Where should sales managers be spending their limited time for the most impact? What skills and attributes do superhero sales teams have that others who struggle don't? What is the most effective way to train and coach a manager to develop superhero sales teams according to proven scientific methods?
To discover how sales teams have busted through quotas, reduced discounting to rubble, and saved helpless customers from churn to become superheroes of their company- do not miss this session.
January 22nd, 2020
5:30pm - 7:00pm EST/EDT
Florida International University (Modesto A Maidique Campus)
11200 S.W. 8th Street, Miami, FL 33199
Join the AA-ISP for several rapid-fire, roundtable discussions to learn from the best in the business on discovery, sales culture, BDR KPIs, prospecting, hiring and on boarding, and much more!
There will be several roundtables and each table will have a topic and an expert facilitator leading the discussion. You’ll have 15 minutes at each table and you can choose three out of the five tables to join during the evening.
February 20th, 2020
5:30pm - 7:30pm EST/EDT
11 Hampshire St., Mansfield, MA
Once a month, join me on The Sales Experts Channel for this new series!
Join host Carole Mahoney as she talks with Michael Hurczyn, a man that wears many hats, one of which is a racing helmet! Michael is the Brand & Partnership Director for FCP Euro and he currently races in the TNC racing series, which is the top series in the US.
In this 30 minute interview, Carole and Michael discuss what the most important element in building win-win situations is.
Why it is so important to mentally prepare yourself before going into a race, or a sales conversation, and what techniques to use. The role that practice and experience play in everything from sales to speeding around a track. Carole and Michael also discuss the importance of actively practicing gratitude.
Join host Carole Mahoney as she talks with Howie Kra, a highly energetic and dynamic entrepreneur who has been inspiring people, driving revenues, and providing sales leadership for nearly 30 years.
In this 30 minute interview, Carole and Howie discuss his #1 thing about how people make buying decisions, why resilience is so important, why so many salespeople are uncomfortable negotiating, or having strategic financial discussions. You will also receive advice for an experienced salesperson trying to adapt or new salespeople right out of college and more!
Join host Carole Mahoney as she talks with Peter Cutrer, a 15 year Firefighter/EMT, Fire Marshal, Fire Instructor and Deputy Chief who now trains public safety agencies like NASA, Disney, Boston Fire, FDNY, and ESPN.
Check out this 30 minute interview to learn how training and preparation allows you to respond to situations appropriately when they arise.
How to determine if you are cut out for a certain type of training and career. How to maintain a level of emotional control in stressful situations. And lastly, learn advice that sales executives and leaders should know in regard to how they think about training their teams.
Join host Carole Mahoney as she talks with Matt Miller, a teacher, blogger and presenter who has infused technology and innovative teaching methods in his classes for more than 10 years. He is the author of the book Ditch That Textbook: Free Your Teaching and Revolutionize Your Classroom and writes at the Ditch That Textbook blog about using technology and creative ideas in teaching.
Check out this interview to learn what salespeople can do to better educate their buyers and adopt new ideas and what sales managers can do to help salespeople learn and apply new skills. Carole and Matt also discuss technology and how it was supposed to make us all more productive, but has it? Last but not least, learn some things that sales managers can use (like in Google apps) and how should they use them.
Join host Carole Mahoney as she talks with Christopher Freeze, a former FBI Special Agent in charge of Mississippi, whose has strengthened partnerships with public and private sector agencies, bring attention to the challenges facing law enforcement, and encourage individuals to demonstrate leadership in all aspects of their professional and personal life.
Check out this 30 minute interview to learn how to build rapport when people aren’t inclined to be open with you and when you don’t have a lot of information to go on, why building relationships internally is just as important as building relationships with your buyers, what salespeople can learn about resiliency, and what sales leaders and executives need to understand about how personal trauma can impact their teams.
Join host Carole Mahoney as she talks with Robin Dreeke, an FBI Special Agent Behaviorist, whose advanced training and experience in the area of social psychology and the practical application of the science behind relationship development and trust, ultimately lead him to head up the FBI's elite Behavioral Analysis Program.
Check out this 25 minute interview to learn what the most distrusted profession (sales) can do to evoke and communicate trust. You will also learn a proven formula for being trustworthy, how to quickly build rapport with anyone, and the difference this can make in sales and leadership.
Join Carole over on The Sales Experts Channel as she talks with Stephen Drum, a combat-tested Navy Seal and senior enlisted leader with 26 years of leading and developing high-performance teams to succeed. Together, they explore what sales people, sales managers, and sales leaders can learn from how the Navy Seals prepare, practice, and perform in high stake moments.
