Practical Strategies to Help New Sales Leaders Effectively Succeed

Last updated: 02-20-2020

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Practical Strategies to Help New Sales Leaders Effectively Succeed

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Practical Strategies to Help New Sales Leaders Effectively Succeed
Many new sales leaders struggle needlessly for the first 100 days or longer because they have no experience leading a team, no resources to support them, and nobody in their organization to talk to.
Have you been promoted from the ranks and now you’re leading a sales team without any training or backup? Struggling to know if what you’re doing is working, or if you’re just doing busy work for the sake of doing it? Curious of the things that can get you leading your team as quickly - and efficiently - as possible?
Join Inside Sales Expert Phil Gerbyshak and Management and Leadership Expert Naphtali Hoff for 45 minutes of insights from two who’ve been there, done that and have the scars to prove it.
You will learn:
1. Leadership: From ‘me’ to ‘we’ - mindset and practical
2. How to get your team to sell more - Motivation and tactical
3. Building (or reimagining) relationships with team members
4. Daily activities for new leaders
5. Setting effective goals for yourself - and your team
...more
Live online Mar 3 4:00 pm UTC
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Phil Gerbyshak, The Inside Sales Expert
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Tips from the TOP Sales Leader Playbook with Lisa Magnuson Feb 11 2020 4:00 pm UTC 33 mins
Barbara Weaver Smith, The Large Account Sales Expert
The Large Account Expert Series features video interviews with experts who bring actionable tips, best practices, and new ideas about business development and enterprise sales. Topics are directed at founders/owners/CEOs, sales and marketing executives, and large account salespeople of small and midsize companies that want to excel at complex deals with enterprise accounts.
My guest for this episode is Lisa Magnuson, Founder, and CEO of TOP Line Sales and author of the new book The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly.
You will learn (List 3-5 bullet points that state benefits for viewers). All presentations must be 90% educational/inspirational.
1. The most significant factors between success and failure for sales leaders today.
2. How the best sales leaders are driving big deals within their organizations.
3. One tried and tested strategy for sales leaders who want to scale their sales.
4. One tool for sellers who want to improve their effectiveness with large opportunities.
5. Where sales leaders should start to identify, develop, and close more big accounts.
The Whale Hunters Expert Series: Selling Cybersecurity Products and Services Recorded: Feb 4 2020 35 mins
Barbara Weaver Smith, The Large Account Sales Expert, with guest, Kim Caves
The Whale Hunters Expert Series features video interviews with experts who bring actionable tips, best practices, and new ideas about business development and enterprise sales. Topics are directed at founders/owners/CEOs, sales and marketing executives, and large account salespeople of small and midsize companies that want to excel at doing great, long-term business with very large customers.
This episode has special appeal for technology companies and sales execs, especially in cybersecurity.
My guest for this episode is Kim Caves, Certified Partner and Office Head at the Whale Hunters in Calgary, an experienced large account cyber sales exec.
Sales executives who are selling technology products and services in the cybersecurity market have a multitude of challenges. Whereas 15 years ago there were only a dozen major solution providers in this space, today there are over 1200 vendors and 3600+ products competing to solve cybersecurity problems. Salespeople who want to win large accounts must define and communicate their differentiators.
You will learn
Building Your 2020 Sales Plan for Professional Services Recorded: Jan 20 2020 43 mins
Amy Franko, The Strategic Sales Expert
Spend a day in the life of top sellers or business developers, and you’ll likely find a common theme. They invest their time in the right prospects, clients, and sales activities. Your sales productivity becomes even more important in professional services, where you’re balancing business development with client delivery.
How do you determine which prospects, clients, and sales activities to invest in? What will move your book of business, practice, or sales territory forward most quickly? Having the right sales plan will get you there.
In this session, you’ll learn:
1.The sales plan elements you need to focus on that will grow your book of business, sales territory, or practice.
2.How to successfully choose verticals and become known (Even if you work within a defined territory or practice.)
3.The activities that will keep your sales plan from gathering digital dust.
The Ultimate Sales Experience: The Customer Journey Recorded: Jan 16 2020 45 mins
Melissa Madian, The Sales Experience Expert
The terms Sales Enablement and Customer Experience are super trendy right now... but how do you practically apply them to your business to achieve revenue growth? In this session, Melissa Madian will be joined by the Founder of DesiredPath, Kia Puhm, to provide some real talk on common mistakes made in your customer’s journey, how to combat them, and how to enable your sales functions to create a fabulous customer experience.
You will learn:
Watch Your Sales Language: What To Say & Avoid In Emails & Online Recorded: Jan 16 2020 40 mins
Liz Wendling, The Authentic Selling Expert
Are you frustrated with sending emails that don't get a response? Do you feel like your messages are not hitting the mark or landing with impact?
