Thank you for your interest in our Webcasts.
These webcasts were recorded between 2007 and 2009. Some of the topics covered include:
- How to become a World-Class Selling Organization
- Common sales problems
- The use of Web 2.0 technologies to improve sales
We hope you find these webcasts useful and we welcome feedback through the comments and ratings. Click the + below to view the complete list of webcasts.
Additional Archives
Are you losing or are you negotiating? Collaborative Sales Negotiations (CSN) powered by Solution Selling®. Tune in for this brief fifteen minute overview of the newest addition to the Solution Selling® Suite.
Recorded on 8/2/2007
Drive Revenue Growth with Sales Technology Is your sales organization asked to deliver increasingly higher levels of sales achievement and revenue each year? According to Gartner, the leading technology-related analyst firm, less than 15% of sales organizations today maximize technology's potential to improve sales productivity. Join Michael Dunne of Gartner to learn about the "six tiers of a sales technology framework" that underlie a sales organization's performance goals and objectives.
Recorded on 3/15/2007.
Getting to the Top
Sales Enabled Messaging and Tools Delivering a consistent message in the marketplace translates into higher quota achievement. 25% HIGHER. Yet, 80% of companies today indicate they have no formal vision or plan for achieving sales and marketing alignment.
Recorded on 5/22/2007.
Management System and Disciplines While 86% of companies say process improves performance, less than 25% of companies report high process and methodology adherence levels. THE RESULT: the time, expense, and hard work are lost when new selling methods don't become "way of life" practices.
Recorded on 4/24/2007.
The Continual Learning Framework Here we go again – it’s time to fix the sales force. More often than not, that means some type of training event to infuse new skills and knowledge into sales people. In 2007, American businesses will spend more than five billion dollars on sales-related training. Remarkably, 80% of companies have virtually no understanding as to what the payback for this sizeable investment is.
Recorded on 3/24/2007.
Buyer-Aligned Process and Methodologies In a 2006 research study by CSO Insights of over 1,000 global companies, nearly 90% reported that the use of a sales methodology has a positive impact on their overall performance.
Recorded on 2/28/2007.
Becoming a Level Four Sales Organization Part one of a six part monthly series for 2007 provides an overview of the four selling approach levels, and how each dimension of performance plays a role in your path to world class effectiveness.
Recorded on 1/30/2007.
Top 10 Sales Problems
Lengthy Sales Cycles and Frequent No Decision 50% of all opportunities fail to close as originally forecasted.
Forecasting accuracy is a top concern for CSOs in today's business environment.
Recorded on 12/11/2007.
Difficulty Positioning Value and Differentiating This remains one of the most pressing challenges for sales and marketing organizations.
Recorded on 11/13/2007.
Lack of Consultative Selling Skills by Salespeople Your selling approach can cause commoditization and lead to margin erosion.
Many sales people have a tendency to “lead” with their product or services.
Recorded on 10/9/2007.
Unable to Access Buying Power and Sell Effectively Time is a precious commodity for most executives. Effectively gaining access to the right executive at the right time in the buying cycle is a critical success factor.
Recorded on 9/11/2007.
Lack of Qualified Leads in the Pipeline 
Salespeople are winning less than half of the opportunities they forecast as new business. Four out of five new leads never result in an initial sales meeting.
Recorded on 8/14/2007.
Difficulty Replicating Top Seller Practices Do you depend too much on your top performing salespeople?
Would revenues decline if they left?
Recorded on 7/10/2007.
Long Development Ramp Up Time For New Hires 66% of companies report their "ramp up" period is in excess of seven months.
Recorded on 6/12/2007.
Sales Tools Don't Support How We Sell Does your company employ a “train and hope” strategy? When it comes to protecting your investment in sales training or getting sales people to adopt best practices, nothing may be more critical than practical, relevant sales tools.
Recorded on 5/8/2007
No Structured Approach for Targeting New Prospects Fewer than 10% of sellers do an effective job of territory planning. Yet, companies that maintain their focus have an amazing 82% quota attainment.
Recorded on 4/12/2007.
Realizing Sales Potential in Major Accounts A recent research study by CSO Insights indicates only 25% to 30% of companies rate themselves as “Very Good” in up-selling / cross-selling and farming NEW business from existing customers.
Recorded on 3/20/2007.
World-Class Selling Series
Solution Selling for Small and Medium Business Webcast Solution Selling for Small to Medium Business has been developed specifically to meet the needs of smaller companies. This affordable and complete program is superior to other training offerings typically presented to small business.
