Value Web-based Seminars - Training Resources

A Better Method for Cross Training Production Personnel You are invited to attend the Manufacturing Executive Institutea ™s August 2009 3rd Thursday - Operations Improvement Series FREE webinar, A Better Method for Cross-Training Production Personnel. Companies that take cross training of production personnel seriously report as much as a 30% fewer direct labor employees than exact peer companies. They also report faster cycle times, higher  more...

Three New Segmented P and Ls That Will Shake Your Understanding of Product Cost This 1-hour FREE webinar presents three new profit and loss statements that are the direct result of rethinking manufacturing cost accounting. These new formats are sure to forever change your thinking about how value is created... and destroyed... in a manufacturing enterprise.  more...

Business Strategy Foundation How strongly placed are you in formulating, understanding and executing your company business strategy. Get the foundation to successfully lead & grow the business. The a Business Strategy Foundationa program is designed to help entrepreneurs or future business leaders get a perspective of how business strategy can be formulated and executed. It is delivered in a pragmatic, interactive  more...

Building Product Strategy A one-day hands-on workshop that helps to drill through the market delivery chain and find where you could add customer value. The outcome would be a draft plan of understanding customer need, market segmentation, value proposition being offered and the overall product strategy. Suitable for both existing and new product offerings. Especially helpful for teams working on new ideas or  more...

Executing Product Strategy How strongly placed are your products to attain market success. Fine-Tune the Business Plan for your Product. Get successful by making informed choices. It is especially helpful for entrepreneurs to formulate their thoughts in a structured manner so as to avoid basic pitfalls and conserve precious resources. The program helps the participant to think through how he is going to execute the  more...

Project Management using Microsoft Project Training Course Online Classroom ...Budget, Resource Forecast, Summary, Customization, Earned Value Management, Calendars, Templates, Enterprise Project Server, Publish Project Plan, Publish Assignments, Link Projects, Manage Programs, Step-by-Step Microsoft Project Scheduling, Learn How-to run & manage PRINCE2 projects using Microsoft Project, Understand how to manage IT and Software Projects using Microsoft Projects, Manage  more...

Use Customer Service to Win Loyal Clients ... the way you want Hire employees that share your service values Solicit input from your clients on your service performance so you can deliver the experience they expect Establish service performance measurements that matter and use them to make changes the will boost revenue and profits As an added bonus, the first 20 registrants will receive an autographed copy of Susan's widely acclaimed  more...

Advanced Customer Service Planning for Services Firms Align Your Firm s Service Delivery With The Desires of Your Clients According to the American Society of Quality, 68% of clients leave because of an attitude of indifference from a company employee. Excellent customer service doesn't happen by accident. It is designed, planned, and scripted to account for every aspect of the customer service experience. Most services firms cross their fingers  more...

Customer Service for a Social Media World Techniques Designed To Delight Your Clients For Retention and Growth Customers are more demanding than ever and with social media; it's never been easier to share their customer service experience with the world. The question is whether that message is positive or negative. And customer satisfaction isn't just about keeping clients. Satisfied clients buy more services, provide references, and  more...

Time Management for Sales People ...%. 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 income goals? None! From time wasters to administrivia, your day is full of work, but not necessarily the most productive work. Your company is counting on you to manage your business so you have the maximum selling time and will pay you for the results. Patty  more...

Sharpen Your Communication Skills to Drive Revenue ...Value in Your Offering 'Our product is the best but no one is buying 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  more...

Put the Relate Back Into Relationship ...tually win business only based on your low price. Provide value beyond what your clients expect, and you become a true business partner, one where clients are willing to pay you a premium. To provide value you must understand what s going on in your client s world, and then provide information and knowledge on how you to solve critical business issues. To get inside your client s world, you  more...

Turn Tradeshow Leads Into Sales Over 43% of trade show leads fail because sales follow-up is too late! Companies invest an exorbitant amount of money, time, and resources in trade shows. Business leaders hold sales and marketing departments accountable and responsible for generating a return on the investment made in trade shows. With marketing dollars being finite and marketing investment being heavily scrutinized, it is more  more...

The Sales Compensation Conundrum ...ss to Alan s 80/20 Sales Leader membership website (a $47 value). Enjoy a rich selection of online sales and sales management training resources, plus the opportunity to speak directly with 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  more...

A Seat at the Table ...ally - from the very first point of contact to prove your value Transform your sales game to become a business person who creates solutions Use a simple, analytical matrix for developing customer strategies Develop a first-call approach to help you build stronger connections with prospects particularly at the senior executive level Handle prospect discovery conversations using the FOCAS  more...