In this new webinar, Liz Wendling will help you to identify the sales language that generates interest versus creating resistance. You will understand the importance of language and learn why what you say and how you say it matters more today than ever before. You will have what you need to craft messages that get a response.
Takeaways:
The Whale Hunters Expert Series: Your One-Page Strategic Plan Recorded: Jan 14 2020 22 mins
Barbara Weaver Smith, The Large Account Sales Expert
The Whale Hunters Expert Series features video interviews with experts who bring actionable tips, best practices, and new ideas about business development and enterprise sales. Topics are directed at founders/owners/CEOs, sales and marketing executives, and large account salespeople of small and midsize companies that want to excel at doing great, long-term business with very large customers.
This episode features Laura Posey, Chief Instigator of Simple Success Plans. Laura invented the One-Page Strategic Plan, an awesome plan that literally fits on one sheet of paper and covers a whole year. It will change the way you plan, increase your revenue, and make your planning become an active, daily map to guide decision-making in all areas of the business:
You will learn:
1. Why strategic planning is a barrier to so many business owners.
2. The 3 questions that you need to ask to guarantee you hit your goals in 2020?
3. The four things you must do each day to achieve BIG goals.
4. The 5 steps to a perfect one-page plan.
5. How to make your strategic plan useful for every-day sales decisions.
Powerful Strategies to Build Long-Term Executive Relationships Recorded: Jan 14 2020 37 mins
Lisa Magnuson, The Landing 7-Figure Deals Expert
Do you know what executive relationships are needed to land your largest prospect? Have you engaged the full account team to create your strategy for accessing and cultivating your executive sponsor in the most effective way? Is your executive engagement plan working?
You will learn:
Create A Culture of Business Acumen for Large Account Sellers Recorded: Dec 20 2019 38 mins
Barbara Weaver Smith, The Large Account Sales Expert
Part #12 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
The most successful large account sellers have a kind of secret sauce that’s very hard to come by. In fact, it undergirds almost everything I’ve discussed throughout this series. I’m calling it “business acumen” or “business sense.” It’s a general awareness of how companies make money, what’s going on in the commercial world, how their products and services work in many different environments and industries, what’s new and what’s on the horizon in many different fields. This webinar is about how you can foster that kind of attitude and curiosity in the sales culture of your company.
You will learn:
Maximize Success by Building a Peak Performance Sales Team Recorded: Dec 18 2019 46 mins
Jamie Crosbie, The Top Sales Talent Expert
Do you know what the missing piece is to grow and sustain peak sales performance among your sales team? Most Sales Leaders spend the majority of their team development time focusing on teaching or improving sales skills BUT 80% of sales success is based on mindset and ONLY 20% of sales success is based sales skills set. If only 20% of the success quotient is based on skill set - why are we solely focused in that area? We must learn what we can do as Sales Leaders to build a peak performance mindset sales organization so we can achieve maximum sales results!
You will learn:
1. Learn to change the trajectory of the success of your sales team by at least 38%
2. Determine how to maximize each sales team member to their full potential
3. Teach your team to engage in a growth mindset which will propel sales results
4. Learn the key qualities to evaluate to hire team members with a peak performance mindset
How to Build an Unstoppable Revenue Machine for 2020 Recorded: Dec 17 2019 45 mins
Christopher Ryan, The B2B Revenue Growth Expert
2020 is fast approaching and there are effective actions you can take to ensure a better upcoming revenue year. In this presentation, revenue growth expert Christopher Ryan shares proven strategies and best practices for building a foundation for marketing and sales success. Specifically, seven revenue dynamics will be covered, including how to assess where you are at on the revenue growth path. Addressing any one of these dynamics can improve your revenue results, optimizing all seven can catapult your results, and give you great competitive advantage.
Ryan will discuss the lead-to-revenue (L2R) model which consists of all the processes, tools, and people involved in each stage of the buyer’s journey, from initial awareness to close of the business. This L2R model may need a tune-up or an overhaul and the theme of this event is that what got you here may not get you there. To have a better year, we need to take a close look at our existing marketing and sales processes, and then work to improve where necessary to build a foundation for future success. Examples will be shared of companies that have taken these revenue growth steps and achieved great success.
You will learn how to:
1. Quickly determine your place on the revenue growth curve.
2. Evaluate the level of alignment between your marketing and sales organizations.
3. Test and improve your branding and positioning relative to the competition.
4. Discover and plug any sources of revenue leakage.
5. Build a framework that supports consistent revenue growth.
Selling with Style – An Effective Way to Overcome Communication Style Bias Recorded: Dec 12 2019 44 mins
Paul Watts, The Consultative Selling Expert
One of the most common barriers to sales success is communication style bias, and yet it is one of the least well known. In this webinar we will discuss the four primary social styles and how you can communicate more effectively with each, significantly improving your chances of sales success and shortening the sales cycle.
