Selling Web-based Seminars - Training Resources

Empower Others to Promote Your Business ...ating and deploying an army of referral-givers who do the selling for you freeing up the time you need to grow your business. In this webinar you ll learn how to: Employ the ACT (Acquire, Cultivate, Teach) principle to build your Ambassador sales force Convince referral-givers that your gain is their gain Create your Ambassador Toolkit to make it easy for others to promote you  more...

Effective Writing for Sales Professionals ... how to: Evaluate your sales copy based on the Power Selling checklist Avoid the Five Never's of sales writing Motivate buyers to act with compelling words and expressions Critique your proposal from your reader s point of view Develop an executive summary that hits the mark with your prospect Dr. Julie Miller, founder of Business Writing That Counts!, is an author and  more...

Time Management for Sales People ...nd More Time to Sell Without Working More Hours How many selling hours did you have last week? It's a frighteningly low number, isn't it? High-performing sales people spend 28% of their time selling actively, face to face sales under-performers spend just 14%. If only a small fraction of your time is spent on high-value selling activities, what chance do you have of hitting your revenue and  more...

How to Sell Consulting Services to the Federal Government ... As an added bonus, you'll receive David's white paper on selling consulting services to the Federal Government to reinforce the teachings from this webinar. Dave Alexander, the founder of Lincoln Strategies, LLC, helps firms enter and thrive in federal, state, and local government markets. He helps professional services firms and manufacturers develop government business strategies, write  more...

Differentiation Strategies for Financial Advisors ...and convince prospects to work with you without hard core selling. In this webinar, you'll learn how to: Find audience-grabbing elements for your story within your practice Write your story and refine it until it positions you strongly versus the competitors Tell your story in a way that prospects are intrigued and want to hear more Integrate the story into every aspect of your practice -  more...

Sharpen Your Communication Skills to Drive Revenue ...ing it!' It's easy to blame the economy for a product not selling. It's much harder to look in the mirror and question if the problem is how you communicate with prospects. True, the economy is in peril, but people are still buying. How do you differentiate yourself and your product with your prospective buyers and thrive, even in a down economy? Neal Burgis, Ph.D and certified executive coach,  more...

The Sales Compensation Conundrum ...Alan during four scheduled calls! A 23-year student of selling and sales management, sales performance expert Alan Rigg is the author of "How to Beat the 80/20 Rule in Sales Team Performance", "How to Beat the 80/20 Rule in Selling", and creator of the 80/20 Selling System ™. During the past seven years he has helped business owners, executives and managers at hundreds of companies  more...

A Seat at the Table ...as the traditional seller will fail here. Executive-level selling requires a completely unique skill set, not only to get in the door, but to get the deal done. Marc Miller, author of 'A Seat at the Table: How Top Salespeople Connect and Drive Decisions at the Executive Level,' helps sales professionals master selling at the executive-level. Using his specialized approach, Marc teaches you what  more...

How to Grow Sales By Effectively Managing the Pipeline ...ales performance. He is the author of two books, Mindless Selling and his best-seller, Baseline Selling How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Dave s training is entertaining, memorable and easy to apply to your business. Dave has successfully shared his unique philosophies for simplifying management with thousands of executives. 'We started  more...

Build Wealth Through Your Mortgage Sales Expert and Trainer Harlan Goerger (Gr-Gr) brings almost three decades of experience to modern sales. Author of The Selling Gap and over 100 articles on sales & sales management, Harlan provides the proven ideas that change thinking, skills and results for your team. By applying innovative ideas provided by Harlan, many of his clients have seen growth numbers into the 400% level! Through  more...

Performance-Based Sales Recruiting ... Rule in Sales Team Performance' and creator of the 80/20 Selling System , has helped business owners, executives and managers at hundreds of companies end the frustration of 80/20 sales team performance (where just 20% of salespeople produce 80% of sales results). In this webinar he will teach you his proven, step-by-step processes for (1) consistently sourcing, identifying and hiring top  more...

The Renegade Approach to Consultative Selling ...ou can t identify real prospects, you re wasting precious selling time and won t generate the income you desire. Andy Miller has taught thousands of sales people around the world how to identify those prospects who are ready to buy. In his renegade approach to consultative selling, Andy teaches you how to separate the real prospects in your pipeline from the tire-kickers. You ll be empowered to  more...

Coaching for Success The four step process in changing beliefs and outcomes Getting performance from others is one of the biggest challenges in business. Employees simply do not see things the same as the owners and managers! Yet, performance is needed and Managers and Leaders need to build people and performance in order to grow the business and stay competitive! One challenge is the vast variety of motives and  more...

