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Sales Training & Leadership Development Videos

Video Library

Video: Social Goal Setting Strategies for Modern Sellers

Video: Social Goal Setting Strategies for Modern Sellers

We're delving into how modern sellers are social. And today's video looks at goal setting in that context. Goal setting is part of the Social Framework that I introduced in my book, The Modern Seller.. Social goals have an element that makes them stand out: ... read more

Video: Social Capital A Mindset for Sales Success

Video: Social Capital A Mindset for Sales Success

In previous videos, I covered sales agility and entrepreneurial selling. Now, let's delve into how modern sellers are social. What is social capital? While you won’t find it on a balance sheet, social capital is every bit as critical to organizational and ... read more

Video: Thought Leadership For Modern Sellers

Video: Thought Leadership For Modern Sellers

In previous videos, I covered sales agility. For the current set, I’m covering how modern sellers are entrepreneurial. Let's consider thought leadership for modern sellers. The term “thought leadership” shouldn't be a surface descriptor or label. True thought ... read more

Video: Apply Supply Chain Thinking to Your Sales Strategy and Process

Video: Apply Supply Chain Thinking to Your Sales Strategy and Process

  This video is about something few sellers consider. How to apply supply chain thinking to your sales strategy and process. So, why supply chain? Underlying any successful organization are the systems to support it. Likewise, modern business ... read more

Video: Sell Like the CEO of Your Book of Business

Video: Sell Like the CEO of Your Book of Business

Do you consider yourself an employee, or are you the CEO of your book of business? For this next set of videos, I'm covering how modern sellers are entrepreneurial. Entrepreneurs have the ability to envision, build, and scale a successful venture. Those same skills are critical to selling in today's business climate. Watch this to learn strategies sales professionals can use to grow your sales territory. read more

Video: Pattern Busting for Better Sales Results

Video: Pattern Busting for Better Sales Results

Our behavior patterns --or our habits-- are largely unconscious. Yet they’re so powerful that they either make or break our success. When we know our sales patterns, we can more effectively apply them, or know when we should short circuit them. It's all part of the dimension-- The Modern Seller is agile. Watch the video below. read more

Video: 3 Feedback Strategies to Drive Sales Agility

Video: 3 Feedback Strategies to Drive Sales Agility

Modern Sellers don’t hide from feedback. Performance conversations should be regular, expected happenings between a seller and leader. Those conversations are more forward-looking and drive better results. It's all part of the dimension-- The Modern Seller is agile. read more

Video: Drive Sales Agility with Strategic Speed

Video: Drive Sales Agility with Strategic Speed

Welcome back to the Modern Seller video series. Let's consider strategic speed as a factor in sales agility. Strategic speed can apply to almost any sales situation... achieving a goal, moving an opportunity forward, building a target market or launching a new product or service, or building a new skill. Watch this short video for tips on how to achieve strategic speed. read more

Sales Agility is Top 5 Sales Skill. Here’s How to Build It.

Sales Agility is Top 5 Sales Skill. Here’s How to Build It.

Welcome to the new Modern Seller video series. I'm back from a short blogging break, and am looking forward to sharing strategies that you can put into practice as either a sales professional or sales leader. This first theme is about building sales agility. Sales agility makes us more innovative, better able to accelerate opportunities, and reach our sales goals. One way sellers build agility is to fill in blind spots. I invite you to watch this short video to learn three practical strategies to help your clients overcome their blind spots. I'll be back with more tips next week. read more

Five Must-Watch TED Talks for Sales Professionals in 2019

Five Must-Watch TED Talks for Sales Professionals in 2019

What are you watching? According to Hubspot, 78% of people watch online videos every week, and 55% view online videos every day. You can make the most of your video consumption by creating a list of talks that can inspire your sales success. Two years ago, I shared a list of my favorite TED talks for sellers. Today, let’s look at this updated list. read more

When a Sales Prospect Goes Cold… Know When to Walk Away

When a Sales Prospect Goes Cold… Know When to Walk Away

Building a better sales pipeline is a lot like that famous lyric from Kenny Rogers' The Gambler: “Know when to walk away, know when to run.” Through my years as a sales leader, I've learned that, despite our natural instinct as sellers to fight to win every sale, sometimes it's best to walk away when the prospect goes cold. In the February issue of Top Sales Magazine, I reflect on a recent situation where a prospect went cold, explore five reasons why it can happen even to the best of us, and share some strategies you can employ to tackle the challenges when they arise. read more

What Distinguishes a Standout Seller…The Why or the How?

What Distinguishes a Standout Seller…The Why or the How?

Being in strategic selling, often I see sales conversations and the buying process get wrapped up in solution details way too early. I’ve done it too -- my mind running a million miles an hour, jumping into creating solutions before I know enough about the true problem or why it’s a priority today. When we jump into solutioning too early (the “how”), we risk losing prospect or client buy-in. We miss the opportunity to understand the “why” behind the interest. Why it matters to this person and the business. We might miss the opportunity to more creatively solve the challenge. So what distinguishes a standout seller? I share that on the blog and in a short video. read more

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