Chapter 13 Web-based Seminars - Training Resources

Entrepreneurial Innovation for Solopreneurs Generate Sound Business Ideas When You Work Alone The health of your business requires a constant infusion of new ideas and innovation. Market trends, competition, and technology challenge you to look at your business in new ways to stay ahead of the competition, but the answers to solve those challenges don't rush to mind. As a solopreneur, you don't have a team to rely upon to brainstorm for  more...

Establish A Solid Foundation for Your Small Business Learn Critical Business Growth Strategies Beyond Product Expertise Being an expert in your field inspired you to launch your own business. The tough economy has quickly exposed the difference between being a, subject matter expert and a business expert ... the latter of which is knowledge many business owners do not possess. If you don't master the business side of the equation, your firm is  more...

Create A Winning Workplace Culture Learn How to Develop A Motivated Workforce to Drive Profits Employees want to work for a winner. Customers want to buy from a winner. Winning creates positive energy in the workplace where employees are inspired and over perform. Bottom-line, companies with winning workplaces succeed while losing ones fail. In this tough economy, it's more critical than ever to instill a culture founded on the  more...

Establish A Solid Foundation for Your Small Business Learn Critical Business Growth Strategies Beyond Product Expertise Being an expert in your field inspired you to launch your own business. The tough economy has quickly exposed the difference between being a, subject matter expert and a business expert ... the latter of which is knowledge many business owners do not possess. If you don't master the business side of the equation, your firm is  more...

Organizational Skills For Professional Business Women Rediscover Your Productivity Mastery CRMs, PDAs, and cell phones were supposed to help you become more organized and productive. Instead, they've caused you to become more scattered, disorganized, and overwhelmed. Some data in here, some contacts in there, and appointments in all of them. Keeping yourself organized has never been more difficult or frustrating. As a professional business woman,  more...

Master Cold Calling to Drive Revenue Techniques to Get Your Foot In the Door Technology has created tremendous barriers for sales people. From caller ID to voicemail to professional screeners, reaching the decision-maker has never been more challenging. When you finally reach them, you have a mere few seconds to capture their attention or you get the dreaded click and opportunity is lost. For most sales people, the prospecting call  more...

The Sales Compensation Conundrum How to Develop a Truly Effective Sales Compensation Plan Developing a sales compensation plan can be a pretty intimidating undertaking. What are the most critical decisions you need to make? What compensation plan structure will motivate your salespeople to achieve the targets you set for them without producing unintended consequences? Sales performance expert Alan Rigg has helped hundreds of  more...

Performance-Based Sales Recruiting How to Hire More Top Sales Producers and Jump-Start New Hire Sales Performance How expensive are sales hiring mistakes? To answer this question, take a look at the difference in revenue, gross margin or profit (whichever number is most important to you) produced by your company s top sales producers and your bottom sales producers. Then add in the costs of recruiting and training new salespeople.  more...

Forecasting & Pipeline Management How to Eliminate Stalled Opportunities from Your Company s Sales Opportunity Pipeline What is the condition of your company s sales opportunity pipeline? How many of the opportunities have been stalled at the same step in the sales cycle for weeks or months? If sales forecasts and opportunity pipelines are inaccurate, or if opportunities do not close in predictable time frames, it can wreak  more...

How to Handle Customers Who File for Bankruptcy What You Need to Know Before Working With A Claims Trader Another customer filed for Chapter 11 bankruptcy and the pain sets in that you will never see a penny of the outstanding receivables. Then, the call comes from a claims trader who offers you sixty cents on the dollar for the outstanding debt. It's as if a fairy has come to rescue you It's all too tempting, but there are legal risks when  more...

Organizational Skills For Professional Business Women Rediscover Your Productivity Mastery CRMs, PDAs, and cell phones were supposed to help you become more organized and productive. Instead, they've caused you to become more scattered, disorganized, and overwhelmed. Some data in here, some contacts in there, and appointments in all of them. Keeping yourself organized has never been more difficult or frustrating. As a professional business woman,  more...

Create A Winning Workplace Culture Learn How to Develop A Motivated Workforce to Drive Profits Employees want to work for a winner. Customers want to buy from a winner. Winning creates positive energy in the workplace where employees are inspired and over perform. Bottom-line, companies with winning workplaces succeed while losing ones fail. In this tough economy, it's more critical than ever to instill a culture founded on the  more...

The Secret to Closing More Sales Closing is certainly an important sales activity, as the time, effort, and resources invested in managing sales cycles are wasted if orders are not secured. However, the real secret to closing sales is doing a great job at the FRONT end of the sales cycle. In other words, it is the quality of the work that is done during the OPPORTUNITY QUALIFICATION stage of the sales process that determines  more...

How to Develop an Effective Sales Compensation Plan The most common sales compensation question my company receives is, 'What is the standard (salary, draw, commission percentage) for (an industry, product or service, geography)?' Unfortunately there are very few standards that apply to sales compensation. The variations in sales compensation plans are infinite, and there is little published research that provides compensation details (salary or  more...

Create A Winning Workplace Culture Learn How to Develop A Motivated Workforce to Drive Profits Employees want to work for a winner. Customers want to buy from a winner. Winning creates positive energy in the workplace where employees are inspired and over perform. Bottom-line, companies with winning workplaces succeed while losing ones fail. In this tough economy, it's more critical than ever to instill a culture founded on the  more...

How to Handle Customers Who File for Bankruptcy What You Need to Know Before Working With A Claims Trader Another customer filed for Chapter 11 bankruptcy and the pain sets in that you will never see a penny of the outstanding receivables. Then, the call comes from a claims trader who offers you sixty cents on the dollar for the outstanding debt. It's as if a fairy has come to rescue you It's all too tempting, but there are legal risks when  more...