QuickBooks can be a powerful application to help you guide your business. Yet, if you don't design your chart of accounts correctly, you will pull your hair out as you try to get an accurate accounting picture. From receivables to payables, loans to bank accounts, assets to liabilities, the chart of accounts serves as the spine of your finances.

Pamela Lyons, accounting and technology expert, helped hundreds of businesses leverage the power of QuickBooks. Known as the Queen of QuickBooks, Pamela teaches you how to set-up and manage your chart of accounts while using tools that provide you with comprehensive visibility into the finances of your business. With your chart of accounts optimized, your entire accounting world is easy and accurate!

In this webinar, you'll learn how to:
• Set-up a new chart of accounts in your company file
• Structure your list using accounting best practices
• Make changes without compromising the existing data
• Use key functions that will help you administer the program
• Produce accurate balance sheets and profit/loss statements

Included with your registration is 30-day access to the Flash recording of this webinar and Pamela's sample chart of accounts to help you implement the teachings from this virtual training course.

About the Presenter:

. Pamela Lyons Accounting & Accounting Technologies Expert   Pamela Lyons helps businesses and individuals maximize profitability through proven accounting practices integrated with effective accounting technologies. This total accounting solution is the key to financial stability, profitability and long-term growth.   Pamela Lyons develops start-up integrated accounting solutions and transforms troubled accounting programs. She is able to successfully turnaround even the most problematic accounting situations, using her unique process of accounting audit, coupled with analysis of business operations. She then develops an effective accounting practice and software package to meet business goals. For clients requiring even more hands-on support, she provides on-going accounting management services.   Pamela Lyons, who brings the resources of a CFO, is directly involved in every client engagement, and she leads a team of skilled bookkeepers and software technicians. The team brings the total scope of an accounting department: accounts receivables and payables, bookkeeping, collections, payroll, budgeting and financial analysis, financial reporting and accounting information technology. Short-term and long-term engagements are accepted.   Pamela Lyons’ expertise is informed by her 20-year corporate background, her success as an educator and entrepreneurial spirit. Prior to forming her own firm, she provided accounting support to mid-size businesses with the CPA firm, Moore & Co. She was CFO for the ...

Keywords: pamela lyons, queen of quickbooks, quickbooks training, quick books training, online quickbooks training, online quick books training]]>FinanceSmall Business Pamela Lyons Find Your Website Leaks…And Repair Them
Learn how to leverage your website investment to drive revenue
Topic: Business Strategy
Start Time: 8/4/10 2:30pm EASTERN TIME
End Time: 8/4/10 3:30pm EASTERN TIME
Presented by: Philippa Gamse$99.00 per connection

"Our website is great…I think." If you are like most business leaders, you don't know if your website is attracting the right traffic, directing visitors to the best pages, or keeping them on the site. In essence, your website has leaks! There's money that you are spending on your website that you shouldn't … and revenue you aren't getting from your website that you should.

Philippa Gamse, web strategy consultant and founder of Websites That Win, helps companies analyze their website, measure performance, and direct their investment in the website. She teaches you the most common areas (and subtle nuances) where websites fail…and how to fix them. Because you have Google Analytics, you may think you have comprehensive visibility into the website's performance, but as Philippa will show you, there is a whole dimension you are missing….and it's impacting your top and bottom-line.

In this webinar, you'll learn how to:
• Analyze your website and quickly find the most common issues…including SEO
• Look beneath the surface for more subtle leaks that negatively impact performance
• Diagnose the problems and prioritize them for resolution
• Wisely invest in your website to drive revenue
• Use specialized techniques to prevent leaks from occurring in the future
• Identify gaps between your social media campaign and your website

This virtual training course is the best sixty-minute investment you can make in your business today!

As an added bonus, the first 50 registrants receive Philippa's "Leaky Websites" tip sheet to help you implement the teachings from this session.
 

About the Presenter:

Philippa Gamse is a Web strategy expert. She advises business owners and executives on maximizing their return on their Web investment. She is a Certified Management Consultant, a designation earned by less than one percent of professionals. Her clients come from a wide range of industries, and include Harley-Davidson Motor Company, Hilton Hotels Corporation, Goodwill Industries International, Inc., Hanley Wood, and the American Bus Association as well as numerous small and medium-sized businesses. Originally from the UK, Philippa has 10 years of corporate experience in Europe, including several years as a consultant for Deloitte. She founded her US-based business in 1995.

Keywords: Philippa Gamse, web performance, website strategy, website effectiveness, web roi, website return on investment, small business website]]>Business StrategyMarketingSocial Media Philippa Gamse Develop a Strategic Plan to Grow Your Business -- in Just Two Days
Learn how to accelerate growth with a no-nonsense strategic planning process
Topic: Business Strategy
Start Time: 8/5/10 1:00pm EASTERN TIME
End Time: 8/5/10 2:00pm EASTERN TIME
Presented by: John W. Myrna$99.00 per connection

How long have you been saying that you were going to develop your strategic plan, but haven't yet done it. Why? Perhaps, it remains on your to-do list because it feels like a huge, laborious process and you haven't the time to spare to do it. Peak performing companies have a clearly defined strategic plan…and it doesn't have to take long to create an effective one.
 
John Myrna, a strategic planning thought leader and author with 40 years of experience focused on the pragmatic development and implementation of business strategy, helps business leaders quickly and effectively create their strategic plans. In this one-hour webinar, he teaches an accelerated two-day process that guides you through the design of your strategic plan…providing clear focus for your business. Emphasizing real-world, practical skills that you can use now, John will push you out of your comfort zone so you can stop procrastinating and develop your strategic plan right now!
 
In this webinar, you will learn how to:
• Select a starting point for the development of your strategic plan
• Pick a team to participate in the planning process
• Create your strategic plan - in just two days - that guides the direction of your business
• Formulate 90-day tactical action steps to put the plan in motion
• Engage all members of your team and get buy-in, commitment, and passion for the strategic plan

As an added bonus, you'll receive a copy of John’s strategic planning how-to book, Where the Hell Are We?, to reinforce the plan development techniques covered in this webinar.
 

About the Presenter:

John W. Myrna is co-founder of Myrna Associates Inc., a world-renowned group of facilitation experts and management consultants who help organizations to survive turbulent times by designing immediately actionable strategies and workforce evaluations. These roadmaps are developed during intense, two-day offsite sessions where Myrna team members use propriety methodologies to help C-level executives get their companies back on track and, through subsequent coaching, keep them there.   After a successful career as a leader of many companies, John decided to broaden his impact on the business world in 1991 by launching his own firm with his wife and colleague, Mary. Their goal was to help many more companies grow, increase their value, and prevent the need for turnarounds. His methodologies have been time tested and perfected during more than 10,000 hours of fieldwork with hundreds of companies.   His latest books are An End to Meeting Madness, coauthored with Maria C. Birkhead (2009) and Where the Hell are We? (2005), both documenting his methodologies. ...

Keywords: john myrna, develop a strategic plan, strategic planning, where the hell are we,]]>Business StrategyLeadership/Management John W. Myrna Leverage Mobile Marketing to Expand Your Reach
Learn the step-by-step process to successfully implementing mobile marketing in your small/mid-sized business
Topic: Marketing
Start Time: 8/5/10 2:30pm EASTERN TIME
End Time: 8/5/10 3:30pm EASTERN TIME
Presented by: Kelly McIvor$99.00 per connection

More people use mobile phones than the Internet, but few companies are leveraging mobile in their marketing practices. Many think that mobile marketing is just for the big guys … not true! Should you use text-messaging? iPhone apps? Both? Well-executed mobile marketing campaigns can reach double-digit response rates, if you know how to execute them.

Kelly McIvor, 17-year mobile marketing thought leader and University of Washington Graduate School of Communications mobile marketing professor, helps small and mid-sized businesses implement mobile marketing strategies to expand their reach. He teaches you the step-by-step process to successfully leveraging mobile marketing in your B2C business. Attend this virtual training course and you will learn how to effectively design your mobile marketing campaign.

In this webinar, you'll learn how to:
• Analyze your business to make informed decisions about mobile marketing
• Prepare your company to "think mobile" which is different from other marketing programs that you've implemented
• Build your mobile marketing strategy and integrate it into your overall marketing plan
• Select the right techniques for your campaign including: text messaging, iPhone/Droid apps, mobile web, and more
• Pick the right mobile marketing players to support your campaign

As an added bonus, the first 50 registrants receive The Mobile Marketing Workshop Resource Guide (a $39 value).
 

About the Presenter:

Kelly McIvor is a wireless veteran with more than 15 years of experience in marketing and product development. Following 9 years at McCaw Cellular (now AT&T Mobility) he founded WireCutter Technologies, one of the nation's first SMS application providers. He has also helped develop the mobile content and marketing strategies of companies including Warner Music, Hallmark and Disney. Kelly is currently the Chief Product Strategist for SMS Media Group Inc., and also heads the Content Services group for Amdocs Interactive. He holds a BA in Business from the University of Washington, where he is currently an adjunct professor of Mobile Media.

Keywords: Kelly McIvor, mobile marketing, iphone app training, droid app training, text messaging advertising training]]>Marketing Kelly McIvor Improve Morale Following A Workforce Reduction
Techniques That Reduce Stress and Gain Productivity
Topic: Human Resources
Start Time: 8/5/10 4:00pm EASTERN TIME
End Time: 8/5/10 5:00pm EASTERN TIME
Presented by: Dianne Crampton$99.00 per connection

• Create an at-work network to help reduce stress levels within the organization
• Dramatically reduce stress levels with 60-second techniques
• Use holistic approaches to reduce physical, mental and emotional responses to stress
• Use the guide workbook to survey, track and assess stress levels

About the Presenter:

A captivating speaker and inspiring seminar leader, Dianne is changing the business of team development. Building collaboration and trust generates improved productivity faster than any other business development strategy while decreasing costs, acing out the competition, and gaining renewed respect in the workplace. Dianne is the author of TIGERS Among US: 5 Winning Team Cultures and Why They Thrive (Three Creeks Publishing , 2010) contributing consultant to the Pfeiffer Consulting Annual (John Wiles & Sons 2010), author of the e-Action Guide, Melting Your Stress Within 30 Days, and a contributing author to Working Together, (Barrett Kohler 2003).

Keywords: Dianne Crampton, manage stress, stress reduction techniques, workforce productivity, workforce reduction, improve morale, employee morale]]>Human ResourcesLeadership/ManagementProductivity Dianne Crampton The Renegade Approach to Consultative Selling

Topic: Sales
Start Time: 8/10/10 11:30am EASTERN TIME
End Time: 8/10/10 12:30pm EASTERN TIME
Presented by: Andy Miller$99.00 per connection

When you look back at your monthly sales results, did you spend more time making friends… or generating revenue? If you invest the same amount of time with every prospect it results in a full pipeline, but with few or no sales. The key to sales success is being able to separate those prospects ready to buy from those who are not. If you can’t identify real prospects, you’re wasting precious selling time and won’t generate the income you desire.

Andy Miller has taught thousands of sales people around the world how to identify those prospects who are ready to buy. In his renegade approach to consultative selling, Andy teaches you how to separate the real prospects in your pipeline from the tire-kickers. You’ll be empowered to maximize selling time, which leads to higher revenues and commissions.

In this webinar, you’ll discover:
• Techniques to maximize your selling time with prospects eager to buy
• Powerful methods to qualify top prospects and weed out tire-kickers
• Tactics to use when your prospects are shopping competitors
• Proven strategies to differentiate yourself from the crowd
• Best practices to become your prospect’s trusted resource
• How “happy ears” (salesperson’s optimism) is detrimental to effective selling
 

About the Presenter:

Andy Miller is recognized as one of the top 15 sales management consultants in the world. He has worked with over 2000 CEO's & Sales VP's, 14,000 salespeople and 16 of the Fortune 500. His clients include high tech companies, manufacturers, financial services, entrepreneurs and venture capitalist throughout Europe, Asia and Australia. He has been featured on CNN and in Newsweek, Sales and Marketing Management, Selling Power, Success, Your Company and Human Resource Executive Magazines. He has been on stage with speaking greats Jay Abraham, Denis Waitley, Brian Tracy, John Assaraf, Mark Victor Hansen, Robert Allen, Zig Zigler and Chet Holmes. Andy Miller is committed to excellence. He continues to pursue and participate in programs that are both personally enriching as well as stimulating to his business acumen. Andy is a member of the World Entrepreneur Organization and the peer advisory FORUM for CEO's that evaluates businesses on a monthly basis. He is on the American Society of Training and Development (ASTD) Sales Competency Advisory Panel and previously sat on the advisory board to Objective Management Group, Sandler Systems and The United Professional Sales Association (UPSA). Andy was one of the first leadership consultants certified through CMSI in 1997 and among ...

Keywords: consultative selling training, consultative selling seminar, consultative selling online seminar]]>Sales Andy Miller Create a Client Experience to Grow Your Financial Advisor Practice
Strategies for Developing a Consistent, Memorable Impression
Topic: Customer Service
Start Time: 8/10/10 2:30pm EASTERN TIME
End Time: 8/10/10 3:30pm EASTERN TIME
Presented by: John Comer$99.00 per connection

Over 80% of surveyed clients said they were dissatisfied with their financial advisor. That's pretty scary if that includes your client base. You certainly can blame the economy for some of your client’s frustration … but are you responsible too? How you define the client experience affects, not only retention, but also the new clients driven to you…if you have aligned the experience with their needs.

John Comer, Certified Financial Planner and financial advisor consultant, has worked with financial advisors and clients for more than 19 years to help both parties meet their financial goals. He teaches you the importance of consistent impressions … and how it also will help you to be more effective and efficient in servicing your clients. His easy-to-implement formula for defining the client experience increases client satisfaction and becomes a key sales tool that attracts new prospects to you.

