Sales Training & Leadership Development Videos
Video Library
Video: Sales Conversations: Pre-brief & Debrief
There are two pieces to a sales conversation that if you put this into your process, you will have much more effective and more momentum gathering conversations in the future. The first is the pre-brief. The pre brief is essentially thinking through the ... read more
Video: Optimize Sales Skill Development for ROI
Smart organizations understand the value of sales training and investing in their salespeople and sales leaders. When developing these skills, focusing on four key areas can ensure a robust and sustainable program. 1. Sustainability ... read more
Video: How to Optimize New Offerings for Sales Growth
If you have a new offering that you're putting out into the marketplace, these strategies will help you optimize the new offering to accelerate sales growth and also profit growth. Ensure that the sales team is very clear on the top line revenue targets, as ... read more
Video: Leverage as a Sales Strategy
Leverage is an incredibly powerful sales strategy. At its core, leverage means taking one idea, one strategy, or one sale and expanding its results significantly without much additional effort. Here’s how it works in practice: Expanding a Single Win: One ... read more
Video: The Smart Sales Closing Technique You’ve Been Overlooking
Are your win rates not meeting your expectations? If so, it's time to rethink your approach to smart sales closing techniques. While it's common to focus solely on the end of the sales process, the real key to success lies at the beginning. In this video I ... read more
Video: Who is Your Competition
A question to think about: who is your competition... really? Is it just the firms you're used to running into, or is it something more? Consider these three different types of competition. 1. Marketplace Competition: The first type of competition ... read more
Video: Sales Strategy: Mastering the Language of Money in Sales
One of the most powerful tools you possess as a sales pro, especially when delving into budget and financial conversations with prospects and clients, is the language you use. The right language is a sales strategy that can be the difference between an ... read more
Video: Non-profit Board Service as a Sales Growth Strategy
There's a hidden sales growth strategy many leaders overlook: non-profit board service . It's a sales strategy I urge leaders to seriously consider integrating into their growth plans. Why? Because it's a powerful way to not only ... read more
Video: Crafting Smart Commission Plans as Part of Your Sales Strategy
When you think of sales strategy, one area that you may not consider is your commission plan. Commission plans serve as motivators for sales professionals, driving their efforts towards achieving organizational goals. However, not all commission plans ... read more
Video: Two Sales Qualifying Questions for Lead Conversion
Does your sales training program focus on the importance of qualifying opportunities? In any sales opportunity, understanding the true quality and urgency is crucial. But how do you accurately gauge these factors? Here are two simple yet powerful questions to ask ... read more
Video: Shifting from Digital to Live Sales Conversations
In the fast-paced world of sales, mastering the art of communication is key to unlocking success. While digital channels offer convenience, they often fall short in fostering meaningful connections and driving conversions. ... read more
Video: Pursue Sales Strategy with Focus
A common challenge in designing sales strategy is focus. No shortage of activities exists—solution sets, pursued industries, customer types. Elite organizations use focus as a filter, selecting only activities aiding success in the next one or two ... read more
