In 2018 that average amount of sales touches that the average prospect received was 9.1 (that number having doubled since 2010)Clutter and noise has become the ultimate competitor across all industries leaving sales organizations no choice but to clumsily automation tools to race through large lead lists and hope to get lucky.In this session, Daniel will expose where the pendulum is quietly swinging in the automation world and how you can prepare for it using some of the oldest rules in the playbook.Bring something to take notes on as the following will be covered:1. How to think about prospects through a new lens2. What tools and tricks you can use to stand out in an inbox and more3. What metrics really count in automated selling4. Live examples of relationship-based funnels that you can roll out as soon as you get back to the office
Are you tracking your success by the number of followers you have on Instagram or by the number of paid invoices your company has received?Break away from your followers and focus on building a business. Learn how to build a wining business in today's crowded marketplace.
This workshop will help any budding speaker to overcome their fears of public speaking and connect with any audience to in order to get results. Each participant will get practice, learn an easy structure for all speeches, and learn about the common pitfalls that even the most seasoned speakers sometimes make.
Too many founders and companies build products or services then try to sell. In reality the most efficient way is to sell before you build. This presentation will teach you how to build a sales deck and sell your product/service before development even takes place.
Virtually all sales methodologies, including The Challenger Sale, are now obsolete due to the advent of Account-Based Marketing, LinkedIn Social Selling, and Neuroscience. Bill Reed is an executive sales and marketing consultant for dozens of leading firms; certified as a leadership coach and advanced ABM and sales enablement strategist; and the New York Times bestselling author of The 7 Secrets of Neuron Leadership. In this interactive workshop, Bill will impart groundbreaking information about a proven new sales and marketing approach, featured in his next book, called FROG Selling that leverages neuroscience-storytelling and advanced LinkedIn Social Selling to increase lead conversion rates by 3X and shorten sales cycles by 2X.
While there is plenty of material about B2C sales and marketing strategies for startups, the founders of B2B companies frequently struggle to get their sales engine going.After explaining key concepts such as ICP, TAM, and CLV this session illustrates how you implement an effective yet affordable sales process by utilizing account-based sales (ABS). The tried and tested ABS process helps you to stay focused, persistent and disciplined so you can transform your efforts into success.
Your business isn’t looking for any business, you’re looking for the BEST clients. And those clients are ready to invest a premium price for your premium service or product. But just because they are willing (and able) to pay doesn’t mean you should rush through the sales process. That’s the fastest way of losing the client forever. Learn the fatal errors inexperienced businesses and entrepreneurs are making all the time in their sales cycles, and don’t even know it. Companies such as Xerox and American Express have always been able to close the premium-priced deals and are market leaders for a reason. Now learn the secrets of sales from someone who mastered their sales processes and is now your secret sales weapon.
I have been hired by dozens of CEO's to go into their organization and help them fix their sales teams. I see the same mistakes being made over and over again. These mistakes can be avoided by understanding what you are facing and how to build your sales team right the first time.
Do you sometimes feel unable to establish trust and credibility with a relatively short period of time to make an impression? Do you imagine it would be helpful to better understand people with different personalities and behavioral profiles, both personally and professionally? We’ll discuss simple physiological and psychological concepts and theories that help establish excellent rapport.
In this session, Katy will dive into lessons learned from building UberEATS Seattle's sales team from the ground up to become a top-performing team of 21 people. This session will help entrepreneurs identify ways that they too can build high-performing teams, especially focusing on areas of team culture, accountability, and leadership.
What tools are the experts using to drive growth? What can you automate and optimize to stop wasting time and start closing more deals? Paul Mendoza, host of the Sales Tools podcast, will cover the key types of tools you need to be using to get to $50K MRR. Paul has weekly conversations with experts in sales and product creators to learn what tools work best. Also, this will cover more than just CRM systems. You’ll see other tools such as email sequence, outbounding tools, call analytics, coaching tools and more. The tactics and tools that worked 10 years ago don’t work anymore. Come learn what the cutting edge professionals are using to close deals..
Large enterprise can be like navigating a government entity and startups that aren’t prepared to effectively navigate the enterprise maze can burn money and time trying to figure it out. This session will focus on what every entrepreneur needs to know about selling to the large companies. Should you even engage, are you on track or wasting your time, what to expect during contract negotiations and the security review and the net on what you need to know to be efficient with your sales engagement.
Is your success at least partly dependent on your ability to develop new business? If you answered “yes”, then one of the hats you wear is that of “rainmaker”. In centuries past, when there was a drought, rainmakers created rain. In current times, when business is slow, rainmakers attract new clients. The most successful societies and businesses don’t wait for a drought or business slowdown, they are busy making rain all the time. This session explores the biggest selling myths and the biggest sales mistakes professionals make, and offers suggestions as to how to avoid them. It is primarily designed for “rainmakers” – consultants, professionals, business owners, and others whose success is, at least in part, dependent on their ability to develop new business (ie – sell!).
Whether your product is ready for market or not, its important to understand from the getgo whether or not your product needs to leverage distribution and reseller partners. Why? Because going to market through indirect partner channels will impact your pricing strategies, your margins, the operating team, and the sales and marketing budgets. In this session we'll talk about what a one tier and multi-tier distribution strategy is, whether or not your company needs one, the types of channel partner programs you can launch, how to go about designing the right partner program for your product, and how to go about recruiting channel partners.
We'll look at the fundamentals of sales including value proposition, how to sell, when to hire sales, how to hire, and how to scale sales.