In this webinar, you'll learn how to:
• Gather data to best understand your clients' needs, wants, and desires
• Define the client experience aligned with both your objectives and those of your clients
• Develop a consistent, client-focused meeting process that is goal-driven to make you more effective and efficient
• Establish and manage client expectations effectively for high satisfaction
• Communicate your personalized approach to prospective clients

About the Presenter:

John Comer is a principal with Comer Consulting, LLC. Comer Consulting helps financial advisors define their Carriage Trade Experience (client experience) and communicate their individuality. John has been in financial services since 1980. He has earned experience as a financial planner, a product wholesaler, a trainer, a marketer and a general manager. John's marketing and business experience helps you create a focus for your practice. His technical and relational skills help you articulate the distinctive elements of your client experience. His creative and project management skills help you develop communication tools that create powerful first impressions with clients and prospects.

Keywords: John Comer, financial advisor training, financial advisor webinar, financial advisor webinars, financial advisor teleseminar, financial advisor tele-seminars, financial advisor training program, finan]]>Customer ServiceFinanceMarketing John Comer How to Develop a Truly Effective Sales Compensation Plan
Resolve the sales compensation conundrum
Topic: Leadership/Management
Start Time: 8/11/10 1:00pm EASTERN TIME
End Time: 8/11/10 2:00pm EASTERN TIME
Presented by: Alan Rigg$99.00 per connection

Developing a sales compensation plan can be a pretty intimidating undertaking. What are the most critical decisions you need to make? What compensation plan structure will motivate your salespeople to achieve the targets you set for them…without producing unintended consequences?

Sales performance expert, Alan Rigg has helped hundreds of organizations develop effective sales compensation plans. Key questions and concepts from his popular sales compensation product drive this real-world discussion of how to develop a customized compensation plan that will motivate your company’s salespeople to achieve their sales targets.

In this webinar, you'll learn:

• Why 100% commission plans don't work

• Income floor alternatives

• Should commissions be calculated on revenue or gross margin

• Why incentives fail

• 9 steps to developing an effective sales compensation plan

All webinar registrants will receive Alan's special report, "How to Develop an Effective Sales Compensation Plan." And, as an added bonus you will receive 30 days of complimentary access to Alan's 80/20 Sales Leader membership website (a $47 value). Enjoy a rich selection of online sales and sales management training resources, plus the opportunity to speak directly with Alan during four scheduled calls!
 

About the Presenter:

A 24-year student of selling and sales management, sales performance expert Alan Rigg is the author of "How to Beat the 80/20 Rule in Sales Team Performance", "How to Beat the 80/20 Rule in Selling", and creator of the 80/20 Selling System™. During the past eight years he has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. Alan is a past president of the Arizona chapter of the National Speakers Association and specializes in delivering his unique insights into sales and sales management via highly interactive seminars, workshops, webinars and teleconferences.

Keywords: sales compensation, how to pay a sales person, sales commission plan, sales compensation plan]]>Leadership/ManagementSales Management Alan Rigg How to Handle Customers Who File for Bankruptcy
What You Need to Know Before Working With A Claims Trader
Topic: Finance
Start Time: 8/11/10 2:30pm EASTERN TIME
End Time: 8/11/10 3:30pm EASTERN TIME
Presented by: Philip P. Philbin CCE$99.00 per connection

Another customer filed for Chapter 11 bankruptcy and the pain sets in that you will never see a penny of the outstanding receivables. Then, the call comes from a claims trader who offers you sixty cents on the dollar for the outstanding debt. It's as if a fairy has come to rescue you… It's all too tempting, but there are legal risks when selling a note to a claims trader. Before you sign the contract and incur even more headaches, you need to know the ramifications of your decision.

Philip P. Philbin, Certified Credit Executive (CCE) with the National Association of Credit Management (NACM) and 35-year expert, helps business executives navigate through the murky waters of claims traders. Sell the claim to a trader without doing your homework could result in your company getting sued by the very claims trader who bought the debt from you…and for more money than they owe you! Philip teaches you the right time and wrong time to work with claims traders to keep your business out of trouble and actually recover some of your losses.

In this webinar, you'll learn how to:
• Working with claims traders, why they exist, and how their business model works
• Review your customer situation to determine if a claims trader is a good resolution plan
• Identify the right timing to sell your note to a claims trader
• Mitigate the risks in working with claims traders

As an added bonus, you'll receive Philip's white paper on how to effectively work with claim traders.
 

About the Presenter:

Mr. Philip P. Philbin CCE is the Managing Director and Senior Consultant at Commercial Credit Management Associates, LLC (CCMA) and the founder of the company. Mr. Philbin's entire working experience totalling 35 years has been solely in Corporate Credit & Collections Management to which he has distinguished himself as a leader in numerous industries. Mr. Philbin has obtained the coveted designations as Certified Credit Executive (CCE) from the NACM and the designation of Certified International Credit Professional (CICP) from the FCIB. An innovative and energetic leader, skilled communicator, team builder, and adept negotiator.

Keywords: Philip P. Philbin CCE, webinar, webinars, eLearning, e-Learning, finance online training, finance online seminar, how to deal with business customers who file bankruptcy, customers who go bankrupt, ho]]>FinanceLeadership/Management Philip P. Philbin CCE Sell Technology Products Without Selling Technology
Learn how to align your selling approach with the desires of your prospects to drive revenue
Topic: Information Technology
Start Time: 8/12/10 11:30am EASTERN TIME
End Time: 8/12/10 12:30pm EASTERN TIME
Presented by: Randall Munson$99.00 per connection

"This technology is HOT, but my sales people still aren't meeting quota…" Sure, the technology is hot, but the sales people are delivering a cold message. Attempting to dazzle prospects with technology fails to engage today's buyers…they want a solution to a problem. To hit the revenue targets, sales people need to drop the technology product pitch and focus on their prospect’s success.

Randall Munson, best selling author, co-author of "The Sales Coach II" and technology sales thought-leader, helps technology sales people stop selling the features of the technology and start effectively engaging their prospects. He teaches you the critical steps to reaching and interacting with the C-Suite … an essential requirement when selling technology products. Don't let your competitors win the account because they focused on the solution, not the technology product. Learn how you can be the sales person your prospects need, want, and desire.

In this webinar, you'll learn how to:
• Migrate from being a technology product pusher to a true solution provider
• Leverage the 2 things that make your prospect 43% more likely to buy from you
• Create a prospect success vision that motivates them to take action
• Reach senior-level decision makers and engage them in the buying process
• Interact with senior managers so they say, "Yes!" to your solution

As an added bonus, the first 50 registrants receive Randall's key steps to effective technology sales to help you implement the teachings from this training session.
 

About the Presenter:

Randall Munson, president of Creatively Speaking®, offers a welcome solution to the challenge of selling. Why do leading companies, including IBM and Microsoft, call on Randall to increase sales? He delivers results! Having devoted three decades to the successful application of technology to business, he has discovered the secrets to selling technical products and services. He shows sales organizations – from small local companies to top international corporations – how to increase sales. Randall teaches you how to powerfully present your products and services to relate them directly to the desires of your prospects. Move your prospects from confusion to CONTRACT!

Keywords: Randall Munson, selling technology products, The Sales Coach II, sales best practices, technology sales training]]>Information TechnologySales Randall Munson Implement An Employee Engagement Culture
Learn how to leverage employee engagement to build goodwill, productivity, and profits
Topic: Human Resources
Start Time: 8/12/10 1:00pm EASTERN TIME
End Time: 8/12/10 2:00pm EASTERN TIME
Presented by: Hillary Feder$99.00 per connection

According to Gallup, over $350 billion is lost due to employees not being engaged with their employer. When employees aren't engaged, they underperform, become disenchanted, and ultimately, leave their employer. At a time when your company is running lean and mean, you need everyone on your team to be performing optimally to achieve profit goals … the key is establishing an employee engagement culture.

Hillary Feder, founder and CEO of Hillarys LLC, has helped hundreds of business leaders design and implement an employee engagement culture. She teaches you the subtle, yet critical, nuances that communicate appreciation to your employees …inspiring them to work harder for your firm and stay with you for the long haul. Regardless of the economy, there is always a war for the best talent. Establishing an employee engagement culture is your secret weapon to bringing out the best in your people and retaining them.

In this webinar, you'll learn how to:
• Develop a culture of employee engagement to drive productivity
• Increase retention of your top performers and inspire them to perform
• Recognize the achievements of your employees without breaking the budget
• Design programs that show appreciation for the contribution made by your employees to the company

As an added bonus, the first 50 registrants receive Hillary's employee engagement tip sheet to help you implement the teachings from this eLearning session.
 

About the Presenter:

Hillary Feder is a leader in employee engagement. Her core belief is that people are a company's greatest asset. Using a personalized approach and collaborative style, Hillary focuses on creating an emotional connection between employees and their company. Companies value her insight into how to inspire employees to greater levels of enthusiasm. Engaged employees are enthusiastic, contribute ideas, are retained longer, and become valued ambassadors of the company. The net results of such engagement are increased employee productivity, lower client acquisition costs and higher profit margins.

Keywords: Hillary Feder, AskHillarys.com, employee productivity, employee engagement, employee retention programs]]>Human ResourcesLeadership/ManagementProductivity Hillary Feder Process Management for IT & Professional Services Firms
Restore Profitability and Become Scalable Through Process Efficiency
Topic: Leadership/Management
Start Time: 8/12/10 2:30pm EASTERN TIME
End Time: 8/12/10 3:30pm EASTERN TIME
Presented by: Colette Releford$99.00 per connection

As a leader of an IT or professional services firm, you know that cost containment is critical to survive and thrive. Without it, you can't provide competitive pricing on proposals making it difficult to compete. Yet, there is a key part of your business that is draining your profits without you knowing it…process management! IT services firms that do not have documented processes become inefficient, unscalable, and are difficult to manage…and they struggle to generate profits.

Colette Releford, founder of Strive Business Solutions, a leading process management consulting firm, works with IT & professional services business leaders to implement their process management system as part of their profit growth strategy. She teaches you to identify the areas of your business that are ripe for process management for both cost containment and reduction…and the critical steps to implement the plan. Empowered with the knowledge from this eLearning event, you will be armed with the four-step system you need to create an efficient, scalable, metric-driven firm that can successfully compete.

In this webinar, you'll learn how to:
• Identify the key process components that should be documented
• Use a simple process management system to document workflow
• Create flowcharts, work instructions, and checklists…and when to use them
• Critique the documented process using a SWOT analysis to ensure it can be implemented

As an added bonus, the first 50 registrants receive Colette's white paper "Why People Are Also A Process" to help you implement the teachings from this eseminar.
 

About the Presenter:

Colette Releford is the founder and President of Strive Business Solutions. Her career spans more than 20 years in Business Process Management and Developing Systems. She has experience in a variety of industries including Industrial, Technology, Professional Services, Manufacturing and Construction. Within these industries Colette has worked in a variety of supervisory roles. Colette’s strengths include a detailed understanding of the importance of documenting processes in companies in order to make them more effective and facilitate growth. She is also skilled in sales and marketing systems and how they interact with other divisions in companies.

Keywords: Colette Releford, process management, strive business solutions, process efficiency, process inefficiency, document workflow, process training]]>Leadership/ManagementProductivitySales Management Colette Releford How to Effectively Deliver Your Training Online
Learn content delivery techniques that engage and educate your attendees when using webinars.
Topic: Business Communication
Start Time: 8/13/10 1:00pm EASTERN TIME
End Time: 8/13/10 2:00pm EASTERN TIME
Presented by: Sheri Jeavons$99.00 per connection

Online learning is one of the fastest growing market segments today. Companies are turning in droves to web-based training as a cost-effective method for developing their employees. However, if you have delivered one of these sessions using the same presentation and delivery style as your live ones, you probably didn't get the results you desired. Conducting live, web-based training events requires a different presentation, specialized vocal style, and key tools to engage a virtual audience. In essence, you need to create a learning environment that is designed for a distance learning experience.

Sheri Jeavons, innovator of "Webinars that Wow®" and founder of Power Presentations, Inc. helps presenters take their courses online. She teaches you the secrets to engaging your learners and the nuances that you must account for when presenting virtually. You will be armed with the knowledge you need to use webinars to deliver your teachings.

In this webinar, you'll learn how to:
• Modify your existing training courses into dynamic online events geared toward remote learners
• Select compelling content from your repertoire that is appropriate and effective in an online training event
• Transform your speaking style by incorporating the 6 do's and 6 don'ts to engage your audience
• Incorporate interactive tools into your webinar that create a learning environment
• Keep your audience on track by setting guidelines for focused participation

As an added bonus, the first 50 registrants receive Sheri's "Webinars that Wow PIE Format" worksheet.

About the Presenter:

Sheri Jeavons is a highly regarded communications consultant, dynamic speaker and entrepreneur. Realizing that effective communication is the key to success, Sheri founded Power Presentations, Inc. in 1993. Since then, Power Presentations has successfully trained more than 10,000 professionals from many of America’s best known corporations, accounting firms and investment banks.

Keywords: Sheri Jeavons, webinar training, using webinars to deliver presentations, Power Presentations, Presentation that Wow, online training, how to deliver webinars]]>Business Communication Sheri Jeavons Use Search Engine Optimization To Grow Your Business
Myths, Legends, and Facts for Effective SEO for Your Website
Topic: Marketing
Start Time: 8/17/10 2:30pm EASTERN TIME
End Time: 8/17/10 3:30pm EASTERN TIME
Presented by: Ed Taylor$99.00 per connection

“Why is my competitor getting ten times the website traffic that I do?” The world of search engine optimization (SEO) is a mystery for most. Conflicting information and inconsistent advice make you wonder if there truly is a method to getting search engines to highly rank your website. Some (maybe your competitors) have figured it out, and they are getting the traffic you desire!

