Webinars

Business Performance Group Summer/Fall 2017 Webinar Schedule

ALL WEBINARS – 2:00 p.m. Eastern, 1:00 p.m. Central

 

July 12th – Business-to-Business Telephone Salespeople – “Compelling Reason to Call”

Presenter: David Alumbaugh

Description: During the first 20 seconds of a business-to-business telephone sales call, the salesperson must generate interest. A compelling reason to call is a way to generate interest by communicating to the customer or prospect this call is about them and their needs, not just the needs of the selling organization. During this webinar, you will learn how to construct a compelling reason to call. You will also learn how to use the customer narrative to open subsequent calls. Learning this technique will greatly reduce call reluctance, lengthen your calls, and increase sales.

 

August 9th – Business-to-Business Telephone Sales Managers – “Hiring the Best Telephone Salesperson”

Presenter: John Dieseth

Description: The salesperson calling customers on the phone to build business-to-business relationships requires different aptitudes than a salesperson calling on customers in the field. The telephone salesperson lacks visual clues, tone of voice is lessened by telephony equipment, and the job is repetitive. Learn a 9-step process to select telephone salespeople who will excel in their job, stick with it, and deliver superior results.

 

September 6th – Business-to-Business Telephone Salespeople – “Asking Good Open-Ended Questions”

Presenter: David Alumbaugh

Description: An open-ended question cannot be answered with a fact or a “yes” or a “no”. A good open-ended question encourages dialogue. Dialogue uncovers business issues, builds relationships and explores needs. During this session, you will learn how to craft open-ended questions, and learn how to use open-ended questions to engage customers and boost sales.

 

September 13th – Consultants Corner – Telephone Sales Coaching

Presenter: Geoff Nichols

Description: Consultants will learn how to coach client telephone salespeople to improve activities, revenue and retention. You will learn about a four-tiered model to determine where coaching will produce the best return on your client’s investment. You will also learn how to drive behavior change through a “Personal Business Plan” using Business Performance Group’s coaching database.

 

October 4th – Business-to-Business Telephone Sales Managers – “Developing Your Telephone Selling Business Model”

Presenter: John Dieseth

Description: It is critically important to have a good business model for your business-to-business telephone selling initiative. What results (typically revenue or leads) are required? What daily activities must be accomplished to achieve these results? During this session, you will learn how to create and manage to a business model which accomplishes your goals.

 

October 18th – Consultants Corner – Business Model Development

Presenter: Geoff Nichols

Description: It is critically important your clients have a good business model for their business-to-business telephone selling initiative. What results (typically revenue or leads) are required? What daily activities must be accomplished to achieve these results? During this session, you will learn how to facilitate the construction of a good business model which accomplishes your client’s goals.


November 8th – Business-to-Business Telephone Salespeople – “Developing an Intense Business Curiosity”

Presenter: David Alumbaugh

Description: As a telephone salesperson selling business-to-business, you must have an intense business curiosity. What makes your customer’s tick? What are your customer’s problems, opportunities and strategies? During this session, you will learn how to develop your business curiosity to enhance relationships and boost sales.

 

November 21st – Consultants Corner – Helping Clients Determine Positioning

Presenter: Geoff Nichols

Description: Success in business-to-business telephone selling often depends on the initial positioning taken by the sales rep. Are we selling directly against competition? Presenting a proposition of greater value? Maybe developing a need? Consultants need to help clients determine the proper positioning through testing and marketing analysis. You will learn how to facilitate positioning discovery to deliver superior results.

 

December 20th – Business-to-Business Telephone Sales Managers – “Orienting the New Telephone Salesperson”

Presenter: John Dieseth

Description: The first days on the job, a new salesperson picks up clues on their new role. What kind of effort is required? How serious is management about activity goals? How do our products and/or services help customers? A proper orientation instills the best habits, and provides a springboard into the position. During this session, learn how to develop an orientation and on-boarding program that aligns with success.