Performance-Based Sales Recruiting ...ccess to his 80/20 Sales Leader membership website (a $47 value). Enjoy a rich selection of online sales and sales management training resources, plus the opportunity to speak directly with 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  more...

How To Be An Online Spy ...hey spend their free time, even their golf scores and the value of their homes. How to use what you find. There are tactful ways to use information when meeting with clients and prospects, and ways that will get you thrown out of an office. Learn the difference. This Webinar is fun, eye-opening, and sometimes a bit scary. You ll receive access to free resources you can use to make  more...

Forecasting & Pipeline Management ...ccess to his 80/20 Sales Leader membership website (a $47 value). Enjoy a rich selection of online sales and sales management training resources, plus the opportunity to speak directly with 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  more...

Use Customer Service to Win Loyal Clients ...the way you want Hire employees that share your service values Solicit input from your clients on your service performance so you can deliver the experience they expect Establish service performance measurements that matter and use them to make changes the will boost revenue and profits As an added bonus, the first 20 registrants will receive an autographed copy of Susan's widely  more...

Managing Employee Stress To Improve Morale and Drive Productivity 'My workload is overwhelming I m stressed to the max!' Fear, uncertainty, and doubt create unmanageable stress levels preventing employees from performing at optimal levels and reduces morale. Stress restricts creativity, damages morale, and reduces productivity...and your company can t afford these ramifications. Dianne Crampton, author of 'Melting Your Stress Within 30 Days,' helps companies  more...

FrameMaker-to-PDF Advanced Techniques (A) Built-in FM-to-PDF features (2 sessions, December 2+3) (B) Enhanced interactivity and automation (2 sessions, December 7+9) (C) Testing PDFs (1 session, December 10) For experienced users of FrameMaker and Acrobat who want to create/ maintain high-quality, interactive Acrobat PDF files. Parts A, B and C can be taken as a complete course or separately. Price: (A) = US$300;  more...

Send Me Something in Writing! Dead-End or Opportunity? You made it to the gatekeeper talked to the executive and now they asked for 'something in writing.' It sounds like the classic brush off so you stuff the company brochure in the mail. It won t go anywhere or will it? Leslie Buterin, author of 'Secrets to Scheduling the Executive Level Sales Call,' and founder of 'Reach the Top Dog' methodology, revolutionized the  more...

Become An Effective Solution Sales Person ...mpetition using reverse engineering strategies Create value with prospects so they only want to buy from you Build relationship based on trust, not price Compose questions for a powerful needs analysis discussion with your prospects All registrants receive Harlan's e-book 'Account Development and Penetration' Sales Expert and Trainer Harlan Goerger (Gr-Gr) brings almost three  more...

Never Have Another Cold Call! Know More Than You Ever Thought You Could About Your Prospects, Clients, and Competitors You've heard it before Knowledge is power and, as a sales professional, you need that power to sell. A tremendous amount of information is available at your fingertips to prepare for a sales call or research competitors, but few know how to find it online. Deals are lost every day because the wrong sales  more...

Give Your Elevator Speech A Lift ...he ones that can quickly and powerfully communicate their value. Your 30-second commercial had better hit the mark -- or you re going to lose sales and referral opportunities. Lorraine Howell, author of 'Give Your Elevator Speech A Lift,' has coached thousands of business professionals on how to craft an effective, compelling elevator speech. She ll help you create a clear, concise, memorable  more...

Five Magic Questions ...ol. Understanding the Five Levels of Questioning and the value of each. Learn how to create power yet simple questions you can use in any persuasion. Understand 'reframing' and its power. Discover how you can sell with only 5 questions! We find even the most seasoned sales person or executive is challenged by this material. Everyone we have worked with leaves with a greater respect for the  more...

Use Customer Service to Win Loyal Clients ...the way you want Hire employees that share your service values Solicit input from your clients on your service performance so you can deliver the experience they expect Establish service performance measurements that matter and use them to make changes the will boost revenue and profits As an added bonus, the first 20 registrants will receive an autographed copy of Susan's widely  more...

Create Value in the Selling Process ...nts' 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 value in these interactions will be  more...

Measuring the Value of Your Trade Show Program Over 73% of CFOs cite ROI as a critical factor in their evaluation of trade shows Yet, only a small handful of them have the metrics to justify their investment. Marketing programs that don't demonstrate a financial return for the investment are in danger of being cut from the budget. Who is accountable in your company for demonstrating the return on investment (ROI) from your trade show  more...