• What key SEO terms mean…and what they mean for website performance
• How to conduct a “website check-up” to see how visitors interact with your site
• Common website mistakes that kill your Google rankings
• Techniques to identify the best keywords and search terms for your website
• Keys to writing optimized content so your site gets highly-ranked by the search engines
• Subtle changes you can make to your website that helps the search engines to bring visitors

About the Presenter:

Since 1995 I have been a professional Internet marketing speaker and advisor to small businesses. 600+ paid presentations and over 600 clients in more than 100 industries worldwide. I have been responsible for more than $575,000,000 in increased online related revenues. I have seen and dealt with every type of small business you can imagine. I have studied and solved every kind of Internet marketing question, problem, challenge and opportunity. I have identified many website marketing mistakes that curtail the quality and quantity of results. I have been a featured speaker for: Business and Institutional Furniture Manufacture’s Association (BIFMA), California Cemetery Association, Commercial Law League Association (CLLA), Connected International Meeting Planners Association (CIMPA), Department of Technology Bremen, Germany, Direct Marketing Association, Farmers Insurance Group, Florida Aviation Trades Association, Harv Eker’s Guerilla Business School, Hazelden Foundation, Inc. Magazine, International Council of Shopping Centers, (ICSC) International Home and Housewares Show, Mail Order Gardeners Association, Museum Store Association, National Association of Electrical Distributors (NAED), National Association of Music Merchants (NAMM), National Education Association, (NEA) National Speakers Association, Network of Entrepreneurial Women, Society of American Florists, Student Youth Travel Association, The Executive Committee (TEC) Now Vistage 193 presentations, The Learning Annex, UC Berkeley- Haas ...

Keywords: ed taylor, drive traffic to your website, SEO, search engine optimization, internet marketing, seo tools]]>MarketingSmall Business Ed Taylor Negotiate to Win in B2B Sales
Learn how to identify buyer tactics and neutralize them to protect margins
Topic: Business Strategy
Start Time: 8/18/10 2:30pm EASTERN TIME
End Time: 8/18/10 3:30pm EASTERN TIME
Presented by: Stu Schlackman$99.00 per connection

"Your price is 42% higher than your competitor!" Is the price really that much higher or is this a slick buyer tactic intended to trick you into dropping your price? Prospects have become more educated on their options and better prepared to negotiate with sales people. If you haven't elevated your sales game, you'll either lose the deal or lose your shirt.

Stu Schlackman, B2B sales coach and author of "Don't Just Stand There, Sell Something" helps sales people master the negotiation phase of the sales process. He teaches how to identify buyer tactics and counteract them in a B2B sales environment. You'll learn to stop discounting and start negotiating deals that protect margins and relationships.

In this webinar, you'll learn how to:
• Get leverage in the negotiation process by understanding the sources of power
• Develop a negotiation game plan designed for a positive end result for both
• Protect profit margins by effectively positioning the value of your solution
• Manage the demand/counter-demand sequence
• Identify customer negotiation tactics and neutralize them

As an added bonus, the first 50 registrants receive Stu Schlackman's tip sheet to implement the teachings from this virtual sales training program.

About the Presenter:

Stu Schlackman delivers what businesses want in this new decade: RESULTS! Using his 25 + years of success in sales and sales management, Stu has developed a sales process that will give you Superior Sales Results! His Sales Intelligence System is based on his book, Four People You Should Know. Stu started Competitive Excellence in 2004 because of his passion to help companies that are involved in long-term selling relationships to succeed. Today he speaks to groups both large and small helping them use the Sales Intelligence System to increase their win rate, shorten the sales cycle and lower turnover.

Keywords: Stu Schlackman, Don't Just Stand There Sell Something, Four People You Should Know, sales questions, needs analysis, overcoming objections, virtual sales training]]>Business StrategyNegotiationSales Stu Schlackman Select the Right Trade Show
Eliminate the costly mistake of exhibiting at the wrong event
Topic: Leadership/Management
Start Time: 8/19/10 11:30am EASTERN TIME
End Time: 8/19/10 12:30pm EASTERN TIME
Presented by: Barry Siskind$99.00 per connection

There are 13,182 trade and consumer shows annually in North America!

With so many shows to choose from, many marketing managers fall into the trap of selecting a show for the wrong reasons. The key to a successful trade show program is to select the right event the first time. Learn how to develop and use a remarkable new tool that will enhance your event selection.

Barry Siskind, author of the best-seller Powerful Exhibit Marketing, international speaker and Fortune 500 consultant, helps business owners and corporations develop a strategy to select the right trade shows for their business.

During this webinar you will learn to:
• Establish the necessary trade show selection criteria
• Expand your marketing reach whether your program is domestic or international
• Create a unique “Show Selection Evaluation Grid”
• Apply the “Show Selection Evaluation Grid” to your trade shows

About the Presenter:

Barry Siskind is one of North America's most sought after speakers. He brings 25 years of exxperience working with 1000's of companies around the world who want to maximize their investment in trade and consumer shows. Barry founded International Training and Management Company when he saw the need for a sales and marketing company that could focus exclusively on solutions for clients looking to generate more revenue from their trade show investment. Barry has traveled throughout the world advising thousands of clients in virtually all industry groups on their face to face marketing challenges. Barry’s consults with clients to execute the 5 key components of successful trade show involvement including: 1. Show strategy, tactics and promotion 2. Design and fabrication of exhibits 3. Training of booth personnel 4. The generation and follow-up of sales leads 5. Evaluating results Barry works one on one with clients on their exhibit strategies, holds staff training workshops, delivers keynotes, develops mystery shopping programs, implements booth audits, creates successful follow-up programs and evaluate results. His ”Exhibiting Diagnostic” and other resource materials have resulted in several joint ventures by other training companies in Europe, South America and the United States who were looking for the expertise he brings to the trade ...

Keywords: select a trade show, trade show best practices, ]]>Leadership/ManagementMarketingTrade Shows Barry Siskind How to Create Profitable Customer Relationships
Leveraging your marketing ROI- into client retention
Topic: Business Strategy
Start Time: 8/19/10 2:30pm EASTERN TIME
End Time: 8/19/10 3:30pm EASTERN TIME
Presented by: Janet Boulter$99.00 per connection

Has your business lost customers in the last 5 years?  Can your business afford to spend dollars recruiting new customers only to lose those customers to your competition?    Technology and globalization have created a very competitive business climate making it more difficult and more expensive to attract and retain customers.  Your company’s continued success is based on successfully converting your sales and marketing ROI into repeat customers.  Learn the strategies you need to build long-term, profitable relationships with your customers.

Janet Boulter, internationally recognized profitability expert, teaches company leaders how to develop and implement customer profitability programs.  She works with leaders and managers to create programs that build trust, exceed customer’s needs, and generate profits.  

If you want to increase your customer retention, attract new customers and release your non-profitable customers- then you need to attend this webinar.

You will learn how to:
• create the basics of a customer retention program
• translate your customer’s needs/wants into deliverable action items
• build trust and create loyalty with customers
• create “value-added” programs
• measure your success and implement changes

1 CPE credit

About the Presenter:

Janet is an internationally recognized expert on profitability.  With more than 20 years as a business consultant and owner of Center Consulting Group she has worked with a thousand companies to integrate proven strategies for profitability.  As a popular speaker and seminar leader, Janet delivers programs on "10 Commitments to Profitability, Opportunity is Knocking, Building Value for your company, Empowering your employees, Improving your client (customer) profitability, Aligning your corporate strategy for profit, improving customer/client relations and cost management strategies. Center Consulting Group works with clients in a variety of industries offering a patented, proven, approach in five key organizational areas.  We align the strategy, build the value and measure the results. Our mission  is to create and sustain long-term profitability for our clients. Services include consulting, training, keynote speeches and seminars. For more information on improving your company's profitability, please contact us at: info@centerconsultgroup.com or (303) 368-9954.   ...

Keywords: janet boulter, profitable customer relationships]]>Business StrategyLeadership/ManagementMarketing Janet Boulter Effective Business Development Strategies - On A Shoestring Budget
Learn how to build your sales pipeline – without cold calling
Topic: Business Development
Start Time: 8/24/10 1:00pm EASTERN TIME
End Time: 8/24/10 2:00pm EASTERN TIME
Presented by: Shelley Plemons$99.00 per connection

"Our product is fantastic, but our sales pipeline is as dry as the desert!" How do you get the word out so your target prospects know about your solutions? It can be challenging - and costly - if you don't know the secrets of effective business development. Without a strong sales pipeline, revenue is merely a pipedream.

Shelley Plemons, founder of Strategic Sales Solutions, helps sales professionals rejuvenate their sales pipelines using her specialized business development methodology. Using both free and inexpensive resources, she teaches you how to reach prospects …without cold calling. Shelley provides you with the tools your need to quickly build a sales pipeline that keeps revenue flowing.

In this webinar, you'll learn how to:
• Position yourself as a subject matter expert within your target market
• Select the most effective business development channels
• Leverage both free and inexpensive business development tactics
• Design the tools that engage each of the selected channels
• Implement effective business development strategies … that your competition is not using
• Get sales and marketing on the same page for the campaigns

Included with your registration is Shelley's marketing plan calendar template and public relations checklist to help you implement the teachings from this virtual training course.
 

About the Presenter:

Shelley Plemons is a leading sales expert in the areas of successful sales process development, professional selling skills, sales coaching skills as well as deployment of strategic sales initiatives. She has held senior management positions in the sales field throughout her career. Reflecting on her success, Shelley developed a selling system incorporating all of her proven techniques to introduce them to the marketplace. In 2002, she founded Strategic Sales Solutions; her organization is committed to helping organizations who want to dramatically increase their revenue by developing their sales force and programs so that they are the best they can be.

Keywords: Shelley Plemons, Strategic Sales Solutions, creative marketing strategies, free advertising]]>Business DevelopmentSalesSmall Business Shelley Plemons Process Management for Manufacturing & Construction Firms
Restore Profitability and Become Scalable Through Process Efficiency
Topic: Leadership/Management
Start Time: 8/24/10 2:30pm EASTERN TIME
End Time: 8/24/10 3:30pm EASTERN TIME
Presented by: Colette Releford$99.00 per connection

As a leader of a manufacturing or construction firm, you know that cost containment is critical to survive and thrive. Yet, there is a key part of your business that is draining your profits without you knowing it…process management! Manufacturing firms that do not have documented processes and workflow become inefficient, unscalable, and are difficult to manage…and they struggle to generate profits.

Colette Releford, founder of Strive Business Solutions, a leading process management consulting firm, works with manufacturing & construction leaders to implement process management systems as part of their profit growth strategy. She teaches you to identify the areas of your business that are ripe for process management for both cost containment and reduction…and the critical steps to implement the plan. Empowered with the knowledge from this eLearning event, you will be armed with the 4-step system you need to create an efficient, scalable, metric-driven firm.

In this webinar, you'll learn how to:
• Identify the key process components that should be documented
• Use a simple process management system to document workflow
• Create flowcharts, work instructions, and checklists…and when to use them
• Critique the documented process using a SWOT analysis to ensure it can be implemented

As an added bonus, the first 50 registrants receive Colette's white paper "Why People Are Also A Process" to help you implement the teachings from this eseminar.

About the Presenter:

Colette Releford is the founder and President of Strive Business Solutions. Her career spans more than 20 years in Business Process Management and Developing Systems. She has experience in a variety of industries including Industrial, Technology, Professional Services, Manufacturing and Construction. Within these industries Colette has worked in a variety of supervisory roles. Colette’s strengths include a detailed understanding of the importance of documenting processes in companies in order to make them more effective and facilitate growth. She is also skilled in sales and marketing systems and how they interact with other divisions in companies.

Keywords: Colette Releford, process management, strive business solutions, process efficiency, process inefficiency, document workflow, process training]]>Leadership/ManagementProductivitySmall Business Colette Releford Elevate Your Presentations
Powerful Strategies to Engage Your Audience
Topic: Sales
Start Time: 8/24/10 4:00pm EASTERN TIME
End Time: 8/24/10 5:00pm EASTERN TIME
Presented by: Lorraine Howell$99.00 per connection

• How to connect with any audience…in any situation
• Powerful tactics to improve delivery skills and inspire your audience
• Techniques to engage the audience with a memorable introduction and motivate them with a compelling close
• An easy and flexible framework for organizing and prioritizing content
• How to tweak content that will resonate with your audience
• Tips, tools, and strategies to overcome your fear of public speaking

About the Presenter:

In her book Give Your Elevator Speech a Lift! (Book Publishers Network, 2nd Printing November, 2007) communications expert Lorraine Howell shares her step-by-step proven method for eliminating verbal clutter and crafting a clear, concise, and memorable answer to the business question "What do you do?" She developed her ability to help others get to "the meat of the matter" after 12 years as a television news and talk show producer. Since 1998 Lorraine has been coaching top executives and professionals on how to be more effective when speaking to the media or making public presentations. Lorraine is a specialist in message development, networking skills, presentation skills, media interview skills, and crisis communications.  In October, 2008 she returned for the second year to coach the five finalists in the Forbes.com national Boost Your Business Contest in New York City. Howell also speaks on media relations and presentation skills at conferences and seminars. Her clients include Starbucks Coffee Company, Microsoft, Group Health Cooperative, Seattle Children's, ZymoGenetics, Arcadia Biosciences, Attenex, Avvo, Kibble & Prentice, People To People Ambassador Programs, Edelman Public Relations Worldwide. She is a Cum Laude graduate from the University of Washington, Phi Beta Kappa. Lorraine is also a member of Women in Communications, ...

Keywords: deliver a sales presentation, deliver a speech, presentations that win, public speaking, public speaking coaching, public speaking training, overcoming fear of public speaking, improve presentation sk]]>Sales Lorraine Howell Leverage Sales Intelligence for A Competitive Advantage
Know More Than You Ever Thought You Could About Your Prospects, Clients, and Competitors
Topic: Business Development
Start Time: 8/25/10 1:00pm EASTERN TIME
End Time: 8/25/10 2:00pm EASTERN TIME
Presented by: Sam Richter$99.00 per connection

Knowledge is power! As a sales professional, there is a wealth of information available at your fingertips about your prospects, clients, and competitors… but do you know how to find it online? Deals are lost every day because the wrong sales strategy was used or the competition blind-sided the sales person. You've tried Googling before, but with so much garbage information returned, did you find the key information that gave you an advantage to win the account? You need sales intelligence to be competitive in today's marketplace.

