Click here to view the archived webinar.
Customers conduct financial project analyses in many ways. Most, however, share a common set of principles.
While many sales professionals acknowledge that ROI is a common part of the buyer's approval process, they view that element as one the customer must own.
See why this hands-off, "let the customer compute the ROI" view is a flawed approach. Join us for this webinar where you'll learn the role smart sellers play in their customer's ROI analyses by positively influencing:
- Which line items are included in the calculation
- How each line item is calculated
- The timing of cost-reductions, and elements of return
- Wider customer impact to increase the return
- The consequences of excluded items of return
Click here to view the archived webinar.
Click here to view the archived webinar.
One of the easiest paths to new selling opportunities lies right in front of you: leveraging existing relationships to "sell wider" within an account.
This is especially true during challenging times when risk-averse customers gravitate toward known partners. And yet, amazingly, very few sales professionals employ an effective, systematic game plan to cultivate cross selling opportunities within accounts.
Join us for this webinar where you'll learn how to sell more widely within accounts by:
- Standardizing your solution, customizing your conversation
- Selling a single 'Pilot' to multiple buyers
- Using segment analysis to discover new opportunities
- Using internal proof stories for both costs and revenue
- Identifying fast sales cycle opportunities
Click here to view the archived webinar.
Click here to view the archived webinar.
The customer executives you want to engage are intimately familiar with their company’s most recent results, are you?
For customers large or small, for profit or non-profit, their income statement clearly signals where you can help them improve performance.
As new income statements are issued regularly, developing a practice to analyze this information is an ideal means to keep both you and your account plan current.
Join us for this non-technical webinar where you'll learn how to read the story behind your customer's numbers through:
- The 4 key focus points within an income statement
- Trends relative to historical performance
- Trends relative to peer group performance
- Avoiding areas where you should not spend time
Click here to view the archived webinar.
Click here to view the archived webinar.
Hitting your numbers, quarter after quarter, requires a healthy mix of strategic and transactional business.
The question is, given your portfolio, what's your optimal mix?
With a focus on increasing your relative volume of strategic activity, the strategies shared in this session show you how to answer that question and favorably shift the balance in the quarters ahead.
Join us for this webinar to hear the steps you should take and when during the quarter to act including:
- How to evaluate your forecast through a new lens
- Mapping a strategy to maximize your personal return on time
- The risks and rewards of strategic selling
- Impact of channels and the Internet on transactional sales
Click here to view the archived webinar.
Click here to view the archived webinar.
Every executive wants to hear about growing revenue, right? Wrong. Telling an executive you can drive revenue tells them nothing - other than you're lacking sufficient detail to be credible.
Executives know their business better than anyone, when you engage around revenue you better be prepared to get specific.
Join us for this webinar where you'll learn to translate your value into specific revenue impacts by:
- Improving unit sales, product mix and time to market
- Reducing offsets such as return rates and defects
- Understanding how revenue measurement varies by industry
- Initiating meaningful customer conversations about revenue
Click here to view the archived webinar.
Click here to view the archived webinar.
Customers must choose: it's either you or a competitor. Helping ensure customers have the information necessary to make an informed decision is simply sound business. Once you appreciate how customers select partners--for reasons well beyond product and price-you're well on your way to selling against this knowledge, without disparaging the competition
Join us for this webinar for ideas to competitively differentiate yourself by understanding what your competitor's:
- Shareholder letter says about their strengths and weaknesses
- Financial statements say about how to position your value
- Business Section says about the direction of their business
- Analysts forecast for future product and distribution changes
Click here to view the archived webinar.
Click here to view the archived webinar.
We know that 2009 has been a year of challenge and change; but what will 2010 bring?
Join us for this webinar as we examine emerging opportunities and important trends that could affect your sales team in the coming year:
- What have been the most resilient markets in 2009?
- What are the biggest mistakes that most sales execs made in this challenging year?
- What will savvy sales execs be targeting in 2010?
- How to Pursue Opportunity in the New Year While Minimizing Risk
Click here to view the archived webinar.