Sales Training & Leadership Development Videos
Video Library
Sales Prospecting: 5 Reasons Why Your Prospect Goes Dark
Use sales training to promote actionable sales prospecting techniques your team can employ today for those perplexing times that a prospect starts to slide away. You think everything is in place to land a big deal, then… poof. You begin to get the cold ... read more
What is Self Leadership and Why Should Your Sales Training Program Embrace It?
One of the best ways to foster innovation and performance is through autonomy. Even if you don’t have a leadership title within your organization, you can still be a self-leader. Self-leadership describes how you lead your own life – setting your course, following it, and correcting as you go. Hone these five skills to elevate your impact as a self leader, read more
Maximize Your Sales Kickoff in 2021
Whether you're a sales leader or an individual contributor, you probably have a sales kickoff in your future. This is The Modern Seller's guide to maximizing your sales kickoff experience and making sure that you take away the strategies that you most need to grow ... read more
3 Fresh Strategies for Selling Through Disruption
The arrival of COVID-19 changed the way we live, work, and sell. My friend and fellow sales expert Tibor Shanto launched a video series to share insights on how to positively approach the times we are in. I was pleased to be his guest on a recent episode. In ... read more
May I Introduce… My New Keynote Speaker Demo Reel
I’m excited to announce my new keynote speaker demo reel, and I want to thank my clients, partners and friends who helped bring it to life. This new video showcases how I can help your organization transform sales culture, ignite sales growth, and build ... read more
Loyal Clients: A Modern Sales Game Changer
Today's topic in The Modern Seller video series is client loyalty. It used to be that satisfaction was the highest measure of success, and it’s still what many companies measure. But in the new sales economy, satisfaction is merely table stakes. Gallup has done research in this space and found that only 29% of our clients are truly engaged with us. Loyal. That leaves up to 71 percent of clients that range anywhere from very satisfied to completely disengaged. These are the clients that can be swayed to move elsewhere...even the satisfied ones. Modern Sellers are what I call Ambassadors. They're skilled at cultivating loyalty and building long-term value. Because they take this long view, it's a game changer for sales growth. The likelihood of expanding your sales into an existing loyal client is between 60 to 70 percent. The likelihood of selling to a net new prospect is only 5 to 20 percent. To cultivate greater selling power, there are three common loyalty traits that are worth building in your best clients. I discuss these more in this week's video. read more
Create Better Selling Opportunities with a Network Ecosystem
Today's topic in The Modern Seller video series is on how you can build a network ecosystem that creates better selling opportunities and results. In the past, we could focus our sales efforts only on those buying our services. The risk with that approach is that we may be missing a relationship that’s key to earning a client’s business. In the new sales economy, we need to get beyond our usual silos to work across the organization, and sometimes even outside of it. Your network ecosystem will help you solve for that. Your network ecosystem is the set of relationships you need to reach a specific sales or opportunity goal. The ecosystem will have a few major characteristics. There will be internal and external relationships. There will various levels of influence. There will be strategic and functional relationships. And often there will be multiple decision makers, depending on the opportunity and size of the organization. An action step to take is building out your Network Ecosystem for a key client. In this video, I walk through four key groups you’ll want to prioritize in your relationship-building efforts: - Decision makers - Centers of influence - Advocates - Strategic alliances read more
Grow Your Sales with 3 Ambassador Strategies
In modern selling, ambassadors are a bridge to prospects and clients, to their communities, and to their industries. The end result is that they have a stronger and more profitable territory or book of business. But how can you and your team develop skills to become ambassadors? In this video I share three strategies that will help you build this important dimension of The Modern Seller: 1) To understand a Client’s Lifetime Value. 2) To Create 29 Percenters. 3) To Amplify Your Key Relationships. After you watch the video, for more detailed information on these strategies, pick up a copy of The Modern Seller. The book include assessments that will help you to apply these strategies to your selling situations. read more
Social Goal Setting Strategies for Modern Sellers
We know that Modern Sellers are Social. Building this skillset requires goal setting. Social goals have an element that makes them stand out: significance. Significance to you personally, and significance beyond you -- for your clients, your organization, or your community. To help spark your goal setting, I share some ideas in this week's short video. Hint: The most important ingredient I’ve found to help me with goal setting is to dig into my motivation behind it. It's the internal motivation that keeps me going with these significant goals. Watch now to learn more. read more
Social Capital: A Mindset for Sales Success
What is social capital, and as a Modern Seller, why should you care? Social capital is the most valuable currency in the sales profession. I define it as the collective value of our networks, and the results we create with that value. Don't make the mistake of thinking this is just referring to your reach on social media. Social capital goes beyond today's hyper-connectivity on social networks. It's the strategic relationships that create mutual reward, results, and impact. Now that you know what it is, let's talk about building your social capital. In The Modern Seller, I introduced a concept called the Social Framework. There are four elements to the framework: mindset, goals, network ecosystems, and habit. In this week's video, we'll learn about mindset piece of the framework, and three elements of that mindset: Leadership Identity, Trust and Generosity. I invite you to watch it now. read more
Thought Leadership For Modern Sellers
Thought leadership can help build your personal and business brand. When it comes to selling in the new sales economy, clients and prospects expect thought leadership to be backed by action and experience. It's the intersection of strategy, deep subject expertise, and selling skills. How can you take steps to be a thought leader? I invite you to watch this week's video to learn four key elements needed for modern sellers to elevate their thought leadership. read more
Apply Supply Chain Thinking to Your Sales Strategy and Process
Welcome back to the Modern Seller video series. Each week, I'm sharing strategies that you can put into practice as either a sales professional or sales leader. Today I’m talking about something few sellers consider. How to apply supply chain thinking to your sales strategy and process. Underlying any successful organization are the systems to support it. Likewise, modern business environments and buyers require us to take a long view of the whole ecosystem. Supply chain approaches help us do that. Watch this short video for two types of maps you can use to visualize your sales supply chain. read more
