just Business Cards | Andy Lopata | International Speaker, Trainer and Author - H & A Lopata Ltd

This document is the soft copy of the presentation by Andy Lopata.

For many people networking is simply about passing out business cards at events or collecting contacts online. More successful business people, however, realise that it's a far more strategic tool with a big impact on many areas of their business or career.

 

What will you learn?

  • How to successfully leverage a network and gain referrals.
  • The role of online networks and how to decide their role in business.
  • How to network confidently and effectively at events.
  • The power of Six Degrees of Separation and how to connect with anyone through your network.
  • Why businesses should encourage more collaboration, internal knowledge sharing and cross-selling.
  • The importance of mentor and peer group support.
  • How to manage their personal brand and what people say about their business.
  • Why networking is important both for business or career development.

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Customer Centricity for Profitable Growth | Dr. Kamel Jedidi of Columbia University
In this presentation Dr. Kamel discuss Customer Centricity; Companies can grow using various strategies ranging from customer centricity, innovation, and mergers and acquisitions. During the last several years, market leaders have realized that moving from product centricity to customer centricity can create sustained value and a competitive advantage. However, customer centricity is a complex strategy that presents a myriad of practical challenges. This is the soft copy of the presentation which was used in the webinar by Dr. Kamel Jedidi addressing the following questions:

  • What is customer centricity?
  • How do you create the customer advocate?
  • What are the key building blocks of a customer centric organization?
  • What are the rewards from being customer centric?

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Building a Legacy of Service | Joseph A. Michelli | Lead Consultant & Chief Executive The Michelli Experience

From Dr. Joseph Michelli's perspective, leadership involves engaging people to do the right things to profit other people.

Utilizing a blended model focused on servant leadership and the creation of a leadership legacy goal, Dr. Michelli borrows from his work with and books about some of the world's greatest leadership cultures such as Starbucks, The Ritz-Carlton Hotel Company, Zappos, Pike Place Fish Market, and UCLA Health System. During the webinar, Dr. Michelli will help participants understand how their influence is shaped by effort and by the scope of leaders they develop. 

Building a Legacy of Service takes participants through a process to define their own personal "Leadership Legacy Statement."

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