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Webinars
Identify High-Potential Enterprise Accounts
Recorded: October 2024
What you'll learn
⚡Identify high-potential enterprise accounts
Define the characteristics, triggers and compelling events that make up your target enterprise accounts.
⚡Research and Analysis:
Implement techniques for gathering sales IQ on potential accounts through use of AI, annual reports and more.
⚡Evaluating Fit and Potential:
Prioritise accounts based on your ICP and the client's opportunity profile.
⚡Stakeholder Mapping:
Identify key decision-makers and influencers within enterprise organisations.
⚡Why this topic matters
Identifying high-potential enterprise accounts is crucial for sales efficiency and revenue growth. Focusing on high-potential target accounts allows sales teams to concentrate efforts where success is most likely, increasing conversion rates and shortening sales cycles. Participants will have actionable insights and practical tools to boost their confidence in identifying high-potential accounts.
What you'll learn
⚡Identify high-potential enterprise accounts
Define the characteristics, triggers and compelling events that make up your target enterprise accounts.
⚡Research and Analysis:
Implement techniques for gathering sales IQ on potential accounts through use of AI, annual reports and more.
⚡Evaluating Fit and Potential:
Prioritise accounts based on your ICP and the client's opportunity profile.
⚡Stakeholder Mapping:
Identify key decision-makers and influencers within enterprise organisations.
⚡Why this topic matters
Identifying high-potential enterprise accounts is crucial for sales efficiency and revenue growth. Focusing on high-potential target accounts allows sales teams to concentrate efforts where success is most likely, increasing conversion rates and shortening sales cycles. Participants will have actionable insights and practical tools to boost their confidence in identifying high-potential accounts.
How to Win High Value Deals
For B2B salespeople, one of the most critical skills is asking thought-provoking questions, managing the sales process and enabling clients to make decisions.
The ability to navigate complex deals & progress with prospective clients is a make or break.
0:00 Welcome
03:40 B2B Sales Models
09:30 How to become Trusted Adviser
16:29 3 Elements in qualifying High-Value Deals
18:00 5 Steps on how to Qualify Opportunities
30:27 3 Part Investment Framework
37:19 3 Key Skills in navigating the decision process
37:48 5 Question Decision Process Framework
At the end of this 30-minute webinar, you will learn:
The 4 sales frameworks that will save you dozens of painful hours wasting time on the wrong opportunity and enabling your clients to make the rig
🟢3 Elements In Qualifying High-Value Complex Deals
🟢5-Steps Qualification Framework to help your client discover evidence of the problem and its impact on their business
🟢3 Part Investment Framework to identify the client's resources
🟢5 Questions Decision Process Framework to get a clear picture of the opportunity and determine if you can enable your client to make decisions
The ability to navigate complex deals & progress with prospective clients is a make or break.
0:00 Welcome
03:40 B2B Sales Models
09:30 How to become Trusted Adviser
16:29 3 Elements in qualifying High-Value Deals
18:00 5 Steps on how to Qualify Opportunities
30:27 3 Part Investment Framework
37:19 3 Key Skills in navigating the decision process
37:48 5 Question Decision Process Framework
At the end of this 30-minute webinar, you will learn:
The 4 sales frameworks that will save you dozens of painful hours wasting time on the wrong opportunity and enabling your clients to make the rig
🟢3 Elements In Qualifying High-Value Complex Deals
🟢5-Steps Qualification Framework to help your client discover evidence of the problem and its impact on their business
🟢3 Part Investment Framework to identify the client's resources
🟢5 Questions Decision Process Framework to get a clear picture of the opportunity and determine if you can enable your client to make decisions
Break into Sales Leadership with Bart Giordano
Recorded: October 2024
What you'll learn
⚡Top 3 skills of Elite Sales Leaders
The top 3 skills that create the most impact as a sales leader, and how to achieve these skills.
⚡Leading with Empathy under Pressure
How to lead large teams with empathy during high-pressure, difficult times.
⚡Leading Sales Teams to Victory in Tough Times
How to identify growth opportunities in challenging periods and lead sales teams to success.
⚡Why this topic matters
Learn what it takes to break into Sales Leadership. Join this actionable LIVE lesson with Bart Giordano, President of Ruckus Wireless to learn how to "Break into Sales Leadership". This high-voltage, tactical breakdown of the key drivers of operational success in a sales leadership role is packed with real-world examples that you can apply immediately.
What you'll learn
⚡Top 3 skills of Elite Sales Leaders
The top 3 skills that create the most impact as a sales leader, and how to achieve these skills.
⚡Leading with Empathy under Pressure
How to lead large teams with empathy during high-pressure, difficult times.
⚡Leading Sales Teams to Victory in Tough Times
How to identify growth opportunities in challenging periods and lead sales teams to success.
⚡Why this topic matters
Learn what it takes to break into Sales Leadership. Join this actionable LIVE lesson with Bart Giordano, President of Ruckus Wireless to learn how to "Break into Sales Leadership". This high-voltage, tactical breakdown of the key drivers of operational success in a sales leadership role is packed with real-world examples that you can apply immediately.
Value Proposition that Win Deals
Recorded: June 2024
WHAT YOU'LL LEARN
⚡Understand components of a strong value proposition
Discuss the components of a strong value proposition and information needed to create value proposition that win deals.
⚡How to create value propositions that win
We will work on a step-by-step process on how to create value propositions and integrate into your sales process.
⚡Practical applications of value propositions
Apply value propositions in other business scenarios, position ideas strategically, secure executive buy-in, and more.
⚡WHY THIS TOPIC MATTERS
Executives and decision-makers don't read long proposals. You need a clear, concise message that differentiates you and resonates with every stakeholder, from decision-makers to end-users. A powerful UVP is the foundation of winning sales conversations, proposals, and ultimately, bigger deals and faster closes.
WHAT YOU'LL LEARN
⚡Understand components of a strong value proposition
Discuss the components of a strong value proposition and information needed to create value proposition that win deals.
⚡How to create value propositions that win
We will work on a step-by-step process on how to create value propositions and integrate into your sales process.
⚡Practical applications of value propositions
Apply value propositions in other business scenarios, position ideas strategically, secure executive buy-in, and more.
⚡WHY THIS TOPIC MATTERS
Executives and decision-makers don't read long proposals. You need a clear, concise message that differentiates you and resonates with every stakeholder, from decision-makers to end-users. A powerful UVP is the foundation of winning sales conversations, proposals, and ultimately, bigger deals and faster closes.
Sales Solutions Community: Feb 2024 Member Roundtable
Sales Solutions Community: Feb 2024 Member Roundtable
Get your Personalised B2B Sales Maturity Assessment
The B2B Sales Maturity Assessment is an effective tool that provides a personalised report and a “snapshot” of your and your organisations current level in 15 important components across strategy, process, and behaviours. This report offers specific and actionable information to help you create a roadmap for your sales success.
B2B Sales Maturity Framework and how to use it as a mental model to consistently win sales.
🚀 B2B Sales Maturity Framework and how to use it as an effective mental model to consistently win sales.
How to Navigate and Win Complex Deals
For B2B salespeople, the most important skill is asking thought-provoking questions and helping our clients make the right decisions. Your ability to navigate complex deals & progress with your clients is the make or break of your results.
Build the skills you and your team need to succeed
Access exclusive webinars designed to help you close more deals, build stronger connections, and achieve lasting success. Whether you're an experienced salesperson or just starting out, these webinars are your fast-track to mastering modern sales strategies.
Stay ahead of the curve by joining our live webinars, where you can engage in real-time discussions and gain valuable insights.
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