Sam Richter, author of the best-selling, award-winning sales intelligence book, Take the Cold Out of Cold Calling, empowers sales professionals by teaching them how to leverage the power of Internet research. Whether you are calling on a prospect for the first time, developing a finalist presentation, or formulating a proposal, Sam teaches you the secret techniques that allow you to zero-in on the exact information you need for a competitive edge. If you believe knowledge is power, you are about to receive super-human sales strength by participating in this virtual training course.

In this webinar, you'll learn how to:
• Use Google search tips and tricks – many that the pros don’t even know
• Get the same premium information as big companies with big budgets… FREE
• Access the "Invisible Web" – valuable websites that search engines (and most people) don't know about
• Develop an account strategy based on sales intelligence for a competitive edge
• Leverage your research to make a great first impression with your prospects
• Differentiate yourself based on better information

Included with your registration is 30-access to the Flash recording of this webinar.

All registrants also receive a FREE copy of Sam’s award-winning book... Take the Cold out of Cold Calling (a $34.95 value)
 

About the Presenter:

Sam Richter is an internationally recognized expert on Sales Intelligence. He has more than 25 years experience in advertising, public relations and ecommerce, creating and managing award-winning technology, sales, and marketing programs for start-up companies and some of the world's most famous brands. His most recent top-selling book, Take the Cold Out of Cold Calling (www.takethecold.com) is now in multiple editions and has won numerous awards. Sam is an internationally sought-after presenter and is founder of the Know More! sales improvement program (www.samrichter.com). Sam was formerly the president of a national business research organization, is a member of the Business Journal's Forty Under 40, and was a finalist for Inc. Magazine's Entrepreneur of the Year. ...

Keywords: Sam Richter, Take the Cold Out of Cold Calling, cold calling training, cold calling webinar, cold calling webinars, cold calling teleseminar, cold calling tele-seminars, cold calling training program, internet research training, sales intelligence, sales intelligence training]]>Business DevelopmentBusiness StrategySales Sam Richter Would Your Business Survive A Crisis?
Learn how to protect your business
Topic: Compliance
Start Time: 8/25/10 2:30pm EASTERN TIME
End Time: 8/25/10 3:30pm EASTERN TIME
Presented by: Peg Jackson$99.00 per connection

BP…Tiger Woods…Arthur Andersen… These businesses have experienced major crises causing severe financial and brand damage or wiping them out entirely. While it is difficult to prepare for the unknown, there are key steps every company – big and small - should take to ensure their business recovers from a crisis.

Peg Jackson, risk management expert and author of the widely-acclaimed book "Reputational Risk Management – The Essential Guide to Protecting Your Reputation in Crisis Situations," helps business executives prepare for and survive a crisis. She teaches you the key elements to include when designing a crisis response plan and how to put into action when needed. Sadly, many businesses never recover from a crisis and shut their doors forever – even if they have adequate insurance coverage. If your company had a crisis today, would it still be around tomorrow?

In this webinar, you'll learn how to:
• Construct a crisis response plan to ensure your company is well-prepared
• Create a crisis communication plan that sends the right message
• Prepare your employees to deal with a crisis
• Interact with the media during a crisis that inspires confidence

As an added bonus, the first 50 registrants receive a Crisis Communication Plan tip sheet to help you implement the teachings from this virtual business training course.
 

About the Presenter:

Her clients call her a “rock star,” a “secret weapon” and a “trusted advisor.” Dr. Peggy M. Jackson is a consultant and nationally recognized lecturer in risk management,business continuity planning, strategic planning and Sarbanes-Oxley compliance. Peg has written books on risk management, business continuity planning, strategic planning and Sarbanes-Oxley compliance published by John Wiley andSons. She is a Principal with Peg Jackson & Associates in Alexandria, VA. Peg earned a doctorate in public administration (DPA) fromGolden Gate University in San Francisco and holds the professional designation of Chartered Property and Casualty Underwriter (CPCU). She designed the Jackson Risk Management Model© as part of an award-winning doctoral dissertation on risk management techniques. Inspired by her clients’ needs, she designed the Done in a Day® risk management, contingency planning and Sarbanes-Oxley best practices product line. These “in a box” solutions have saved her clients valuable time and resources. Peg is a member of the American Association of Insurance Management Consultants and the Washington DC Chapter of the Chartered Property and Casualty Underwriters (CPCU) Society. Peg’s books are published by John Wiley & Sons, Inc. Nonprofit Strategic Planning: Leveraging Sarbanes-Oxley Best Practices Sarbanes-Oxley for Small Businesses: Leveraging Compliancefor Maximum Advantage Sarbanes-Oxley for Nonprofit Boards Nonprofit Risk Management ...

Keywords: Peg Jackson, Reputational Risk Management, Risk Management Training, DRP, Business Continuity Plan Training, Reputational Risk]]>ComplianceLeadership/ManagementRisk Management Peg Jackson Software Development for Business Executives
What You Need to Know to Guarantee Project Success
Topic: Information Technology
Start Time: 8/26/10 1:00pm EASTERN TIME
End Time: 8/26/10 2:00pm EASTERN TIME
Presented by: Gary Gack$99.00 per connection

• Ask the critical questions to ensure the project is scoped correctly
• Develop a “cost of quality” model so you can measure the return on your software investments
• Analyze the status of the project
• Avoid the most common-failure points in software development projects
• Apply the two key steps every leader can take to improve project performance

About the Presenter:

Is an MBA from the Wharton School, a Six Sigma Black Belt, and an ASQ-certified software quality engineer. He provides consulting, training and coaching related to business and software/IT process improvement, with emphasis on “best of breed” integration of proven best practices and models. His primary focus and interest is in helping organizations improve business performance by more effective management of the interface between general managers and software and IT. By working on both sides of the "technology divide" he has helped reduce failures, increase productivity and quality, reduce waste, and control risk. More and more businesses and government agencies are finding software and IT to be crucial to their success and efficiency. From ‘hardware’ products that are becoming software-enabled to enterprise and worldwide information and business platforms – systems of software, technology, and related services drive today’s organizations. This increased reliance is surfacing many shortcomings in the way software and IT are managed. Software and IT projects, like Black Holes, consume vast amounts of time and money, yet often do not deliver what was promised, are frequently late and over budget, and are many are defect prone when deployed. Sometimes not even light comes out!Outright failures are quite common and can ...

Keywords: Gary Gack, managing a software project, IT best practices, manage an IT department, software development, software development project]]>Information TechnologyLeadership/ManagementSmall Business Gary Gack How to Close More Sales... Faster
Learn the key questions that get your deal closed now
Topic: Business Communication
Start Time: 8/26/10 2:30pm EASTERN TIME
End Time: 8/26/10 3:30pm EASTERN TIME
Presented by: Harlan Goerger$99.00 per connection

"Why are the revenues down? The pipeline is full but the sales are not closing! Why?" How salespeople ask the right questions makes a huge difference in the sales interview outcomes. We find far too many salespeople focus on the product rather than investing time in effective questioning and discovery. Is it their fault; or is it they just do not understand the power of effective questions and how it can close more sales? A sales team that continues to fill the pipeline but does not close means lost opportunity!

Harlan Goerger has committed the last 30 years as a salesperson and trainer to understand great communications. He is the author of "The Selling Gap, Selling Strategies for the 21st Century," which focuses on mastering prospect questioning. This webinar will help your team bridge the communications gap that most salespeople miss. Yes, that most important one question that can turn the sales call into a closed sale.

In this webinar, you will learn how to:
• Create powerful open-ended questions through the 5 Levels of Discovery
• Quickly and effectively uncover prospects real "hot buttons".
• Control and direct the sales process through effective questioning
• Lead buyers to ask how they can buy, never ask closing questions again
• Use powerful sales interview tools that build more confidence.

All registrants receive Harlan's 60-minute podcast titled "Mastering Questions."

About the Presenter:

Sales Expert and Trainer Harlan Goerger (Gr-Gr) brings almost three decades of experience to modern sales. Author of The Selling Gap and over 100 articles on sales & sales management, Harlan provides the proven ideas that change thinking, skills and results for your team. By applying innovative ideas provided by Harlan, many of his clients have seen growth numbers into the 400% level! Through the application of modern scientific persuasion and influence tools, salespeople perform better, leaders lead better!

Keywords: sales interview questions, sales questions, interview questions, selling, sales and marketing. harlan goerger]]>Business CommunicationSales Harlan Goerger Empower Others to Promote Your Business

Topic: Marketing
Start Time: 8/27/10 2:30pm EASTERN TIME
End Time: 8/27/10 3:30pm EASTERN TIME
Presented by: Andrea Sittig-Rolf$99.00 per connection

What if you could cut your prospecting time in half? How about never having to prospect for business again because you’ve developed a network of Ambassadors to seek and find business for you? The Ambassador relationship is the ultimate relationship in sales. Also known as champions or advocates, Ambassadors see such benefit in what you do and the products and services you provide, that they’re happy to promote you to their peers, colleagues and customers; so much so, that by the time you learn of a particular opportunity, it’s a done deal!

Sales guru Andrea Sittig-Rolf pushes referral marketing to the next level with her proven Ambassador Method. Power Referrals teaches her step-by-step process of creating and deploying an army of referral-givers who do the selling for you – freeing up the time you need to grow your business. In this webinar you’ll learn how to:

• Employ the ACT (Acquire, Cultivate, Teach) principle to build your Ambassador sales force
• Convince referral-givers that your gain is their gain
• Create your Ambassador Toolkit to make it easy for others to promote you
• Leverage Ambassadors to close more deals than you thought possible

As an added bonus, the first 50 registrants will receive a FREE copy of Andrea’s book “Power Referrals: The Ambassador Method for Empowering Others to Promote Your Business and do the Selling for You” (McGraw-Hill, 2008) that includes 19 free downloads of worksheets and templates that correspond to the chapters in the book, empowering you to apply what you’ve learned from the book in your own business.

About the Presenter:

Andrea Sittig-Rolf helps sales organizations inspire change, maximize sales, and increase bottom line results. Business savvy with a passion for people, she understands how to help salespeople be their best and has what it takes to inspire them. Andrea is a successful entrepreneur, author and sales trainer, and is in high demand as a speaker and workshop leader. Andrea is the author of 3 compelling sales books; the first, called Business-to-Business Prospecting: Innovative Techniques to Get Your Foot in the Door with any Prospect, (Aspatore Books, 2005) is endorsed by best-selling author Brian Tracy, as well as Skip Miller, Steve Farber and Ronald J. Walsh. Her second book, The Seven Keys to Effective Business-to-Business Appointment Setting: Unlock Your Sales Potential (Aspatore Books, 2006) is endorsed by several sales professionals and the foreword is written by Tom Ziglar, son of Zig Ziglar and CEO of Ziglar, the company. Her next book, Power Referrals: The Ambassador Method for Empowering Others to Promote Your Business and Do the Selling For You, endorsed by Tom Hopkins, will be published by McGraw-Hill in October, 2008. Andrea is the founder and President of Sittig Incorporated, a sales training and consulting organization based in Redmond, WA. www.sittiginc.com ...

Keywords: andrea sittig-rolf, andrea sittig rolf, power referrals, how to get referrals, how to ask for referrals, training on referrals, sales elearning, sales webinar, sales webinars]]>MarketingSalesSmall Business Andrea Sittig-Rolf Get In Front of Decision Makers
Learn how to open the door to the executive suite to increase your sales
Topic: Business Development
Start Time: 8/31/10 1:00pm EASTERN TIME
End Time: 8/31/10 2:00pm EASTERN TIME
Presented by: Drew Stevens PhD$99.00 per connection

"We have a great product, but I can't get meetings with the right people!" One of the biggest sales person frustrations is not being able to get in front of decision makers. Gatekeepers, caller ID, and voice mail keep you from reaching the executive suite, and if you can't get the meeting … you can't get the sale.

Dr. Drew Stevens, author of Split-Second Selling and sales effectiveness expert, helps sales people reach and engage corporate decision-makers. He teaches you guerilla tactics to develop an account strategy, avoid prospecting traps, and grow your sales pipeline. Join Dr. Drew to learn techniques that will make you more effective in your pursuit of new business.

In this webinar, you'll learn how to:
• Select the right prospects (at the right time) to pursue
• Create an account profile that helps you develop a strategy to win the business
• Use competitive intelligence to get an audience with decision-makers
• Leverage networking to meet the key people in your targeted accounts
• Develop an introductory letter that opens doors to executives

Included with your registration is Drew's eBook "Finish Line Selling" and white paper "Increasing Sales Effectiveness" to help you implement the teachings from this virtual training course.
 

About the Presenter:

Drew Stevens PhD, President of Stevens Consulting Group and renowned author, consultant and sales expert literally wrote the book on improving sales skills. Dr. Drew is the author of the best seller Split Second Selling and Ultimate Business Bible that have helped thousands of frustrated sales managers, selling professionals and entrepreneurs improve their skills and gain dramatic results. Experienced with helping entrepreneurs and mid sized business, Dr. Drew works with organizations that desire to dramatically accelerate business growth! Drew has been successful in developing a consistent business methodology that increases customer acquisition by 40% while creating selling standards to reduce labor intensity-resulting in record revenues and higher productivity and profitability.

Keywords: sales training webinar, drew stevens, virtual sales training]]>Business DevelopmentBusiness StrategySales Drew Stevens PhD Bring Out The Best In Your People
Learn how to maximize your strongest corporate asset…your employees
Topic: Business Strategy
Start Time: 8/31/10 2:30pm EASTERN TIME
End Time: 8/31/10 3:30pm EASTERN TIME
Presented by: Tammi Brannan$99.00 per connection

Throw out the job descriptions! Each of your employees has skills and talent beyond what you have asked them to do for the company. Imagine if each of your employees was best positioned to leverage their expertise. Now that's powerful!

