Sales Training & Leadership Development Videos
Video Library
Outbound Conference 2024: Sales Prospecting, Pipeline, Productivity
OutBound Conference isn't simply back. It's better than ever before. I’m excited to share that I’ll be serving as a sales keynote speaker at the 2024 Outbound Conference, and I’d love for you to join me. The Outbound Conference is the premier event for sales ... read more
Video: How to Win in Sales by Thinking Like an Olympic Commentator
The recent Olympic games got me thinking about what makes a truly great commentator. After watching countless hours of coverage, I realized that the skills that keep viewers engaged are the same ones that can elevate sales professionals to ... read more
Video: How to Overcome 3 Barriers Sabotaging Your Sales Strategy
Is your sales strategy falling short of expectations? These three common obstacles might be holding you back: 1. Lack of a Specific Sales Strategy Surprisingly, the first obstacle might be that you don't actually have a dedicated sales strategy. You may have a ... read more
Video: Sales Prospecting Tips for When Communication Stalls
In sales, it’s common to encounter a situation where communication with a prospective client suddenly comes to a standstill. You might have had active sales conversations, perhaps even sent a proposal, but now there’s silence. So, how do you re-engage a ... read more
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