You will learn:
1.The different social styles (communication styles)
2.How to recognize the ‘social style’ (communication style) of the person in front of you
3.How to adjust your own style to improve your communication with that person
Helping Remote Team Members Be Successful Recorded: Nov 25 2019 45 mins
Kevin Eikenberry, The Remarkable Leadership Expert
You have hired people or moved people to work away from the office, but are you setting them up to succeed? Working remotely can be a great opportunity. It can also be stressful. For all the independence, control, and ability to work without interruption remote work allows, virtual workers can also feel isolated, frustrated and disengaged. It doesn’t have to be that way.
In this session, best-selling author Kevin Eikenberry outlines key strategies to help organizations and leaders support remote team members. He will also share ideas specifically for individual remote team members to get more value and productivity from working remotely.
You will learn:
Influence Customer Decision-Making from Within Recorded: Nov 21 2019 43 mins
Jeffrey Lipsius, The Customer Awareness Expert
As a salesperson, can you remember a time when you said all the right things but your customer still wouldn’t buy? The problem wasn’t you. We all observed that decision-making ability varies between customers. Since your customer’s decision process is internal, it’s hidden from view. You can’t control it, but this doesn’t mean you can’t influence it for the better. In this webinar we’ll examine the customer’s internal decision process. We’ll present ways for you to influence decision-making in a positive way.
You will learn:
How the CMO can Build a Bridge to Sales to Form a True Revenue Team Recorded: Nov 20 2019 45 mins
Christopher Ryan, The B2B Revenue Growth Expert
CMOs and CSOs have a great opportunity to work with their counterparts to create a growing and sustainable revenue model. Chris Ryan, joined by guest expert CMO Debbie Schwake, will share proven best practices in sales and marketing alignment – that not only help the sales team close more business today, but also create customer relationships that are highly profitable going forward. Actionable steps will be shared to drive better results while maintaining buyer trust.
Schwake and Ryan will cover methods to identify the modern buyer (in a way that truly counts) and how marketing’s use of customized sales enablement techniques can build and reinforce trust at every step of the process in enterprise mid-market and account-based marketing (ABM) environments. The vendor/client hierarchy will be discussed and how you can help you transition your sales team can transition from being considered a vendor to a trusted advisor. Examples will be shared from the extensive experience of the speakers. Each part of the presentation is designed to help you achieve improved sales results in a way that is effective, efficient and relationship-enhancing.
By attending this online event, you will learn how to:
1. Find and adopt the best model for marketing and sales effectiveness.
2. Create a strategy to navigate prospecting, opportunity management, and customer relationships.
3. Understand and leverage modern buyer behavior.
4. Upgrade and sustain your value with prospects and customers.
5. Build a framework that supports consistency and revenue growth.
Creating A Vision for the Large Account Buyers’ Journey Recorded: Nov 20 2019 43 mins
Barbara Weaver Smith, The Large Account Sales Expert
Part #11 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
Typical sales training focuses on discovering the customer’s vision or probing for relevant problems. But that presumes that customers know what outcomes are possible, what it will take to achieve them, and how to build consensus to make a big change possible. Today, sales training is very focused on matching your sales process to the buyers’ journey, assuming that buyers as a group have a plan and a path. In my experience this is seldom the case in large account, complex sales. This webinar deals with how your large account sales team can create a vision with the buyers’ and lead their journey to fulfill that vision.
You will learn:
What Sales Can Learn From A Race Car Driver Recorded: Nov 18 2019 29 mins
Carole Mahoney, Founder
Join host Carole Mahoney as she talks with Michael Hurczyn, a man that wears many hats, one of which is a racing helmet! Michael is the Brand & Partnership Director for FCP Euro and he currently races in the TNC racing series, which is the top series in the US.
In this 30 minute interview, Carole and Michael discuss:
1. What the most important element in building win-win situations is.
2. Why it is so important to mentally prepare yourself before going into a race, or a sales conversation, and what techniques to use.
3. The role that practice and experience play in everything from sales to speeding around a track.
4. The importance of actively practicing gratitude.
LinkedIn as a Next-Gen Sales Acceleration Tool Recorded: Nov 14 2019 49 mins
Brynne Tillman, The Leveraging LinkedIn Expert
While most everyone knows that LinkedIn is a powerful tool for business development, very few are optimizing this as a sales accelerator. In this webinar we will cover how to really use LinkedIn to start more sales conversations.
You will learn:
Future-Proof Your Sales Career and Beat the Bots! Recorded: Nov 14 2019 45 mins
Deb Calvert, The People Engagement Expert
As a salesperson, you need confidence and passion to win. But as buyers and AI options continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love—to a robot?
Join Anita Nielsen, author of Beat the Bots, and host Deb Calvert to learn strategies so you can get up off the mat and come out swinging.
You will learn:


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