Tammi Brannan, business coach and team development expert, helps companies maximize the contributions from their employees. She teaches you how to identify the unique skill-set that each of your employees have…and align them with the right tasks for your business. Optimized workforces produce at peak levels…which drives productivity and the bottom-line.

In this webinar, you'll learn how to:
• Get employee buy-in on the objectives of the employee development program
• Conduct focused employee interviews to determine unique skill-sets
• Select the right employees to facilitate these interviews…it may not be their manager
• Use the information gathered from the interviews for "employee pairing"…to drive performance and productivity
• Assign appropriate tasks to employees to achieve the corporate vision

As an added bonus, the first 50 registrants receive Tammi's eBook to help you implement the teachings from this session.

About the Presenter:

Tammi Brannan has owned and jointly operated businesses for the last 15 years. Her main responsibility was maximizing workforce productivity and efficiency. In this time, she learned the concepts behind Instinctive Life. In the last 3 years, Tammi has developed a process that will help businesses accomplish that same objective - gaining maximum worth from each employee, turning stagnate profits into staggering gain.

Keywords: Tammi Brannan, motivate employees, bring out the best in your people, employee performance, performance improvement plan, pip]]>Business StrategyInformation TechnologyLeadership/Management Tammi Brannan Run Leadership Meetings That Burst With Fresh Ideas
Learn how to facilitate meetings that encourage creativity, collaboration, and brain-sharing
Topic: Business Strategy
Start Time: 9/2/10 1:00pm EASTERN TIME
End Time: 9/2/10 2:00pm EASTERN TIME
Presented by: John W. Myrna$99.00 per connection

As the African proverb goes, “If you want to go fast, go alone; if you want to go far, go together.”  Senior executives are only as good as their teams. And, many struggle to get the fantastic ideas trapped in their team's heads, out in the open. Without those ideas, senior executives are left to figure it out on their own…and no one person has all the answers. Creativity, collaboration, and brain sharing are key ingredients in your recipe for business success.

John Myrna, a management expert and author with 40 years of experience focused on effective leadership team development, has helped hundreds of business executives to get fresh ideas from their teams. He'll teach you an easy-to-implement methodology that fosters participation among leadership peers. With John's teachings, you'll learn how to conduct productive, high-stakes meetings that encourage idea sharing from participants.

In this webinar, you will learn how to:

• Create an environment that fosters creativity, collaboration, and brain-sharing
• Set ground rules and roles that encourage participation and idea contributions
• Unleash the genius of each meeting participant while still building consensus
• Get your team on board and committed to act on the decisions made in the meeting
• Define clear next steps for the team following the meeting

As an added bonus, you'll receive a copy of John's book "An End to Meeting Madness" to help you implement the lessons of this webinar.
 

About the Presenter:

John W. Myrna is co-founder of Myrna Associates Inc., a world-renowned group of facilitation experts and management consultants who help organizations to survive turbulent times by designing immediately actionable strategies and workforce evaluations. These roadmaps are developed during intense, two-day offsite sessions where Myrna team members use propriety methodologies to help C-level executives get their companies back on track and, through subsequent coaching, keep them there.   After a successful career as a leader of many companies, John decided to broaden his impact on the business world in 1991 by launching his own firm with his wife and colleague, Mary. Their goal was to help many more companies grow, increase their value, and prevent the need for turnarounds. His methodologies have been time tested and perfected during more than 10,000 hours of fieldwork with hundreds of companies.   His latest books are An End to Meeting Madness, coauthored with Maria C. Birkhead (2009) and Where the Hell are We? (2005), both documenting his methodologies. ...

Keywords: run a leadership meeting, leadership ideas, john myrna, strategic planning, an end to the meeting madness,]]>Business StrategyLeadership/Management John W. Myrna Managing Workplace Conflict
Learn how to successfully implement organizational change
Topic: Business Strategy
Start Time: 9/2/10 2:30pm EASTERN TIME
End Time: 9/2/10 3:30pm EASTERN TIME
Presented by: Dee Knapp$99.00 per connection

Change! The word scares most people to death, but it's a critical success component in business. As an executive, you are tasked with championing change to drive the growth of the company. Yet, if your employees are not on-board, unhealthy conflict arises … and productivity, morale and profits suffer.

Dee Knapp, employment attorney and expert mediator, helps business and HR leaders successfully implement workplace changes. A member of the American Arbitration Association Mediation Panel, Dee teaches you the critical steps to take during organizational change to minimize conflict. Change can be a powerful tool to drive the profitability of the company … if you've mastered the methodology to implement it.

In this webinar, you'll learn how to:
• Knock down the employee defense walls that resist change
• Get employee buy-in on the need for change
• Implement effective change management strategies
• Use a 4-step process for turning conflict into opportunity
• Recognize the difference between constructive and destructive conflict
• Turn destructive conflict into constructive opportunity

The first 50 registrants also receive Dee's white paper on managing conflict during organizational change to help you implement the teachings from this training session.
 

About the Presenter:

Dee Knapp, president of Accord & Collaboration Dispute Resolution Services has been providing mediation, facilitation, conflict coaching and training that addresses workplace conflict for over twenty years. She speaks and trains nationwide and is currently an adjunct professor at Seattle University School of Law teaching “Client Counseling and Negotiations” and “Mediation.” She holds a law degree from the University of Washington and has a B.A. from the University of Colorado in Sociology and Psychology. As a mediator, Ms. Knapp serves on panels for the American Arbitration Association, the EEO Commission, the U.S. Postal Service REDRESS panel and several community programs.

Keywords: Dee Knapp, workplace conflict, change management, American Arbitration Association,]]>Business StrategyHuman ResourcesLeadership/Management Dee Knapp How to Protect Your Financial Self and Protect Your Investments
Learn how to become a better investor...what to do and what to avoid
Topic: Investing
Start Time: 9/8/10 1:00pm EASTERN TIME
End Time: 9/8/10 2:00pm EASTERN TIME
Presented by: Scott Barclay$99.00 per connection

Not everyone needs financial advice from a stock broker or financial advisor to protect and grow their wealth. There are many ways to handle your investments. The key is to determine the right approach for you.

Former stockbroker, Scott Barclay knows the secrets to smart investing. Scott’s advice comes without bias or an agenda, does not sell any investment products or services. In this webinar, he shares the insight and Wall Street secrets he gathered during his years of successful investing. Scott guides you through the process of making the right decisions when managing your wealth portfolio.

In this webinar, you'll learn how to:
• Invest wisely on your own and save a fortune… Yes, you can do it!
• Determine when, and if, you need a stock broker to manage your investing
• Reduce your investment costs by avoiding unnecessary fees
• Protect your hard-earned wealth while continuing to grow it

As an added bonus, the first 50 registrants receive Scott's eBook "How The Investment Business Really Works."

About the Presenter:

Scott Barclay has worked for Wall Street's biggest firms and knows how wall street works and how the investment business really works. Barclay shares the 'secrets' of the investment industry as few can and fewer do. Most speakers in this area are compensated for selling products. Barclay offers investment advice without an agenda, ie. does not sell any investment products. Barclay loves to educate people on investing for themselves, what to do and especially what not to do.

Keywords: Scott Barclay, investing training, investing webinar, investing eLearning course, investing e-Learning course, investing online training, investing online seminar]]>Investing Scott Barclay Write a Business Plan for Your Small Business

Topic: Business Strategy
Start Time: 9/8/10 2:30pm EASTERN TIME
End Time: 9/8/10 3:30pm EASTERN TIME
Presented by: Sarah Day$99.00 per connection

Operating without a business plan is like driving across the country without a roadmap. You may have a destination in mind, but without a clear route to follow you won’t get there when you want to – if at all! But getting your plan off the ground may be a challenge. Where do you begin? What is the most important information to gather?

In this webinar, Sarah Day, small business growth strategist and founder of Day One Business Services, details the elements of a complete plan to help you develop an outline relevant for your own, unique business. Using real-world examples from actual small business plans, Sarah gives you the information you need to create a plan to propel your business forward.

You’ll learn:

• The most critical areas to focus on for your plan
• What to prepare for yourself vs. for a lender
• What financial information you should expect to prepare
• Common missteps or mistakes that can derail your plan
• How to use the plan once it’s done

All registrants also receive a copy of Sarah Day's comprehensive business plan outline.

About the Presenter:

Sarah Day is a small business growth strategist. Her company, Day One Business Services, helps small enterprises improve their overall management ~ from profitability to marketing to staffing to operations. Sarah is an accredited executive associate of the Institute for Independent Business, a nonprofit research, training, and accreditation organization devoted to helping small business.

Keywords: develop a small business plan, write a business plan, business planning for small business, sarah day, day one business services]]>Business StrategySmall Business Sarah Day Use Video To Grow Your Business
Learn how to leverage video to increase revenue
Topic: Business Strategy
Start Time: 9/8/10 4:00pm EASTERN TIME
End Time: 9/8/10 5:00pm EASTERN TIME
Presented by: Marianne Badar Ohman$99.00 per connection

"YouTube is child's play…" Wrong! "Video is expensive" Not true! There are many misconceptions about using video in business. Videos are a powerful tool to drive growth. You've used blogging and social networking. Learn how to take advantage of video as part of your marketing strategy.

Marianne Badar Ohman, 30-year video producer and communication strategist, helps small businesses design and implement their video strategy. She teaches you the steps to creating an effective video campaign to grow your business without breaking your budget. From brand building to lead generation, video could be the tool you need to increase sales.

In this webinar, you'll learn how to:
• Develop your video campaign strategy
• Create a highly effective video that gets watched
• Select the best placement for your video on your website
• Determine the best hosting venue… your website versus YouTube
• Keep your videos legal – copyright, permissions, etc.
• Monitor the results of the campaign

As an added bonus, the first 50 registrants receive a complimentary video review by Marianne Badar Ohman. (a $75 value)
 

About the Presenter:

Marianne works with corporate and non-profit leaders to create communications strategies that build strong relationships with staff, team members and clients. She specializes in developing creative communications projects that align with your strategic plans and is an expert at managing projects that involve multiple media such as print, promotional materials, video, live presentations and conferences. With her background in interpersonal communications, she knows how to create messages that make an impact with your specific audiences. Whether you want to communicate to large audiences, or one-on-one, Marianne can help you with your communications.

Keywords: Marianne Badar Ohman, YouTube training, create an effective video, video marketing, video campaign]]>Business StrategyMarketingSocial Media Marianne Badar Ohman Performance-Based Sales Recruiting
How to Hire More Top Sales Producers and Jump-Start New Hire Sales Performance
Topic: Leadership/Management
Start Time: 9/9/10 1:00pm EASTERN TIME
End Time: 9/9/10 2:00pm EASTERN TIME
Presented by: Alan Rigg$99.00 per connection

How expensive are sales hiring mistakes? To answer this question, take a look at the difference in revenue, gross margin or profit (whichever number is most important to you) produced by your company’s top sales producers and your bottom sales producers. Then add in the costs of recruiting and training new salespeople. What do these numbers add up to for YOUR company?

Alan Rigg, author of “How to Beat the 80/20 Rule in Sales Team Performance” and creator of the 80/20 Selling System™, has helped business owners, executives and managers at hundreds of companies end the frustration of 80/20 sales team performance (where just 20% of salespeople produce 80% of sales results). In this webinar he will teach you his proven, step-by-step processes for (1) consistently sourcing, identifying and hiring top sales producers and (2) jump-starting new hire sales performance.

In this webinar, you'll learn:

• Why sales hiring mistakes happen

• How to write an effective sales recruiting ad

• How to create a list of performance-based screening and interview questions

• How to determine whether sales job candidates have the talents required to “walk their talk”

• How to train salespeople to “get dangerous quickly” with new products and services

All webinar participants will receive Alan’s Performance-Based Recruiting special report. And, as an added bonus you will receive 30 days of complimentary access to his 80/20 Sales Leader membership website (a $47 value). Enjoy a rich selection of online sales and sales management training resources, plus the opportunity to speak directly with Alan during four scheduled calls!

About the Presenter:

A 24-year student of selling and sales management, sales performance expert Alan Rigg is the author of "How to Beat the 80/20 Rule in Sales Team Performance", "How to Beat the 80/20 Rule in Selling", and creator of the 80/20 Selling System™. During the past eight years he has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. Alan is a past president of the Arizona chapter of the National Speakers Association and specializes in delivering his unique insights into sales and sales management via highly interactive seminars, workshops, webinars and teleconferences.

Keywords: sales recruiting, performance based sales recruiting, hire top sales producers, alan rigg, How to Beat the 80/20 Rule in Sales Team Performance, 80/20 Selling System ]]>Leadership/ManagementSales Management Alan Rigg Create an Accountable Workforce to Grow Your Bottom-Line
Lead—Don’t Manage Your Employees to Success
Topic: Leadership/Management
Start Time: 9/9/10 2:30pm EASTERN TIME
End Time: 9/9/10 3:30pm EASTERN TIME
Presented by: Joel Head$99.00 per connection

• Management skills required to develop an accountable team
• Why incentives don’t always work – and when they can
• How to communicate with your employees to encourage accountability.
• Elements of the “new science” behind effective goal-setting
• An easy to implement process to get commitment to stick immediately
• How to create goals and delegate in a way that will motivate employees

About the Presenter:

Joel H. Head, Business Coach, is former Partner with Ernst & Young, LLC and a Principle with Mercer HR. For the past 15 years, he has been writing and speaking about, and leading workshops on strategy and employee accountability. He is the author of the forthcoming eBook, How to Build Workplace Accountability. For more information, visit his website: http://eee.accountable-workplace.com.