Check out this 30 minute webinar to learn why preparedness is so important and why we don’t do it, what processes can be learned from performance psychology, how the military reviews, drills, and executes to continuously improve results, what steps we need to take to better prepare and the one thing we must absolutely do, and the surprising element that every sales professional must remember.
Watch the recording of webinar, The Sociology of Sales Culture, hosted by Steve Richard, Co-Founder & Chief Evangelist of ExecVision. During this webinar, Steve and Carole discuss what it means to have a good corporate culture.
Research shows that 60 billion a year is spent on training, yet within in an hour people lose 50% of it, 70% within 24 hours, and 90% in one week. Check out this video where Carole shares her scientific research into sales development and how to predictably improve sales performance and stop wasting money on training that doesn't stick. Scaling customer success isn't a matter of trial and error. You don't have to figure out on your own how to develop self-sufficient sales record breakers - science can help.
How do the best salespeople do it? What makes them different from the 41% of salespeople who don’t make their quota? What do they do differently? It’s not what they do- it’s how they think that affects what they do. They’ve hacked their own psychology. In order to successfully engage, educate, and help their buyer consider the right solution for their problem, today's salesperson must be in control of what happens between their ears. There is a reason sales training fails. Even when we know what we should do, our psychology prevents us from doing it.
Check out this session to learn how to manage your own psychology in the sales process. If you are a sales leader, you will discover the symptomatic behaviors that prevent your team from getting responses from prospects, getting negotiated on price, and losing sales to competitors.
Despite the amount of money and time spent on sales technology and training, barely half of salespeople make quota. What can you do to have more predictable revenue?
Check out this 30 minute webinar to learn techniques that hold sales managers and salespeople accountable to ensure pipeline results happen, which metrics to track and what actions to take in sales coaching and training for a more predictable pipeline, and what the role recruiting and hiring plays in predictable revenue and what criteria to look for in new hires.
Learn what a sales manager’s schedule should look like in order to have the maximum impact on their sales teams’ performance and discover sales productivity best practices that overcome challenges such as building relationships with salespeople, improving sales performance, and managing quota to exceed expectations in this webinar recording.
Learn best practice insights from decades of scientific research and data on where sales managers should spend their time for business growth success, how much time to spend in 3 crucial areas, the power managers have over team performance, and walk away with strategies and techniques to use today.
There are a lot of demands on a sales manager, but only 3 areas where a sales manager should be spending 75% of their time. In this session you will learn which 3 competencies are crucial, what is involved in each, and how they impact the team.
Avoid the expensive costs of a failed sales hire. Join this webinar to learn simple strategies to find and interview the right candidates and set them up for success. Be the first to access links to free tools to help in your hiring and onboarding processes.
Design your own sales improvement program with the scientific process helped one SaaS sales team reach the top spot in their company with 114% over quota for the year, at a 98% retention rate of new customers and individual contributors going from 'on-plan' to promotion in less than 6 months.
Coaching has become a hot topic in the sales world as more organizations realize that an effective coach can be the most significant factor in a salesperson’s ability to achieve their quota goals. Sales industry leaders Barbara Giamanco, CEO of Social Centered Selling, Nancy Bleeke, President & Chief Sales Officer, Sales Pro Insider, and Carole Mahoney, Founder & Sales Coach, Unbound Growth, come together to discuss trends, tips and best practices.
Whether you are a startup, small business, or enterprise, no one can afford to get inside sales wrong. What should the strategy include? How will you track progress and measure success? How do you develop the team? Hear what’s working direct from the front lines on this interactive panel discussion.
Join Carole as she shares her preliminary research into how to identify who on your sales teams can improve now and how to train and coach them using proven psychological and behavioral sciences. Find new ways to adapt your development programs according to proven science, not the latest trends, and to develop salespeople into quota busting rockstars that stay longer.
Why do the majority of salespeople struggle to have conversations with buyers that build trust and add value? Learn what science has found are the hidden, but most common, mindsets and beliefs that the majority of salespeople struggle with and discover how they impact sales performance and growth.
There is no shortage of sales experts telling salespeople how to get better. Why is it we give them everything they need, but they just can’t seem to do it? Which of these 7 reasons are preventing your salespeople from improving and what can you do about it?
When does the close start in your sales process? Is it when they ask for a trial? When you identify pain points? When you get their timeline? When you confirm budget and authority? Or when you ask if they are ready to buy? How do buyers determine when?