You’re in Your Own Way: How to Overcome Mental Barriers and Get Through Crises
Now, more than ever, the sales role is a tough mental game, and the slate of challenges facing reps has completely changed, leaving many reps ill-equipped to handle their day to day role. Ralph Barsi leaves no stone unturned to help salespeople master their mindset during these challenging times. Whether working through mental barriers or just the productivity challenges of the average sales day, any rep or manager will find value in this discussion of the rep mindset.
The All-New Needs Assessment: From Diagnostics to Dialog
Research with B2B buyers reveals that sellers are missing the mark when conducting discovery calls. At a time when trust, relationships, CX, and seller differentiation matters more than ever, learn how to ask better questions that truly engage buyers.
The New Way of Thinking About Account-Based Engagement
Now, more than ever, account-based engagement is likely to be an important strategy for marketers and salespeople alike. In this session, Jon Miller, founder of Marketo and current CEO of Engagio, and William Tyree, CMO of ringDNA, will discuss what account-based engagement means in a changing economy, and how teams are most likely to be effective employing some variation of these strategies.
Selling in 2020 During a Crisis
Learn what other software companies are doing as they move through the various CoVid Crisis Stages for selling. Lori Harmon, VP of Cloud Sales at NetApp will share their journey moving through the initial crisis sales stages, what has worked and what hasn’t.
Tips and Tricks to Pivot Live Sales Events
Encountering change and managing through it is a critical part of “getting it right” for an Enablement practitioner. Lately, these skills seem to be put to the test more often than not. Pivoting live sales events like boot camp, kickoff, and team offsites to a virtual environment is daunting at best! Join Meganne and Bryan for a tactical discussion on how you can adjust your approach to improve the experience for your sellers while maintaining your culture standard and providing a springboard for future success.
How to Prioritize Virtual Selling on Accounts with the Highest Likelihood to Buy
In uncertain times, the evolving norms of virtual work and social distancing have suspended B2B face-to-face sales and marketing efforts, creating demand gen and pipeline gaps for most businesses. In this session, we’ll show you how you can close these gaps by using technology intelligence to successfully shift your resources and reprioritize your sales and marketing efforts in this increasingly virtual business climate.
Rejection Reality: The Keys to Handling No’s in Sales
To some extent, salespeople have struggled with rejection since traditional sales began. The current sales reality is there will be far more no’s than yeses, making this issue more important than ever. Andrea Waltz will help change how you deal with this obstacle including what it means to go for no, finding value from a no, and how to stay off the yes/no emotional rollercoaster.
Keeping Prospecting Fun
Prospecting can seem like one of the hardest jobs of a sales rep, and that difficulty is multiplied when selling during a challenging economic climate. In this session, Morgan reminds us that cold prospecting is still just human-to-human communication, and unlocks the ways that reps can follow to keep cold calling fun and stay above the noise.