The 2017 Academy will be delivered in just one phase from April 10th to July 20th.
All of our 2017 – recorded sessions are displayed in the sidebar opposite.
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Latest Recorded Session
2017 – Scheduled Sessions
2017 – The Beginning of the Era of Marketing & Sales Accountability Presented by Dan McDade
In the Era of Accountability, marketing accounts for lead quality, accepts responsibility for leads, taking them back to nurture when needed and discloses results in a transparent way, measuring revenue impact of leads. sales accounts for follow-up activity accepts responsibility
for working all leads to the finish, win or lose and discloses results in a transparent way, with realistic forecasts of close probability.
I will uncover three BIG LIES and tell you a simple ABM success story.
About Dan McDade:
Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide. Visit: www.pointclear.com
High-Profit Prospecting: 6 Strategies to Speed up Your Prospecting and Close Faster Presented by Mark Hunter
The sales world is changing fast and trying to find prospects is harder than ever. Too many salespeople in the hunt to find prospects wind up with nothing more than suspects who will never buy. To be successful today you need to be using different strategies that allow you to not only find find better prospects but move them through the sales cycle faster. Speed sells and to make that happen we can’t allow ourselves to be prospecting slow.
About Mark Hunter
Mark Hunter, CSP “The Sales Hunter” is recognized globally for his keen insights on what it takes to find and retain better prospects you can close at full price. He’s a popular keynote sales speaker known for his high-energy, high-content delivery style that creates major change. His speaking and consulting work has taken him to five continents which his clients; BP, American Express, Coca-Cola, Kawasaki and others value because of the breadth of experience he brings to each engagement. Mark is also the author of two best-selling books, High-Profit Prospecting and High-Profit Selling. You can find out more about him and read his blog at: www.TheSalesHunter.com When you read his blog you’ll quickly see why Top Sales World has selected his blog as one of the Top 50 you need to read.
Sales Best Practices are Placebos, Aren’t They? presented by Christian Maurer
Following best practices provides a feel-good factor. Selling being probably the most situational business activity, these best practices might however not have the desired positive effect on your business. Alternatively, eradicating bad practices addresses specific issues in your business
About Christian Maurer:
As a consultant, coach and trainer, Christian helps B2B sales leaders, who admit performance problems of their organizations, to define and implement solutions based on system thinking with clearly measurable outcomes.
Christian is also a lecturer in Master programs at ESB Business School at Reutlingen University and at Aalen University, both in Germany. His topics there are: Complex Sales Methologies, International Sales Management; Structuring and Leading International Sales Teams.
10 Behaviors Buyers Reward & Sellers Neglect Presented by Deb Calvert
Our Qualtrics Panel Study with 530 B2B buyers revealed precisely what buyers want sellers to do. 30 specific behaviors lead to more meetings and more purchases. We'll reveal the top 10 -- including a few surprises -- and discuss how they align with AI, ABM and conventional sales methodologies. No conceptual stuff in this one! Just practical, actionable behaviors you can apply immediately to advance the sale and differentiate yourself in positive way that buyers appreciate.
About Deb Calvert:
Deb Calvert, “DISCOVER Questions® Get You Connected” author and Top 50 Sales Influencer, is President of People First Productivity Solutions, a UC Berkeley instructor, and previously a Fortune 500 Sales Training Director. She champions the Stop Selling & Start Leading movement and offers sales training, coaching and consulting.
Must Know Tips for Mobile Presentations Presented by Julie Hansen
What you don't know about mobile presentations may be costing you the sale! From best practices to costly mistakes, Julie Hansen provides practical tips and tactics for leveraging mobile devices in they need to leverage their mobile devices to win more sales.
About Julie Hansen:
Julie Hansen is a Sales Presentation Trainer, Keynote Speaker, and the Author of Sales Presentations for Dummies and ACT Like a Sales Pro! Julie helps salespeople create and deliver winning presentations and demonstrations by applying contemporary communication skills and proven tactics from acting, storytelling and improvisation. Her techniques have been adopted by leading companies across the globe, including Oracle, IBM and SAP. Julie is the president of Performance Sales and Training. Read Julie’s award-winning blog, Acting for Sales and visit her website for more free resources at www.performancesalesandtraining.com