Keywords: joel head, workforce accountability, improve your bottom-line, manage employees, how to increase profit]]>Leadership/Management Joel Head Position Your Business for Profitability
Learn how to strategically out maneuver the competition
Topic: Business Coaching
Start Time: 9/10/10 1:00pm EASTERN TIME
End Time: 9/10/10 2:00pm EASTERN TIME
Presented by: Denise Harrison$99.00 per connection

"Business was great no matter what we did – and then it all came to a screeching halt." The strategies that helped you build your business won't be the ones that get you out of trouble. The effects of the economic downturn create challenges for many small to mid-sized businesses, but tremendous opportunity lies ahead for the ones who can best overcome them. What is your plan to out maneuver the competition and drive the profitability of your business?

Strategic planning expert, Denise Harrison leverages her hands-on expertise as a former company president and Fortune 500 senior executive to help small and mid-sized firms position their business for profitability. She shares the insight she gained as a corporate executive as pearls of wisdom that you can immediately apply to your business. Denise guides you through the analytical process that allows you to take a fresh look at your business strategy, challenge the status quo, and chart a new course for profits.

In this webinar, you'll learn how to:
• Streamline your business by taking a fresh look… Have you really analyzed the best way to meet your customer needs?
• Identify your new ideal customer profile… the right customer for your new business strategy
• Creatively search for opportunities to differentiate your business from the competition
• Study industry trends use them to improve your bottom-line
• Drive profitability by leveraging your unique capabilities in the marketplace

As an added bonus, the first 50 registrants receive Denise's eBook "Strategic Planning Tune-up" to help you implement the teachings from this training.
 

About the Presenter:

Nationally renowned strategic planning expert, Denise Harrison, understands the tough situations businesses face and knows how to develop solutions in a variety of environments. Denise’s background includes “old” and “new” economy experience combined with diverse functional experience, which enable her to communicate with executives peer to peer using thought provoking real life examples. Her presentations energize executives to think strategically, execute efficiently, and capitalize on the intellectual capital resident in their organization. In addition to speaking, Denise consults to a variety of organizations. This hands-on experience gives her fresh insight into current business issues. Executives take away practical ideas for enhancing their organization’s performance. Experience: As President of a financial services firm, Denise significantly enhanced profitability and improved cycle time by 60%. As President of a division of a Fortune 500 information services company, Denise successfully developed the corporation’s international expansion plan and installed disciplined systems for tracking and responding to competitive market conditions and changes. Other responsibilities included: VP Operations, VP Marketing, Sr. VP and General Manager of two operating divisions.   Her clients include manufacturing companies ranging from specialty chemicals to computer storage devices, and service companies ranging from banks to software developers.   Denise graduated from Wellesley College with a BA in Economics and ...

Keywords: recession, strategy, strategic planning, business planning, market turbulence, leadership, management, small business management, small business leadership, denise harrison]]>Business CoachingBusiness StrategyLeadership/Management Denise Harrison Leverage Buyer Styles to Win More Sales
The missing ingredient that keeps you from closing more
Topic: Business Communication
Start Time: 9/14/10 11:30am EASTERN TIME
End Time: 9/14/10 12:30pm EASTERN TIME
Presented by: Andy Miller$99.00 per connection

Finally, you have the meeting with the decision maker that you have chased for months. No sale! You just could not make a connection with her. Was the prospect a jerk or was it your approach that caused the meeting to go badly? Sales people who approach every prospect the same way have a 75% chance of blowing the meeting! There is a critical factor they are missing…

Andy Miller, 20 year sales management expert, helps sales professionals to understand what motivates buyers to buy and from whom. He teaches the drivers behind the 4-buyer styles four-buyer styles you encounter when selling within seconds of meeting them. Andy works with sales professionals to master this all too often missing ingredient from their sales arsenal to close more...faster.

In this webinar, you will discover:
• Techniques to make a powerful first impression
• Insight into the four-buyer styles and how to identify them in 30 seconds flat
• How to adapt your style to each buyer to motivate them to buy
• Techniques to prepare for each buyer type so you can move through the sales process effectively
• How to interact with clients based on your selling style
 

About the Presenter:

Andy Miller is recognized as one of the top 15 sales management consultants in the world. He has worked with over 2000 CEO's & Sales VP's, 14,000 salespeople and 16 of the Fortune 500. His clients include high tech companies, manufacturers, financial services, entrepreneurs and venture capitalist throughout Europe, Asia and Australia. He has been featured on CNN and in Newsweek, Sales and Marketing Management, Selling Power, Success, Your Company and Human Resource Executive Magazines. He has been on stage with speaking greats Jay Abraham, Denis Waitley, Brian Tracy, John Assaraf, Mark Victor Hansen, Robert Allen, Zig Zigler and Chet Holmes. Andy Miller is committed to excellence. He continues to pursue and participate in programs that are both personally enriching as well as stimulating to his business acumen. Andy is a member of the World Entrepreneur Organization and the peer advisory FORUM for CEO's that evaluates businesses on a monthly basis. He is on the American Society of Training and Development (ASTD) Sales Competency Advisory Panel and previously sat on the advisory board to Objective Management Group, Sandler Systems and The United Professional Sales Association (UPSA). Andy was one of the first leadership consultants certified through CMSI in 1997 and among ...

Keywords: close a sale, increase sales, sales best practices, sales technique, conduct a needs analysis, communicating with prospects]]>Business CommunicationSalesSmall Business Andy Miller Master QuickBooks Chart of Accounts
Learn how to develop a solid foundation for your accounting program
Topic: Finance
Start Time: 9/14/10 1:00pm EASTERN TIME
End Time: 9/14/10 2:00pm EASTERN TIME
Presented by: Pamela Lyons$99.00 per connection

QuickBooks can be a powerful application to help you guide your business. Yet, if you don't design your chart of accounts correctly, you will pull your hair out as you try to get an accurate accounting picture. From receivables to payables, loans to bank accounts, assets to liabilities, the chart of accounts serves as the spine of your finances.

Pamela Lyons, accounting and technology expert, helped hundreds of businesses leverage the power of QuickBooks. Known as the Queen of QuickBooks, Pamela teaches you how to set-up and manage your chart of accounts while using tools that provide you with comprehensive visibility into the finances of your business. With your chart of accounts optimized, your entire accounting world is easy and accurate!

In this webinar, you'll learn how to:
• Set-up a new chart of accounts in your company file
• Structure your list using accounting best practices
• Make changes without compromising the existing data
• Use key functions that will help you administer the program
• Produce accurate balance sheets and profit/loss statements

Included with your registration is 30-day access to the Flash recording of this webinar and Pamela's sample chart of accounts to help you implement the teachings from this virtual training course.
 

About the Presenter:

. Pamela Lyons Accounting & Accounting Technologies Expert   Pamela Lyons helps businesses and individuals maximize profitability through proven accounting practices integrated with effective accounting technologies. This total accounting solution is the key to financial stability, profitability and long-term growth.   Pamela Lyons develops start-up integrated accounting solutions and transforms troubled accounting programs. She is able to successfully turnaround even the most problematic accounting situations, using her unique process of accounting audit, coupled with analysis of business operations. She then develops an effective accounting practice and software package to meet business goals. For clients requiring even more hands-on support, she provides on-going accounting management services.   Pamela Lyons, who brings the resources of a CFO, is directly involved in every client engagement, and she leads a team of skilled bookkeepers and software technicians. The team brings the total scope of an accounting department: accounts receivables and payables, bookkeeping, collections, payroll, budgeting and financial analysis, financial reporting and accounting information technology. Short-term and long-term engagements are accepted.   Pamela Lyons’ expertise is informed by her 20-year corporate background, her success as an educator and entrepreneurial spirit. Prior to forming her own firm, she provided accounting support to mid-size businesses with the CPA firm, Moore & Co. She was CFO for the ...

Keywords: pamela lyons, queen of quickbooks, quickbooks training, quick books training, online quickbooks training, online quick books training]]>FinanceSmall Business Pamela Lyons Profitability 911
Learn how to implement the 4 secrets of high performance organizations to drive profitability
Topic: Leadership/Management
Start Time: 9/15/10 2:30pm EASTERN TIME
End Time: 9/15/10 3:30pm EASTERN TIME
Presented by: Jim Stewart$99.00 per connection

You've made the tough cuts to improve the bottom-line. But, being in crisis-mode has led you away from the management principles that drive profitability. The time has come to revisit those principles and put them into action. Your business depends on it!

Jim Stewart, business growth expert and founder of Profit Path, helps business leaders leverage the four secrets of high performance organizations. He teaches you the keys that drive profitability and how to implement them in your company. Help your team deliver the results that your company needs…now.

In this webinar, you'll learn how to:
• Establish performance goals and align your employees with your profit targets
• Use planning to keep your team focused on driving profitability
• Ensure goals that are set…are met and exceeded
• Select the right people for the right roles to achieve the goals
• Use the 3 key processes that lead organizations to deliver optimal performance

As an added bonus, the first 50 registrants receive Jim's tipsheet on high performance organizations.

About the Presenter:

Jim Stewart is the founder of ProfitPATH, a strategy consulting practice specializing in driving business growth in owner managed companies. For 11 years he has helped business owners make more profit while running their company and more money when they sell the business. Before that Jim spent 25 years in major corporations in Canada and Internationally, holding positions as a Marketing and Sales Executive before becoming CEO of the Canadian subsidiary of one of the companies. Jim has been interviewed for Television and publishes articles on growth related topics. He has an MBA from the University of Toronto.

Keywords: Jim Stewart, profitpath, profitability planning, leadership strategy, leadership training, business plan, business planning ]]>Leadership/Management Jim Stewart Measuring the Value of Your Trade Show Program
Learn the secrets to maximizing your investment in trade shows
Topic: Finance
Start Time: 9/16/10 1:00pm EASTERN TIME
End Time: 9/16/10 2:00pm EASTERN TIME
Presented by: Barry Siskind$99.00 per connection

Over 73% of CFOs cite ROI as a critical factor in their evaluation of trade shows…

Yet, only a small handful of them have the metrics to justify their investment. Marketing programs that don't demonstrate a financial return for the investment are in danger of being cut from the budget. Who is accountable in your company for demonstrating the return on investment (ROI) from your trade show program? Don't lose your trade show budget because you couldn't justify the investment.

If ROI accountability resides with you, join Barry Siskind, author of the best-seller Powerful Exhibit Marketing, international speaker and trade show expert and Fortune 500 consultant, for this information-packed webinar. Barry teaches those responsible for maximizing the investment in trade shows how to identify and interpret the measurements of trade show success.

During this webinar you will learn to:
• Identify the right success metrics for your trade show program
• Develop a strategy to use metrics to gauge ROI of the trade show program
• Establish benchmarks to create continual program improvement
• Document and present the results of the trade show program

About the Presenter:

Barry Siskind is one of North America's most sought after speakers. He brings 25 years of exxperience working with 1000's of companies around the world who want to maximize their investment in trade and consumer shows. Barry founded International Training and Management Company when he saw the need for a sales and marketing company that could focus exclusively on solutions for clients looking to generate more revenue from their trade show investment. Barry has traveled throughout the world advising thousands of clients in virtually all industry groups on their face to face marketing challenges. Barry’s consults with clients to execute the 5 key components of successful trade show involvement including: 1. Show strategy, tactics and promotion 2. Design and fabrication of exhibits 3. Training of booth personnel 4. The generation and follow-up of sales leads 5. Evaluating results Barry works one on one with clients on their exhibit strategies, holds staff training workshops, delivers keynotes, develops mystery shopping programs, implements booth audits, creates successful follow-up programs and evaluate results. His ”Exhibiting Diagnostic” and other resource materials have resulted in several joint ventures by other training companies in Europe, South America and the United States who were looking for the expertise he brings to the trade ...

Keywords: barry siskind, effective trade shows, trade show statistics, trade show metrics]]>FinanceLeadership/ManagementTrade Shows Barry Siskind Identify Personality Types In Your Sales Prospects
Learn how to adapt your selling approach to align with your prospect's buying style
Topic: Business Strategy
Start Time: 9/16/10 2:30pm EASTERN TIME
End Time: 9/16/10 3:30pm EASTERN TIME
Presented by: Stu Schlackman$99.00 per connection

"This sales person just doesn't understand me..." Guess who isn't getting the sale? The cornerstone of B2B sales success is the ability to build strong relationships with prospects, but you can't do that if you don't understand what makes them tick or how to communicate with them. Based on the prospect's personality style, sales people need to adjust their selling approach to connect with prospects … so they get the sale.

Stu Schlackman, B2B sales coach and author of "Four People You Should Know," helps sales people connect with their prospects through emotional intelligence. He teaches you how to use emotional intelligence techniques to effectively work with each of the four personality types. Sales people will be empowered with strategies to engage each of the personality styles … so they win the account.

In this webinar, you'll learn how to:
• Identify the 4 unique prospect personality styles you will encounter when selling
• Adapt your communication style based on which prospect type you encounter
• Work with each of the personality types to help them make buying decisions
• Develop a sales strategy that engages each prospect type and motivates them to take action for their reasons
• Position what is most important to each prospect type to capture their attention

As an added bonus, the first 50 registrants receive Stu Schlackman's widely acclaimed book "Four People You Should Know."

About the Presenter:

Stu Schlackman delivers what businesses want in this new decade: RESULTS! Using his 25 + years of success in sales and sales management, Stu has developed a sales process that will give you Superior Sales Results! His Sales Intelligence System is based on his book, Four People You Should Know. Stu started Competitive Excellence in 2004 because of his passion to help companies that are involved in long-term selling relationships to succeed. Today he speaks to groups both large and small helping them use the Sales Intelligence System to increase their win rate, shorten the sales cycle and lower turnover.