Let Me Think It Over. I'll Get Back to You...Now what?! ...know what to DO and SAY with each of those contacts. Yes, selling IS a numbers game, but it s the QUALITY of the numbers that is most important. This session will teach sales professionals and business owners alike the importance of knowing what those numbers are. What are the specific steps each salesperson must achieve to make a sale? How do you shorten the 'sales cycle'? What two  more...

Customer Service Strategies to Increase Revenue ...former Disney Institute speaker and co-author of the best-selling book Unleashing Excellence The Complete Guide to Ultimate Customer Service, teaches business leaders to see through the lens of their customer. She helps you make the critical, cost-effective changes to your business to create customer loyalty even when you're operating on a tight budget. Teri presents revenue-generating, WOW!  more...

Fill Your Pipeline with Hot Prospects ...met at a networking breakfast. Meet the Power of Referral Selling master and founder of No More Cold Calling, Joanne Black. She is committed to helping sales professionals master the art of their most powerful sales pipeline development tool. Referrals! A referred client is pre-sold because the client has made the introduction for you A referred salesperson has established history  more...

How To Be An Online Spy ...aker on topics ranging from online searching to effective selling to value-based leadership. He is a published author ( ) and has been featured in hundreds of publications, television programs, and radio shows. Sam was formerly president of a national business research organization and he has more than 20 years experience creating and managing award-winning technology, sales, and marketing  more...

Forecasting & Pipeline Management ... Rule in Sales Team Performance' and creator of the 80/20 Selling System , has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. In this webinar he will teach you his proven process for eliminating stalled opportunities from your company s sales opportunity pipeline, once and for all! In this webinar, you'll learn: Why doing a  more...

Critical Thinking for Business Leaders How Outcome Based Thinking Can Change Your Results The higher you climb up the leadership ladder, the more important 'conceptual skills' are to your ability to drive organizational success. Leaders who possess conceptual thinking skills can leverage critical thinking and problem solving techniques that produce faster, better results. Those that continue to approach issues the same old way are  more...

How to Handle Customers Who File for Bankruptcy ...you It's all too tempting, but there are legal risks when selling a note to a claims trader. Before you sign the contract and incur even more headaches, you need to know the ramifications of your decision. Philip P. Philbin, Certified Credit Executive (CCE) with the National Association of Credit Management (NACM) and 35-year expert, helps business executives navigate through the murky waters  more...

How to Close More Sales by Shortening Your Sales Cycle ...Elimination How to Neutralize Delay Tactics. Baseline Selling How to Use Baseball to Help you Sell. Dave Kurlan is the leading authority on evaluating salespeople and sales performance. He is the author of two books, Mindless Selling and his best-seller, Baseline Selling How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Dave s training is  more...

Get the Funk Out of Your Sales Team! ...es that your sales team offers as reasons why they aren't selling. They feel defeated and lost which means your team is on a one-way track to failure. For you to achieve the corporate revenue goal, your team needs a burst of rejuvenation and focus to get back to the task at hand generating new business. Bill Guertin, international sales expert and author of 'Reality Sells,' helps sales people  more...

Get Your Sales Team Selling with Confidence! ...nd their customers. Melody provides the tools to overcome selling objections along with a new, fresh perspective of selling. Sales people will be re-energized and rejuvenated taking their sales career to the next level. In this webinar, you ll learn: Strategies to shift your selling perspective from interfering and imposing to positive and motivating Techniques to turn prospects into  more...

Lead Generation Techniques in a Slow Economy ...nternational sales consultant and author of 'Split Second Selling,' will teach you how to lead prospects to buy from you instead of your competitor. He ll provide you with powerful sales and marketing tactics that expand your reach without expanding your wallet. Webinar Takeaways: New activities that create new revenue streams Strategies of self mastery that lead you to sales  more...

Get Off the Plateau: Building a Sales Development Plan ...rocess of building a sales development plan to jump start selling efforts and help overcome discomfort over selling. We ll focus on identifying key contacts, who you should meet and what role 'mass marketing' should play in your business. As a participant you ll discover: How to identify your 'ideal clients' so you aren t chasing unprofitable business How to segment your market by  more...

Master LinkedIn to Increase Sales Secrets that drive prospects to you LinkedIn to generate sales? Absolutely! Yet, few know how to leverage the advanced functionality in LinkedIn to find prospects and better yet, have them find you. In the competitive sales arena, everyone is looking for the edge when it comes to reaching prospects, but few can leverage the power that lies within LinkedIn. Tim Hagen, LinkedIn expert and  more...

