In today’s fast-paced world, human connection has fallen by the wayside. Frequent smart phone use has been linked to loss of empathy, and attention spans are shorter than ever before. This makes objection handling—let alone creating a meaningful relationship—incredibly difficult. Sellers face the daunting task of trying to bridge the digital divide to grab and keep customers’ attention.

In this keynote, you’ll learn how to overcome the challenge of a distracted audience by connecting to your customer’s values, identifying the emotions behind your customer’s words and asking three levels of questions to understand why people buy. 

Cut to the heart of the matter. Rehumanize the sales process, and watch as your sales grow and grow.

It’s no secret retaining current customers is 6 to 7 times less costly than acquiring new ones and that repeat customers (on average), spend 67% more.

Indeed, in times of economic uncertainty, a company’s ability to focus on existing customers provides a reliable source of revenue and helps build the long-term relationships necessary to weather any storm.

However, most sellers are woefully unprepared when it comes to engaging with the right decision makers at the right time, gaining consensus, and creating messaging that drives change.

In this course, Shari Levitin, and Brent Adamson, (co-author of the Challenger Sale and former Distinguished VP of Gartner), have teamed up to assist sellers and sales leaders on how to help buyers buy. In a time of decision complexity, information overload and value opacity, (that’s Brent’s work. I can’t even spell it), creating customer confidence is key to growing existing accounts as well as landing new ones. Based on extensive research and met with measurable results, this workshop can be performed live or as a Masterclass

Takeaways include how to:
Profile and Prioritize stakeholders.
Assist key stakeholders to incite change and gain consensus.
Strategize messaging that will differentiate you and your product offerings.
Secure sellers’ confidence to ask for bigger deals and win more referrals.

Customers struggle to decide is less a result of the economy and more a result of their Humanity.

Humans are always looking for new, fresh ways to communicate, connect and share stories. Nowadays, buyers are desensitized to phone and email—but the popularity of video continues to remain high. Potential buyers are three times more likely to open and view a video than read an email.

Video offers sellers a great chance to break through the noise and stand out, but the challenge is that most sellers don’t know how to use video effectively. In this keynote, you’ll learn how to create compelling videos, how to craft great messages and when to use video to maximize impact.  

Increase your sales by using video to build trust, save time, reach more stakeholders and simplify the buying process for your customers.

In a world gone increasingly virtual, customers are constantly bombarded with facts, figures, hyperbole and misinformation all posing as relevant insight. The average human consumes 74 gigabytes of content (about 175 newspapers’ worth) per day. Distinguishing fact from falsehood and meaningful information from meaningless noise is exhausting. No wonder customers either deadlock or default to the status quo.

Sellers who adapt—who help make sense of the information, simplify the process and tune into the emotional needs of their customers—significantly outperform those who continue to pile on data. 

In this keynote, you’ll learn four key strategies to adapt and accelerate sales in this new hybrid world.

Training is easy. Training well is hard. Research shows that 87% of traditional sales training doesn’t stick. Your learners may be eager to improve their performance through additional education, but it often feels like the training doesn’t stick once they go back into the real world.

It doesn’t have to be that way. In this keynote, you’ll learn the secret to becoming a better trainer, empowering learners’ growth and creating unforgettable training. You’ll discover the four powerful pillars that must be used to create truly great training programs.

Revolutionize the way you approach sales training with scientifically proven techniques, and start seeing real, lasting results.

Research from McKinsey shows distractions rank as the number one obstacle to effective hybrid selling. Distraction takes many forms: the allure of social media, the dopamine rush from multi -tasking, or the default tendency to switch devices mid conversation.

While telling stories is the most effective way to connect and communicate, most sellers set aside the very communication method they learned, loved, and perfected as children. “Sellers often think that they know what a story is, but when asked to tell a story they usually do a description or an expository statement of their product or solution.” Takeaways from this keynote or workshop include:

• Distinguish why StorySelling is the secret weapon of sellers.
• Gain a framework that will help sellers articulate value, earn credibility, and differentiate themselves from competitors.
• Avoid the five StorySelling mistakes, according to research.
• Leverage the top five secrets TED speakers use to create emotion and engagement.
• create a culture of StorySelling to win the hearts and minds of buyers.