Keywords: Stu Schlackman, Don't Just Stand There Sell Something, Four People You Should Know, sales effectiveness, personality types, how people buy]]>Business StrategySales Stu Schlackman Transform Your Teleconference Into A Dynamic Web Meeting
Learn how to make your web meeting productive.
Topic: Business Communication
Start Time: 9/17/10 1:00pm EASTERN TIME
End Time: 9/17/10 2:00pm EASTERN TIME
Presented by: Sheri Jeavons$99.00 per connection

"Ugh! Another interoffice teleconference got added to my schedule…" Few people look forward to these calls, which as the meeting organizer, means you have a tough task ahead of you to make the meeting productive. More and more, business leaders are turning to virtual software as a strategy to make these meetings more engaging, interactive, and informative.

Sheri Jeavons, innovator of "Webinars that Wow®" and founder of Power Presentations, Inc. helps business leaders transform these boring calls into productive web meetings. She teaches you the critical nuances that you must account for when hosting web meetings and the secrets to engaging your attendees. With Sheri's teachings, you will be ready to use virtual software for productive meetings. You may even find your attendees looking forward to your new virtual meeting format…

In this webinar, you'll learn how to:
• Use a 7-step process to effectively organize your content
• Use specialized techniques to create interaction and capture the attention of your attendees
• Transform your speaking style by incorporating the 6 do's and 6 don'ts to engage your audience
• Incorporate interactive tools into your web meeting to engage the participants
• Keep the attendees on track by setting guidelines for focused participation

As an added bonus, the first 50 registrants receive Sheri's "Webinars that Wow PIE Format" worksheet.
 

About the Presenter:

Sheri Jeavons is a highly regarded communications consultant, dynamic speaker and entrepreneur. Realizing that effective communication is the key to success, Sheri founded Power Presentations, Inc. in 1993. Since then, Power Presentations has successfully trained more than 10,000 professionals from many of America’s best known corporations, accounting firms and investment banks.

Keywords: Sheri Jeavons, webinar training, using webinars to deliver presentations, Power Presentations, Presentations that Wow, web meetings, teleconference meeting, teleconference meetings, web meeting, web m]]>Business CommunicationMarketingSales Management Sheri Jeavons Would Your Business Survive A Crisis?
Learn how to protect your business
Topic: Compliance
Start Time: 9/21/10 2:30pm EASTERN TIME
End Time: 9/21/10 3:30pm EASTERN TIME
Presented by: Peg Jackson$99.00 per connection

BP…Tiger Woods…Arthur Andersen… These businesses have experienced major crises causing severe financial and brand damage or wiping them out entirely. While it is difficult to prepare for the unknown, there are key steps every company – big and small - should take to ensure their business recovers from a crisis.

Peg Jackson, risk management expert and author of the widely-acclaimed book "Reputational Risk Management – The Essential Guide to Protecting Your Reputation in Crisis Situations," helps business executives prepare for and survive a crisis. She teaches you the key elements to include when designing a crisis response plan and how to put into action when needed. Sadly, many businesses never recover from a crisis and shut their doors forever – even if they have adequate insurance coverage. If your company had a crisis today, would it still be around tomorrow?

In this webinar, you'll learn how to:
• Construct a crisis response plan to ensure your company is well-prepared
• Create a crisis communication plan that sends the right message
• Prepare your employees to deal with a crisis
• Interact with the media during a crisis that inspires confidence

As an added bonus, the first 50 registrants receive a Crisis Communication Plan tip sheet to help you implement the teachings from this virtual business training course.
 

About the Presenter:

Her clients call her a “rock star,” a “secret weapon” and a “trusted advisor.” Dr. Peggy M. Jackson is a consultant and nationally recognized lecturer in risk management,business continuity planning, strategic planning and Sarbanes-Oxley compliance. Peg has written books on risk management, business continuity planning, strategic planning and Sarbanes-Oxley compliance published by John Wiley andSons. She is a Principal with Peg Jackson & Associates in Alexandria, VA. Peg earned a doctorate in public administration (DPA) fromGolden Gate University in San Francisco and holds the professional designation of Chartered Property and Casualty Underwriter (CPCU). She designed the Jackson Risk Management Model© as part of an award-winning doctoral dissertation on risk management techniques. Inspired by her clients’ needs, she designed the Done in a Day® risk management, contingency planning and Sarbanes-Oxley best practices product line. These “in a box” solutions have saved her clients valuable time and resources. Peg is a member of the American Association of Insurance Management Consultants and the Washington DC Chapter of the Chartered Property and Casualty Underwriters (CPCU) Society. Peg’s books are published by John Wiley & Sons, Inc. Nonprofit Strategic Planning: Leveraging Sarbanes-Oxley Best Practices Sarbanes-Oxley for Small Businesses: Leveraging Compliancefor Maximum Advantage Sarbanes-Oxley for Nonprofit Boards Nonprofit Risk Management ...

Keywords: Peg Jackson, Reputational Risk Management, Risk Management Training, DRP, Business Continuity Plan Training, Reputational Risk]]>ComplianceLeadership/ManagementRisk Management Peg Jackson Look Through The Lens of the Customer
How to adapt your service model to delight your customers - without breaking your budget
Topic: Business Strategy
Start Time: 9/22/10 11:30am EASTERN TIME
End Time: 9/22/10 12:30pm EASTERN TIME
Presented by: Teri Yanovitch$99.00 per connection

• Analyze your customer service program through the lens of your customer
• Instill a corporate culture founded on customer delight
• Leverage WOW! customer service as a revenue opportunity, not a line item cost
• Get your customers to sell for you … exponentially expanding your sales and marketing reach
• Upsell and cross-sell to your existing customer base to grow your business

About the Presenter:

“Unleashing Excellence – The Complete Guide to Ultimate Customer Service” author Teri Yanovitch has been on the frontlines of the industry for nearly three decades – including as a vice president for the pioneering quality management firm, Philip Crosby Associates, and customer service best practices ambassador for the Walt Disney company. Widely regarded as one of the leading authorities in the field, Teri has worked with hundreds of companies in her 29 year career to integrate a proven approach of creating and sustaining quality service excellence.  Her firm, T.A.Yanovitch Inc. works with a variety of clients from small business to multi-location large organizations. Her passion is to engrain service excellence into the fabric of the organization so that every employee understands customer service is not an either/or proposition, nor an add-on to their job, but it IS their job.  Services provided by T.A.Yanovitch, Inc. include, consulting, training, keynote speeches and seminars. For more information on building loyal customers through service excellence to increase revenue/profits/growth, please contact Teri at ty@retainloyalcustomers.com or (407) 788-7765.   ...

Keywords: Teri Yanovitch, Unleashing Excellence – The Complete Guide to Ultimate Customer Service, customer service best practices, the customer experience, client service strategy, customer service strategy, c]]>Business StrategyCustomer ServiceLeadership/Management Teri Yanovitch Project Management Leadership
Learn the Critical Steps to Lead a Successful Project
Topic: Information Technology
Start Time: 9/22/10 1:00pm EASTERN TIME
End Time: 9/22/10 2:00pm EASTERN TIME
Presented by: Gary Gack$99.00 per connection

• Prepare a project charter to ensure the project is scoped correctly
• Effectively engage and communicate with the project participants and stakeholders
• Facilitate preparation of a sound project plan and avoid common pitfalls
• Master the dark art of estimating project costs and timelines
• Analyze and report the real status of the project

About the Presenter:

Is an MBA from the Wharton School, a Six Sigma Black Belt, and an ASQ-certified software quality engineer. He provides consulting, training and coaching related to business and software/IT process improvement, with emphasis on “best of breed” integration of proven best practices and models. His primary focus and interest is in helping organizations improve business performance by more effective management of the interface between general managers and software and IT. By working on both sides of the "technology divide" he has helped reduce failures, increase productivity and quality, reduce waste, and control risk. More and more businesses and government agencies are finding software and IT to be crucial to their success and efficiency. From ‘hardware’ products that are becoming software-enabled to enterprise and worldwide information and business platforms – systems of software, technology, and related services drive today’s organizations. This increased reliance is surfacing many shortcomings in the way software and IT are managed. Software and IT projects, like Black Holes, consume vast amounts of time and money, yet often do not deliver what was promised, are frequently late and over budget, and are many are defect prone when deployed. Sometimes not even light comes out!Outright failures are quite common and can ...

Keywords: Gary Gack, project management, project management training, project management seminar, project management webinar, project management teleseminar, project management best practices, project planning,]]>Information TechnologyLeadership/Management Gary Gack Fill Your Pipeline with Hot Prospects

Topic: Sales
Start Time: 9/22/10 2:30pm EASTERN TIME
End Time: 9/22/10 3:30pm EASTERN TIME
Presented by: Joanne Black$99.00 per connection

It has never been harder to be successful to get profitable clients. Budgets are tight. Competition is fierce. The secret to success is to fill your pipeline with only hot prospects. But who are they? Referrals! Don't stop reading because you think… “I already know how to get referrals." Successful referral sellers aren't asking clients to pass their name along, nor are they calling a new acquaintance they just met at a networking breakfast.

• A referred client is pre-sold because the client has made the introduction for you
• A referred salesperson has established history and is therefore credible and trustworthy
• A referral sales plan gives you the edge over the competition
• A referral sales business becomes more profitable

• Powerful techniques to generate referrals
• Tactics to overcome the fear of asking for referrals
• Compelling strategies to use when building your referral business
   

About the Presenter:

Joanne Black is a leading authority on referral selling. She is the author of NO MORE COLD CALLING TM: The Breakthrough System That Will Leave Your Competition in the Dust (2006 Warner Business). Joanne’s proven No More Cold Calling system works: Referral selling generates revenue faster than any other business development method—while decreasing costs, aceing out the competition, and gaining new clients more than 50% of the time. A captivating speaker, Joanne is a member of the National Speakers Association and regularly speaks at sales and incentive meetings, sales conferences, and association meetings.

Keywords: joanne black, increase sales, recession proof selling]]>Sales Joanne Black Give Your Elevator Speech A Lift

Topic: Sales
Start Time: 9/22/10 4:00pm EASTERN TIME
End Time: 9/22/10 5:00pm EASTERN TIME
Presented by: Lorraine Howell$99.00 per connection

• How to pinpoint your value and benefits in less than a minute
• The “secret sauce” to include in your elevator speech that will compel your audience to beg you for more
• A new twist on the elevator speech that will captivate your audience
• Most common mistakes made in delivering elevator speeches
• How to clearly define your target audience…and why it’s so important in your elevator speech

About the Presenter:

In her book Give Your Elevator Speech a Lift! (Book Publishers Network, 2nd Printing November, 2007) communications expert Lorraine Howell shares her step-by-step proven method for eliminating verbal clutter and crafting a clear, concise, and memorable answer to the business question "What do you do?" She developed her ability to help others get to "the meat of the matter" after 12 years as a television news and talk show producer. Since 1998 Lorraine has been coaching top executives and professionals on how to be more effective when speaking to the media or making public presentations. Lorraine is a specialist in message development, networking skills, presentation skills, media interview skills, and crisis communications.  In October, 2008 she returned for the second year to coach the five finalists in the Forbes.com national Boost Your Business Contest in New York City. Howell also speaks on media relations and presentation skills at conferences and seminars. Her clients include Starbucks Coffee Company, Microsoft, Group Health Cooperative, Seattle Children's, ZymoGenetics, Arcadia Biosciences, Attenex, Avvo, Kibble & Prentice, People To People Ambassador Programs, Edelman Public Relations Worldwide. She is a Cum Laude graduate from the University of Washington, Phi Beta Kappa. Lorraine is also a member of Women in Communications, ...

Keywords: elevator story, lorraine howell, give your elevator speech, sales training, sales best practices]]>Sales Lorraine Howell Sales Hiring Strategies That Return High Sales ROI
Learn why the rockstar sales person was a dud on your sales force and who you should have hired instead
Topic: Human Resources
Start Time: 9/23/10 11:30am EASTERN TIME
End Time: 9/23/10 12:30pm EASTERN TIME
Presented by: Danita Bye$99.00 per connection

The most costly sales mistake is making the wrong sales hiring decision, an expense that can range from $100,000 to $250,000. Identifying the sales talent and skills that will excel in your unique sales environment is not a one-size-fits-all approach.  Failing to align your sales skills requirements with the unique aspects of your market, sales strategies, pricing position and sales process will result in lost revenue, longer sales cycles and, ultimately, a loss of market share.

Danita Bye, recognized sales hiring expert and author of many publications on making the right sales hiring decisions, has helped business after business identify their unique sales DNA and turn generic resume and interview screening into evidence-based sales skills-match assessments.  This webinar takes you step-by-step through the process of identifying your model sale by creating clarity around the ideal market, client and sales process. Once you have codified your unique sales process, you are ready to profile ideal sales candidates and make the hiring match that will deliver high sales ROI in your business.

In this webinar, you will learn how to:

• Identify the unique marketplaces, selling environments and special qualities that your salesperson needs to succeed
• Improve the quality of your prospects by learning how the hiring strategies for a sales person differ from those of an accountant
• Assess whether the sales person is coachable, trainable and has a growth mindset
• Avoid high failure rates and slow ramp-up times of new sales hires … freeing up more resources for growth initiatives
• Write the sales job ad to target and attract the sales person who has the required talent and skills

All registrants all receive Danita Bye's eBook Measuring Sales DNA.

About the Presenter:

Danita Bye, speaker, sales turnaround specialist and author, believes "Timing doesn’t have as much to do with business success as learning to deliver and committing to results at all times – regardless of competitive landscape or economic conditions." Behind her Fortune 100 experience, discipline, expansive entrepreneurial spirit and drive, she delivers uncommonly profitable results - like 8% new business growth during a recession and 40% higher margins. Bull or bear,, bust or boom, recession or recovery, Danita gets results for her clients. But more importantly, she teaches them to get results for themselves – without compromise, without excuses, without fail.

