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Sales Leader Program
Monthly Webinar Calendar
 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 members of our Sales Leader Training Program.
Click on the webinar title below for a description of upcoming web classes:
June 2013 - A Roadmap for Account Dominance: Opportunity planning for your best prospects A Roadmap for Account Dominance: Opportunity planning for your best prospectsDate: June 17th, 2013
Time: 1:00pm - 2:00 pm EasternWhen you become your customer's trusted advisor who they look to without concern to competition or price, you have achieved sales nirvana. That is, you have gained Account Dominance. But getting there isn't easy: you have to have a well thought out plan to systematically work through the decision makers and influencers to gain this coveted position with your client. Where to start? Creating an effective opportunity plan for your best accounts. And this month we'll review a simple approach to creating an Account Plan that lays out a roadmap for results and, ultimately, dominance! July 2013 - The Need for Speed: The power of the post-sale sale The Need for Speed: The power of the post-sale saleDate: July 15th, 2013
Time: 1:00pm - 2:00 pm EasternAs selling organizations, we often spend too much time on sales and not enough on sales productivity. That is, the effort and time required to land each dollar of sales. Often, we go elephant hunting with new prospects where a much easier route to the same results exists right under our nose. Rather than chasing the new opportunities exclusively and forgetting about customers you've already landed, the fastest time-to-money is often with your current client base. But you can't capitalize on this without ensuring you pay attention to onboarding to ensure they continue to be your advocates. Join us to explore this critical correlation between use, value and loyalty – and how to profit from it! August 2013 - Customer-to-Customer Selling: The social network that sells for you Customer-to-Customer Selling: The social network that sells for youDate: August 19th, 2013
Time: 1:00pm - 2:00 pm EasternWhy only have your sales team selling for you when you can leverage your customers to do the work on your behalf? Sound too good to be true? It doesn't have to be. This month, we'll look at some specific strategies to bring your customers together so they become your best sales people. After all, the deliver credibility that is virtually impossible for a sales team to achieve. If you take the steps we'll discuss, you'll foster environment where customers talk to each about you in a productive, positive and profitable way! September 2013 - Picking Favourites: Creating more value for your best customers Picking Favourites: Creating more value for your best customersDate: September 16th, 2013
Time: 1:00pm - 2:00 pm EasternThe old adage is that the customer is always right. Whether you believe that or not, one absolute truth is that not all customers are created equal! Some align well with your value, will buy from you time and time again, and will serve as advocates for future prospects. And some will not. But who are those customers that you need to pay the most attention to? We'll walk through criteria to use when assessing your base. And perhaps even more importantly, how you can use these customers to drive how you create value in the future to grow both profits and revenue. October 2013 - The Magic Blend: The perfect balance between prospects and customers The Magic Blend: The perfect balance between prospects and customersDate: October 28th, 2013
Time: 1:00pm - 2:00 pm EasternI've said that there isn't a sales problem that can't be solved by better prospecting. And I've said that leveraging your customer base is the single best way to increase sales. So… which is it? In fact, it's both. The challenge is to find the balance between the two: prospecting for new customers and managing the ones you already have. This month, we'll review the right blend and what realistically a sales rep can handle. We'll look at specific scenarios and determine how you can use this balance to de-risk your revenue targets and current pipeline. November 2013 - A Tangled Web: Understanding today's buying process A Tangled Web: Understanding today's buying processDate: November 25th, 2013
Time: 1:00pm - 2:00 pm EasternOne of the fundamental problems in today's sales organizations is trying to fit the prospects into the selling process. The reality is that today's prospects have complex and varied decision making processes with potentially multiple stake holders, influencers and even decision makers. And if care isn't taken to understand the buying process, deals can languish and results suffer. The old adage measure twice, cut once is particular relevant here. If you don't know the key players and the process to make a buying decision, you inadvertently delay deals and open the door to competition. This month, we'll walk through key strategies to help you discover and then leverage the prospect's buying process to your advantage.
December 2013 - Intimate Customer Communities: Creating conditions for your own success Intimate Customer Communities: Creating conditions for your own successDate: December 16th, 2013
Time: 1:00pm - 2:00 pm EasternYou know that your current customers are one of your most critical assets: they provide referrals, their follow-on purchases are bigger and faster, and they are your most effective evangelists. But how do we harness these benefits and even accelerate them? The answer: creating community. Without forums to espouse your value, to learn about new offerings and to continue to position yourself as an expert, you risk squandering the opportunity your base represents. But it doesn't have to be an onerous amount of work! We'll review simple steps you can take to create community and set your customers to work, improving your results.
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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