Fearless Cold Calling ...d Calling to Drive Sales Many sales professionals thrive selling face-to-face, but freeze at the thought of cold calling. There are many reasons why they avoid cold calling, but the number one reason is fear of rejection and failure. This fear causes an epidemic of sales paralysis that results in lost sales opportunities, missed quotas, and lower income. Leslie Buterin, author of 'Secrets to  more...

Become An Effective Solution Sales Person ...an Goerger, international sales expert and author of 'The Selling Gap,' works with sales organizations to help them become effective solution sales people. He teaches the key techniques to become a problem-solver, not a product-pusher. Harlan helps you become the sales person from which prospects love to buy. You will leave this session being able to Differentiate yourself from your  more...

Never Have Another Cold Call! ...er found what you needed. Sam Richter, author of the best-selling and award-winning Sales Intelligence book 'Take the Cold Out of Cold Calling' helps sales professionals leverage the power of Internet research. He teaches you the secret techniques that allow you to zero-in on the exact information you need and how to use that information to develop the right sales strategy to win the business.  more...

How To Build A Million-Dollar Business ...s. Dr. Drew is the author of the best seller Split Second Selling and Ultimate Business Bible that have helped thousands of frustrated sales managers, selling professionals and entrepreneurs improve their skills and gain dramatic results. Experienced with helping entrepreneurs and mid sized business, Dr. Drew works with organizations that desire to dramatically accelerate business growth!  more...

Business Development Secrets for Consultants ...s. Dr. Drew is the author of the best seller Split Second Selling and Ultimate Business Bible that have helped thousands of frustrated sales managers, selling professionals and entrepreneurs improve their skills and gain dramatic results. Experienced with helping entrepreneurs and mid sized business, Dr. Drew works with organizations that desire to dramatically accelerate business growth!  more...

Powerful Secrets to Keep Your Sale Moving ...sales and presentations pro and author of 'Metaphorically Selling' and '365 Sales Tips for Winning Business' will share specific language and strategies for thirteen of these critical turning points. Her unique self-assessment rating system for each of these moments will also enable you to discover exactly what you need to work on to keep your business moving on track more quickly. You'll learn  more...

Leverage Buyer Styles to Win More Sales ...d the 4-buyer styles four-buyer styles you encounter when selling within seconds of meeting them. Andy works with sales professionals to master this all too often missing ingredient from their sales arsenal to close more...faster. In this webinar, you will discover: Techniques to make a powerful first impression Insight into the four-buyer styles and how to identify them in 30 seconds flat  more...

Five Magic Questions From the days of Socrates the ability to 'Lead others through the power of questions' has set those with the skill apart from the rest. Yes we all ask questions, the real question is how effective are these questions! You will gain the following insight into this powerful, yet rarely used skill set. Understanding why questioning is so powerful a communication tool. Understanding the Five Levels  more...

The Secret to Closing More Sales ...trations Five closes that WORK A 22-year student of selling and sales management, sales performance expert Alan Rigg is the author of "How to Beat the 80/20 Rule in Sales Team Performance" and "How to Beat the 80/20 Rule in Selling." During the past seven years he has helped business owners, executives and managers at hundreds of companies learn how to recruit and manage top-performing  more...

How to Develop an Effective Sales Compensation Plan ...n effective sales compensation plan A 22-year student of selling and sales management, sales performance expert Alan Rigg is the author of "How to Beat the 80/20 Rule in Sales Team Performance" and "How to Beat the 80/20 Rule in Selling." During the past seven years he has helped business owners, executives and managers at hundreds of companies learn how to recruit and manage top-performing  more...

Get the Trash Out Of Your Funnel ...e Them.' Joanne Black is a leading authority on referral selling. She is the author of NO MORE COLD CALLING TM: The Breakthrough System That Will Leave Your Competition in the Dust (2006 Warner Business). Joanne s proven No More Cold Calling system works: Referral selling generates revenue faster than any other business development method while decreasing costs, aceing out the competition,  more...

Create Value in the Selling Process Drive Sales by Becoming Your Clients' Trusted Advisor When you meet with a prospect, what value do they get from the meeting? In the past, it was acceptable for a salesperson to be less than fully informed about the prospect s company, their industry and their challenges. All of that has changed! Business executives expect to get value when they meet with you. Sales people who cannot create  more...

