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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2017 – Scheduled Sessions
The Sales Video Playbook Presented by Jeff Fissel
Wondering if video works for closing business? Take the guessing out of it. KZO Innovations developed a video sales communication tool that has been tried, tested, and proven to close business. From their work, we've taken the best of the best to create a playbook that you simply can't miss. Join us for this webcast to learn where video has worked, how you can make it work for you and your sales team, and how to close the deal faster then ever before --- and with the analytics to prove it.
About Jeff Fissel:
Jeff Fissel co-founded KZO Innovations, Inc., in 2007 and now serves as its Vice President of Solutions. Fissel plays a key role in select strategic accounts and corporate development activities at KZO Innovations and its newest product, KZO Drive. He is an expert with interactive streaming media technologies and was a member of the development team for the KZO technology. Prior to KZO Innovations, he founded KZO Webcasting and over five years produced hundreds of global webcasts ranging from events in the White House for President Bush to film festivals in Hollywood. Fissel has a B.S. in Information Technology with a concentration in Information Security and Network Administration from George Mason University.
How could a Sales 2.0 or a Sales 3.0 organization ever be successfully led by Sales 1.0 managers? presented by Tamara Schenk
Tamara Schenk has become a significant voice in the global sales space, and since joining CSO Insights as research director she also has developed as a much-sought-after speaker on the conference circuit. Tamara is a highly experienced sales business and enablement leader, a creative, innovative and passionate executive, and she still finds time to post regularly to her extremely popular blog, “Sales Enablement Perspectives.” Visit:www.
How Referral Introductions Guarantee Predictable Revenue Presented by Joanne Black
Get only qualified leads that convert to clients more than 50 percent of the time. How? Referral selling must be a priority, not an afterthought. That means you need a systematic, disciplined referral program that includes strategy, goals, metrics, skills, and accountability for results. Joanne Black will share the step-by-step process for reps to get qualified meetings with one call.
About Joanne Black:
Joanne Black is America’s leading authority on referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. She is a member of the National Speakers Association and author of NO MORE COLD CALLING™: The Breakthrough System That Will Leave Your Competition in the
Dust and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. To learn more, visit www.NoMoreColdCalling.com. You can also follow Joanne on Google+ or Twitter @ReferralSales, or connect on LinkedIn and Facebook.
Rethinking Sales Management Presented by Daniel Weinfurter
Much has changed in the world of selling, and likewise, a superb sales management capability is more important than ever. This session will review what about effective sales management remains true, and what must evolve to drive consistent success.
About Daniel Weinfurter:
Serial entrepreneur and author of Second Stage Entrepreneurship, Dan Weinfurter recently founded and is CEO of GrowthPlay, an integrated sales effectiveness business with backing from Driehaus Private Equity in Chicago. Previously, he was the founder and CEO of two other private equity-backed businesses and was the No. 2 executive for a third. All three achieved high rankings on the Inc. 500 list of fastest growing private companies, with Parson Group, his first start up, landing the coveted #1 spot. He has also provided consulting and interim management to a variety of start-ups and large public companies. As Adjunct Lecturer at The Kellogg School of Management, he teaches a class on “Human Capital and Enterprise Scaling.”
Increase your Relationship Intelligence® Presented by Jim Cathcart
Each connection is either an Asset or a Liability depending on how you manage it. Learn to upgrade each of your primary connections so that their full strength flows to you and your endeavors. Being more "Relationship Intelligent" is possible for everyone and it doesn't require any special skils that you don't already possess.
About Jim Cathcart:
Jim Cathcart is the original author of Relationship Selling™ and the man who championed this concept worldwide. He is the author of 18 books and has been inducted into the Sales & Marketing Hall of Fame. Check his free resources at Cathcart.com.