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Monthly Sales Web Classes
One commitment that I've seen again and again with my clients who are truly top sales performers is the commitment to making time to refresh and improve their skills. I know how busy we all get but without making time for self-improvement, we continue to do the same thing again and again while expecting a different result (the definition of insanity).
Each month, my sales webinars provide an opportunity for you to explore a specific sales topic. We review key concepts and review real-life examples of how top performing sales professionals apply them. You also get the opportunity to directly ask me your questions to ensure you can apply the concepts to your own situation.
These
web classes cover the spectrum of sales topics including prospecting, cold-calling, exception
handling, on-going account management, time management, etc... Each month's webinar comes
packed with real-life examples based on my own research of top sales performers.
And you'll get on-going access to the web class archives to allow you to review the important concepts we cover in these sessions.
Remember that these web classes are an exclusive benefit for Lead-Up! Members.
Click on the webinar title below for a description of upcoming web classes:
Leveraging the New Buying Cycle
Date: May 14th, 2012
Time: 1:00pm - 2:00 pm Eastern
Buyers don’t go through a straight-line process of getting information, weighing one solution against another and finally making a decision. Instead, a typical buying process comprises a series of smaller decisions involving a variety of audiences that move into and out of the buying process. An understanding of all participants and stages is a tremendous advantage to your sales and marketing teams; not only will they know whom to target (and who to ignore) and what channels (social or otherwise) to use, but what sales strategies and tactics can be developed and delivered at the right time. You also will avoid common mistakes such as targeting the executives with the wrong messages and lead generation efforts when many of these executives do NOT play any role at the beginning of the buying process.
Don’t Count Time, Make Time Count
Date: June 18th, 2012
Time: 1:00pm - 2:00 pm Eastern
You will learn how to use time profitably from a sales pro who runs her own international ventures successfully. Colleen’s staff and clients dub her "freakishly productive" because she routinely gets one month worth of work completed in a week. Be warned, Colleen does NOT deal in clichéd glib, pabulum solutions for time management or eye rolling techniques that you may have heard in the past. Colleen will take on cell phones, PDA’s, faxes, emails, phone calls, meetings, and every form of communication device that pervade our business. You will learn when to embrace these tools, and when (and how) to give them the boot. With a fresh take on "time is money" Colleen will show you how to maximize your days by using a disciplined productivity strategy that will allow you to spend more time with clients, and prospective clients, bringing in more business.
Cross Selling and Upselling
Date: July 16th, 2012
Time: 1:00pm - 2:00 pm Eastern
It’s always easier to sell more to existing customers. In fact, surveys show that most clients want to be told about additional products or services that might suit their needs or about new items that were not offered in the past. It’s a way of demonstrating that you are aware of their needs and care about their satisfaction. When you cross-sell, you offer the customer a product or service related to whatever they are already buying. It can be as simple as the waiter asking if you want a salad to go with your main course. Up-selling positions higher priced products in a good/better/best progression. Both methods of encouraging clients to spend a little more can dramatically boost your sales. We will explore the 9 best ideas for cross selling and up selling your clients, and increasing your profits!
Networking for Profit
Date: October 15th, 2012
Time: 1:00pm - 2:00 pm Eastern
The fact is, if you're in sales, there's no avoiding networking. As salespeople, we've all been taught that networking is an effective way to meet new contacts and develop business. We're told to go to events, attend trade shows, and participate in business conferences and luncheons, all with the intention of meeting new prospects, engaging with existing customers and developing new sources of referrals. It's one thing to show up at an event. It's another thing entirely to emerge from it with a list of names, or the beginning of a series of potentially profitable relationships.
Finding and Selling to the True Economic Buyer
Date: November 19th, 2012
Time: 1:00pm - 2:00 pm Eastern
Many sales people don’t call on economic buyers because they don’t know who they are AND that the Economic Buyer (EB) doesn’t want to be bothered with sales people. WRONG! True, getting through to the EB is the biggest barrier a sales person faces. False, they aren’t interested in your products. The key is knowing how to get through, be welcome, and what to say. Hint, they don't want to hear about your product.
Plan for success. How to double the quota your manager set for you!
Date: December 17th, 2012
Time: 1:00pm - 2:00 pm Eastern
In sales, we all have goals or quotas. Some are set by our companies and some we set ourselves. For many sales reps, it wouldn't be January without either a new sales quota or a new personal objective for the year ahead. If I had to guess, I'd be willing to bet that we all want to achieve more this year, right? But how many of us have actually created a detailed plan that will help us realize our goals?
I assembled this comprehensive set of topics based on input from you! These are the topics that my clients tell me are the most critical for their success and include my latest research. That's why I'm confident they will make a real difference in your sales performance.
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