Empower Others to Promote Your Business ...ating and deploying an army of referral-givers who do the selling for you freeing up the time you need to grow your business. In this webinar you ll learn how to: Employ the ACT (Acquire, Cultivate, Teach) principle to build your Ambassador sales force Convince referral-givers that your gain is their gain Create your Ambassador Toolkit to make it easy for others to promote you  more...

Migrating from a Product Sales Person to a Solution Sales Person What is the determining factor in who wins a sale? Is it price? No! Is it the product knowledge of the sales person? No! Prospects can learn product information easily enough on the web. They don't need a sales person for that. Buyers expect sales people to formulate solutions to their problems, not push their wares. Yet, many sales people say they are solution sales people, but can only say the  more...

Leveraging LinkedIn to Grow Your Business This webinar will answer the question, Can I really use LinkedIn to grow my business? We look at the growth of social networks and the power of 'We'. We will talk about how to give your LinkedIn Profile a makeover. We talk about the settings that will allow you to make specific choices about how your profile is viewed and what kind of foot print you leave behind when you view other profiles, if  more...

How to Sell Consulting Services to the Federal Government ... As an added bonus, you'll receive David's white paper on selling consulting services to the Federal Government to reinforce the teachings from this webinar. Dave Alexander, the founder of Lincoln Strategies, LLC, helps firms enter and thrive in federal, state, and local government markets. He helps professional services firms and manufacturers develop government business strategies, write  more...

How Marketing Can Help Sales Sell More ...ds that salespeople only spend 23% of their time actually selling. Salespeople spend too much time in early-stage lead generation instead of late-stage selling. They clamor for more qualified leads, but only follow up with about 30% of the leads marketing provides. With budgets tightening and sales cycles lengthening, companies can t afford to waste dollars marketing spends on lead generation  more...

Powerful Follow-up Techniques That Drive Prospects to Buy Sales Tactics to Unclog Your Sales Funnel Low closing ratios on outstanding proposals is one of the biggest issues plaguing sales organizations large and small. Most salespeople simply don't know how often to contact prospects, or what to do or say when they do contact them. They end up doing the same things their competitors do, with increased pressure to reduce price to close sales. David  more...

How to Handle Customers Who File for Bankruptcy ...you It's all too tempting, but there are legal risks when selling a note to a claims trader. Before you sign the contract and incur even more headaches, you need to know the ramifications of your decision. Philip P. Philbin, Certified Credit Executive (CCE) with the National Association of Credit Management (NACM) and 35-year expert, helps business executives navigate through the murky waters  more...

Find Buyers Who Are Ready to Buy Now! ...the right prospects. He helps sales people maximize their selling time by pursuing the most 'buying ready' prospects. With his teachings, you will learn the secrets to identifying the motivating events that lead your prospects to buy today. In this webinar, you will learn how to: Use trigger events to select the right prospects to pursue Identify prospect needs before you ever  more...

A Seat at the Table ...as the traditional seller will fail here. Executive-level selling requires a completely unique skill set, not only to get in the door, but to get the deal done. Marc Miller, author of 'A Seat at the Table: How Top Salespeople Connect and Drive Decisions at the Executive Level,' helps sales professionals master selling at the executive-level. Using his specialized approach, Marc teaches you what  more...

Are You Missing the Mark In These Magic Moments In Sales? ... sales and presentations pro and author of Metaphorically Selling and 365 Sales Tips for Winning Business will share specific language and strategies for thirteen of these critical turning points. Her unique self-assessment rating system for each of these moments will also enable you to discover exactly what you need to work on to keep your business moving on track more quickly. Learn to  more...

Time Management for Sales People ...nd More Time to Sell Without Working More Hours How many selling hours did you have last week? It's a frighteningly low number, isn't it? High-performing sales people spend 28% of their time selling actively, face to face sales under-performers spend just 14%. If only a small fraction of your time is spent on high-value selling activities, what chance do you have of hitting your revenue and  more...

Master the Proposal Phase of the Sales Process ...cannot identify the right time to propose, waste valuable selling time and burn corporate resources chasing mirages. Shannon Kavanaugh, President and founder of Go-To-Market Strategies, specializes in helping sales people master the proposal phase of the sales process. Knowing how to qualify prospects and when to propose are just a few of the secrets that Shannon teaches in this webinar. Want  more...

Secrets to Doubling Your Revenue in a Down Economy ...ue, proven methodology. He teaches you how to invest your selling time to maximize your results. You ll learn how to focus your resources on your ideal client and double your revenue in a down economy and avoid the trap of chasing a bunch of little guys stuck in your pipeline. In this webinar, you ll learn: Elements to define your ideal client Methodology to pursue those who meet  more...