Recorded on 5/25/2010
Equipping the Sales Mind of the Future How Solution Selling® Messenger™ Can Help Marketing Lead the Way Today’s sales professionals face an unprecedented set of challenges. The Internet has created a new breed of buyer, armed with a wealth of information (and disinformation) alike. Salespeople are in desperate need of timely information that is buyer-relevant for each unique sales situation. Situational Fluency is the Key – But How?
Recorded on 3/23/2010
How to Provoke Prospects into Action Through Smart-Selling Methods Learn how sales intelligence and Solution Selling® techniques can be applied – especially in these uncertain times - to create new sales opportunities and accelerate your existing deals.
Recorded on 2/2/2010
How to Deliver World Class Sales Training With No Travel Costs In a challenging economy, sales organizations need every edge they can get. And industry studies prove that sales training investments correlate directly to increased revenue. But many companies have slashed or restricted travel and related training budgets. Introducing the world's most innovative web-based sales training...
Recorded on 12/1/2009
Sell More With Less Sales management must do more with less today – or they, too, may find themselves looking for their next job. And yet, some sales teams are succeeding, despite unfavorable conditions. How do the top sales organizations survive – or even thrive – in a challenging selling environment? What are they doing to win more business, with less sales staff, in a time when fewer customers are buying?
Recorded on 8/13/2009
The State of Sales in 2009 Never has sales been under more duress to perform than in the current economic environment. Doing more with less is the universal challenge for sales organizations in 2009 – but how to accomplish more with fewer resources requires insight.
Recorded on 4/8/2009
Using Sales Channels to Succeed - Even in Tough Times 79% of Companies Now Include Alternatives to Direct Selling in Sales Channel Mix
Recorded on 12/9/08
Sales Coaching Without a Playbook - Recipe for a Losing Season Recent research by CSO insights indicates that just the ability to proactively identify which sales reps need coaching can impact turnover by as much as 9% and increase the number of sales that occur in 1-3 months by 15%.
Recorded on 11/18/2008
Negotiation Begins on the First Call Over 77% of all companies surveyed indicated they had significant issues with their ability to sell value and avoid discounting.
Recorded on 10/14/2008
Prospecting in Tough Times - Keys to Building Pipeline According to recent research by CSO Insights, more than 65% of sales organizations indicate they "need improvement" in generating new leads.
Recorded on 9/23/2008
Targeting: The Best Kept Secret in Selling What if you could improve quota attainment in your sales organization by 12% by focusing on one key skill?
Recorded on 8/12/2008
Hope You Can Sell: New Hire Ramp Up is Harder Than Ever Recent research by CSO Insights indicates that 74% of sales reps require more than 6 months to become fully productive, and 46% no require more than 10 months.
Recorded on 7/15/2008
Preserving the Training Investment Through Continual Learning An estimated 5 billion dollars is spent annually by American businesses to train sales professionals. In spite of this investment, studies have shown that within 5 weeks, 50% of knowledge retention lost without specific reinforcement vehicles and integration with business practices. Worse yet, 84% of new sales training content is lost after 90 days. And yet thousands of companies continue to take a “train and hope” mindset.
Recorded on 06/24/2008
Selling in a Down Economy As a result of this slowdown, buyers are delaying decisions and postponing new projects. In turn, salespeople are seeing forecasts slip, new opportunities disappear, and pipelines evaporate.
Recorded on 5/21/2008
High Performance Solutions Marketing and Sales Enablement Effectively making the transition from a product centric marketing and sales model to a solution-centric model requires a fundamental transformation in the way you think about, define, communicate your company’s value and differentiation, and in the way you engage with the marketplace and your customers.
Recorded on 4/29/2008.
Sales Knowledge Management 80% of customers believe that they find you (and your offerings) before you find them. And when they do find you, they’re often armed with intelligence that was traditionally in the sole domain of your marketing and sales organization.
Recorded on 3/18/2008
The Key to CRM Project Success: Aligning Systems and Sales Process 70% of companies use a CRM system
39% of them are not raving fans of their CRM
Recorded on 2/18/2008.
Selling Value Discover how to enable your sales team to accurately express the value that your customers will receive from buying your offerings.
Recorded on 2/5/2008.
Sales 2.0 Meets Solution Selling In our inaugural briefing for 2008, we explore the implications of Web 2.0 technologies and concepts on the world of selling, and define a Solution Selling® 2.0 architecture that addresses the selling challenges in a globally connected marketplace.
Recorded on 12/11/2007