Migrating from a Product Sales Person to a Solution Sales Person ...mpetition using reverse engineering strategies Create value with prospects so they only want to buy from you Build relationship based on trust, not price Compose questions for a powerful needs analysis discussion with your prospects All registrants receive Harlan's e-book 'Account Development and Penetration' Sales Expert and Trainer Harlan Goerger (Gr-Gr) brings almost three  more...

Leveraging LinkedIn to Grow Your Business ...o limit who can invite you to connect and understand what value there might be in a carefully expanded network. We discuss the use of Answers as a business building tools and share some examples or collaboration using LinkedIn. In this session you will: Create Lead Generation Strategies that work Accelerate your Sales opportunities by leveraging LinkedIn. Understand how to take  more...

Increase Lead Generation with Social Media ... long been touted that content is King, the perception of value lies squarely with your leads. Without segmentation, ensuring relevance is unlikely making the achievement of those imperatives tougher than it needs to be. Ardath Albee, author of the upcoming book, E-Marketing Strategies for The Complex Sale and founder of Marketing Interactions, Inc., helps companies attract specific audiences  more...

Create a Sticky Lead Nurturing Process ...at all stages of their buying process. By delivering high-value information at the right time, her clients dramatically increase the production of qualified, sales-ready leads up to 375% during a recent project. 'Sticky' nurturing programs stimulate a dialogue that elevates your company s credibility as a trusted, strategic partner with every interaction, escalating the odds of being chosen  more...

How to Create Profitable Customer Relationships Leveraging Your Marketing ROI Into Client Retention Has your business lost customers in the last 5 years? Can your business afford to spend dollars recruiting new customers only to lose those customers to your competition? Technology and globalization have created a very competitive business climate making it more difficult and more expensive to attract and retain customers. Your company s  more...

Predictive Analytics for Business Leaders ... webinar, you ll discover: Which metrics drive the value of your business What metrics are most trusted by investment bankers Which key performance indicators are the most important Why non-financial metrics can make the difference in your business deals You ll receive Jack s whitepaper, 'EBITDA Virus or Vaccine,' which discusses the key points and resources  more...

Customer Service for a Social Media World Techniques Designed To Delight Your Clients For Retention and Growth Customers are more demanding than ever and with social media; it's never been easier to share their customer service experience with the world. The question is whether that message is positive or negative. And customer satisfaction isn't just about keeping clients. Satisfied clients buy more services, provide references, and  more...

The 2-Step Life Transformation Process ...hard but wonder whether the work you re doing really have value? Are you getting out of bed for yet another day of unfulfilling work? Do you have a desire for a greater joy, meaning, and fulfillment? You re not alone. Many seek, but few know how to realize these elusive aspirations. Now, you can do what you love and love what you do. You can wake up every morning full of energy and  more...

Find Buyers Who Are Ready to Buy Now! Learn to Identify the Trigger Events That Motivate Prospects to Buy 'I have lot of business in my pipeline, but very few deals are closing.' Adding prospects to a sales pipeline is easy but if they aren t ready to buy, you ll waste precious time that could be better spent pursuing accounts that are ready to sign. Although the economy is in strife, people are still buying. The key is to identify  more...

Conduct a Brand Audit Does Yours Pass the Test? ... brand allows you to charge premium prices, build company value, and build customer loyalty resulting in decreased cost of sales and increased profitability. How do you know if your brand is aligned so that your marketing dollars are invested correctly and is generating the expected results? Shannon Kavanaugh, president and founder of Go-To-Market Strategies, has helped hundreds of companies  more...

A Seat at the Table ...ally - from the very first point of contact to prove your value Transform your sales game to become a business person who creates solutions Use a simple, analytical matrix for developing customer strategies Develop a first-call approach to help you build stronger connections with prospects particularly at the senior executive level Handle prospect discovery conversations using the FOCAS  more...

Time Management for Sales People ...%. 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 income goals? None! From time wasters to administrivia, your day is full of work, but not necessarily the most productive work. Your company is counting on you to manage your business so you have the maximum selling time and will pay you for the results. Patty  more...

Secrets to Doubling Your Revenue in a Down Economy In a desperate attempt to hit quota in a down economy, sales reps are filling their pipeline with every lead imaginable and spending equal time with every Tom, Dick and Harry. You re investing long hours, spinning your wheels, and most importantly, not landing the high pay off clients. Andy Miller, an internationally renowned sales training guru, works with sales professionals that are breaking  more...