Keywords: danita bye, business expert webinars, sales hiring, sales dna, sales hiring strategy, sales hiring training, sales recruiter training]]>Human ResourcesLeadership/ManagementSales Management Danita Bye Drive Consistent Sales Results from Your B2B Sales Team
Learn sales management practices that you can use immediately to drive sales growth
Topic: Business Strategy
Start Time: 9/23/10 1:00pm EASTERN TIME
End Time: 9/23/10 2:00pm EASTERN TIME
Presented by: Tony Cole$99.00 per connection

Why aren’t your salespeople consistently hitting their sales targets? Inconsistent sales are a direct result of erratic sales habits and can wreak havoc on forecasting, managing and investing in the growth of your business. As Sales Manager, you are responsible for not just coaching your team to plan but predicting those results. When you can’t do that consistently, it affects your performance, results and even your credibility.

Tony Cole, founder of Anthony Cole training, has spent 16 years helping sales managers drive consistent results from their sales teams. Tony will teach you how successful salespeople self manage and stay focused on executing the sales process. He will teach you how to drive more consistent sales results from your team by helping them focus on the critical ‘get paid’ activities.

In this webinar, you will learn how to:

• Set and communicate extraordinary standards that will help you drive consistent sales results
• Create a ‘no-excuses’ environment and drive accountability practice across your sales team
• Execute a formula for success that will help you gather real time information about sales effort and execution, as well as inspect their consistency of executing your sales process
• Coach your salespeople on the 6-step process to self management vs. crisis management
• Utilize accountability processes to focus your salespeople on activities that drive results
   

About the Presenter:

Tony has a lifelong focus on helping people and organizations achieve their personal best. As a former educator and university coach, Tony helped individuals learn how to improve their game not by ‘running faster’ but with significant behavioral changes. After many years in sales and sales management, Tony transitioned his passion for extraordinary performance and began to ignite that fire with other firms in 1993. Anthony Cole Training Group has grown to be a leader in driving consistent and predictable sales growth with individuals and companies across the country.

Keywords: tony cole, anthony cole training, sales management training, drive sales results, improve revenue, sales management best practices]]>Business StrategyLeadership/ManagementSales Management Tony Cole Differentiation Strategies for B2B Sales People
Become a trusted advisor, not just another faceless vendor
Topic: Business Development
Start Time: 9/23/10 1:00pm EASTERN TIME
End Time: 9/23/10 2:00pm EASTERN TIME
Presented by: Farrell Reynolds$99.00 per connection

In the absence of difference, price becomes the sole criteria when making a purchasing decision. The mind wants to see everything as a commodity and it's the sales person's responsibility to position differentiation to win at the desired price. If you aren't selling for the low price provider, learn how to effectively differentiate yourself or your competitors will win every time.

Farrell Reynolds, former President of Turner Broadcast Sales and Chairman of New World Communications group, helps sales people master the art of differentiation. With over 30 years building companies, Farrell teaches you how to stop being seen as a vendor and become a valued advisor. With these new skills, you will win more business…at higher prices.

In this webinar, you'll learn how to:
• Become recognized as a trusted advisor by prospects and clients
• Get your ideas heard - and acted upon - by decision-makers
• Avoid the commodity trap and differentiate yourself to command a higher price
• Ask the right questions to create open and honest conversation
• Position yourself as a true client advocate who fights for the right solution

The first 20 registrants also receive a complimentary 30-minute, one-on-one coaching session with Farrell…a $200 value.
 

About the Presenter:

Farrell Reynolds has been an innovator in the fields of sales, marketing, operations and training for almost thirty years. He is the former President of Turner Broadcast Sales, where he helped create the marketing foundations for CNN, TNT, and the televised NBA, NFL and World Cup Soccer Games. He was President, then Chairman and CEO of the New World Broadcast Group which in 1997 was sold to Fox, Inc for 2.3 billion dollars. Recently, Farrell has specialized in coaching and strategizing with top-level executives and business teams, positioning them to identify and achieve their next levels of accomplishment.

Keywords: Farrell Reynolds, Idea-Based Selling, revenue generation, Sales Innovation, overcoming price objection, differentiation strategy, change from vendor to partner, become a trusted advisor,]]>Business DevelopmentBusiness StrategySales Farrell Reynolds Deliver The Presentation That Wins The Account
Learn how to capture the room during your prospect presentations
Topic: Business Communication
Start Time: 9/23/10 1:00pm EASTERN TIME
End Time: 9/23/10 2:00pm EASTERN TIME
Presented by: Shelley Plemons$99.00 per connection

Studies show that people are more afraid of public speaking than death. As a sales professional, mastering presentations is your key to turning prospects into buyers. Learn the strategy to deliver the presentation that wins the account .

Shelley Plemons, presentation expert and founder of Strategic Sales Solutions, helps sales professionals master the art of the sales presentation. She teaches you the step-by-step process for delivering an effective presentation that grabs the prospects' attention … turning them into buyers. You'll learn how to capture the room and win the account with Shelley's presentation strategies.

In this webinar, you'll learn how to:

• Plan every important detail of your presentation
• Customize your presentation to focus on prospect hot zones
• Create ‘wow’ statements to build value
• Use attention grabbers to keep your audience engaged
• Practice different delivery skills and get comfortable with your presenting style

Included with your registration is Shelley's "Presentation Planning Form" to help you implement the teachings from this virtual training course.

About the Presenter:

Shelley Plemons is a leading sales expert in the areas of successful sales process development, professional selling skills, sales coaching skills as well as deployment of strategic sales initiatives. She has held senior management positions in the sales field throughout her career. Reflecting on her success, Shelley developed a selling system incorporating all of her proven techniques to introduce them to the marketplace. In 2002, she founded Strategic Sales Solutions; her organization is committed to helping organizations who want to dramatically increase their revenue by developing their sales force and programs so that they are the best they can be.

Keywords: shelley plemons, strategic sales solutions, sales presentation strategies, how to create an effective sales presentation, overcome the fear of speaking]]>Business CommunicationSales Shelley Plemons Effective Writing for Sales Professionals
Learn to Use Sales Writing for a Competitive Edge
Topic: Business Communication
Start Time: 9/23/10 2:30pm EASTERN TIME
End Time: 9/23/10 3:30pm EASTERN TIME
Presented by: Julie Miller$99.00 per connection

• Evaluate your sales copy based on the Power Selling checklist
• Avoid the Five Never's of sales writing
• Motivate buyers to act with compelling words and expressions
• Critique your proposal…from your reader’s point of view
• Develop an executive summary that hits the mark with your prospect

About the Presenter:

Dr. Julie Miller, founder of Business Writing That Counts!, is an author and business writing expert. Over the past thirty years, Dr. Miller has helped professionals achieve their personal and professional goals by reducing writing time and increasing productivity in email, letter, sales, RFP, and report writing. Her goal is to increase your bottom line by eliminating bad writing. Dr. Miller's company specializes in improving the quality of written communications. Passionate about improving writing so that reputations, contracts, and relationships are saved, Dr. Miller delivers her powerful message through webinars, seminars, online training, and speeches.

Keywords: effective business writing, writing best practices, write a proposal, write an executive summary, Julie miller, business writing that counts]]>Business CommunicationSales Julie Miller Business-to-Business Prospecting
Innovative Techniques to Get Your Foot in the Door with Any Prospect
Topic: Sales
Start Time: 9/24/10 2:30pm EASTERN TIME
End Time: 9/24/10 3:30pm EASTERN TIME
Presented by: Andrea Sittig-Rolf$99.00 per connection

If there is one thing you could improve regarding your role as a sales professional, what would it be? Find more opportunities? Close more deals? Make more money? I would estimate that what you care about most is closing the sale. Funny thing is that the very first phase of the sales process – the prospecting phase – often has the most impact on the last phase of the sales process, the closing phase.

Over her twenty year career, Andrea Sittig-Rolf has recruited, led, and trained sales teams to sell millions of dollars worth of products and services.

In this webinar you’ll learn how to:

• Create your ICP – (Ideal Client Profile) allowing you to become focused on real opportunities.

• Write compelling case studies to showcase the results you’ve created for current customers as a powerful tool to attract new customers.

• Give quality leads to get quality referrals.

• Write powerful proposals – Proving the return-on-investment of your solution.

Join us for ‘Business-to-Business Prospecting: Innovative Techniques to Get Your Foot in the Door with Any Prospect’ and learn how to fill your pipeline with new opportunities!

As an added bonus, the first 50 registrants will receive an autographed copy of Andrea's book titled, "Business-to-Business Prospecting, Innovative Techniques to Get Your Foot in the Door with Any Prospect" (Thomson Reuters, 2005) , endorsed by Brian Tracy, Steve Farber, Ronald J. Walsh, and Skip Miller.

About the Presenter:

Andrea Sittig-Rolf helps sales organizations inspire change, maximize sales, and increase bottom line results. Business savvy with a passion for people, she understands how to help salespeople be their best and has what it takes to inspire them. Andrea is a successful entrepreneur, author and sales trainer, and is in high demand as a speaker and workshop leader. Andrea is the author of 3 compelling sales books; the first, called Business-to-Business Prospecting: Innovative Techniques to Get Your Foot in the Door with any Prospect, (Aspatore Books, 2005) is endorsed by best-selling author Brian Tracy, as well as Skip Miller, Steve Farber and Ronald J. Walsh. Her second book, The Seven Keys to Effective Business-to-Business Appointment Setting: Unlock Your Sales Potential (Aspatore Books, 2006) is endorsed by several sales professionals and the foreword is written by Tom Ziglar, son of Zig Ziglar and CEO of Ziglar, the company. Her next book, Power Referrals: The Ambassador Method for Empowering Others to Promote Your Business and Do the Selling For You, endorsed by Tom Hopkins, will be published by McGraw-Hill in October, 2008. Andrea is the founder and President of Sittig Incorporated, a sales training and consulting organization based in Redmond, WA. www.sittiginc.com ...

Keywords: andrea sittig rolf, andrea sittig-rolf, business to business prospecting, ]]>Sales Andrea Sittig-Rolf Successfully Promote A Sales Person to Sales Manager
Learn the keys to identifying sales management candidates from within your sales team
Topic: Human Resources
Start Time: 9/24/10 4:00pm EASTERN TIME
End Time: 9/24/10 5:00pm EASTERN TIME
Presented by: Sherri Thomas$99.00 per connection

"She's our top sales person … she would make a great sales manager." Oh, if only this were true! The traits that make a great sales person are not the same ones that make an effective sales manager. Promote the wrong rep and you not only damage the team, but you also lose their revenue contribution and open the door for the competition to take your clients ... a triple hit to the company.

Sherri Thomas, author of "Career Smart – 5 Steps to a Powerful Personal Brand," helps business executives develop career paths for their employees. She teaches you the critical steps when evaluating and promoting sales people to sales management. Learn how to effectively promote those who have what it takes to be a sales manager today, develop growth paths for those with management potential tomorrow, and keep strong sellers happy - who don’t make the cut - contributing in their role.

In this webinar, you'll learn how to:
• Recognize the mindset and attitudes of the right sales management candidates from your team
• Interview sales people for a sales management job … what to ask and what you should hear
• Set realistic expectations with these candidates about a day in the life of a sales manager
• Develop a management career path for those sales people who want to move up
• Have the tough discussion with those who want management, but don't fit the job

As an added bonus, the first 50 registrants receive Sherri's tip sheet on evaluating sales management candidates.
 

About the Presenter:

Career Coach Sherri Thomas helps business executives develop career paths for themselves and their employees. She is passionate about helping clients create a more purposeful and meaningful career, and teaching them how to put themselves in high demand with senior leaders and hiring managers.  Clients include sales professionals and managers, business leaders, consultants and entrepreneurs across various industries including media, healthcare, high tech, utilities, finance, real estate and broadcasting.    Author of “Career Smart - 5 Steps to a Powerful Personal Brand”, Sherri is interviewed regularly for her career advancement strategies in the Wall St Journal and on NBC TV Phoenix Channel 12. For the past three years, she has been a professional speaker across the United States and United Kingdom.   With more than fifteen years experience climbing the career ladder, Sherri has successfully transitioned into various job roles, and industries including television, radio, public relations, professional sports, finance, and high tech.  Sherri is PMP certified, and was a global project and program manager for a Fortune 100 Company for 9 years.    Recently, she served as president for the American Marketing Association’s (AMA) National Council. During her four-year term, she coached more than 50 AMA chapter presidents, led an Arizona State University leadership marketing class with advertising CEO’s, and authored two white ...

Keywords: Sherri Thomas, promote a sales person to manager, hire a sales manager, career path for sales people, Career Smart]]>Human ResourcesLeadership/ManagementSales Management Sherri Thomas Motivate Your Sales Team to Overcome Obstacles and Deliver Results
Learn the leadership techniques that inspire sales people and drive sales performance
Topic: Human Resources
Start Time: 9/28/10 2:30pm EASTERN TIME
End Time: 9/28/10 3:30pm EASTERN TIME
Presented by: Dr. Richard Norris MBA$99.00 per connection

Many sales teams are downtrodden from the economic squeeze with many sales people having lost their passion for selling. They may still show up for work, but they've quit selling. As the leader of the sales team, you need a plan to re-energize your sales team to achieve the expected results … despite the obstacles they may encounter.

Dr. Richard Norris, founder of Serendipity Global Limited, has coached hundreds of sales leaders to bring out the best in their sales people. He teaches you the keys to unleashing the hidden talent on your sales team … leading to increased revenue, reduced turnover, and focused activity. You will be provided with the tools you need to rejuvenate your sales team, inspire them to get back on track, and produce the revenue expected by the company.

In this webinar, you'll learn how to:
• Find each sales person's hot button quickly … the key driver of performance
• Create effective goal and personal development plans for each member of your sales team
• Motivate your sales team using simple, yet effective, tools to affect behavioral change
• Create accountability for achieving the goals … so your sales people own their results

As an added bonus, the first 50 registrants receive Richard's tip sheet to help you implement the teachings from this virtual training session.
 

About the Presenter:

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Keywords: Richard Norris, motivate a sales team, improve sales performance, sales leadership training,]]>Human ResourcesProductivitySales Management Dr. Richard Norris MBA Build A Team Culture Among Your Employees
Learn how to establish an environment that promotes idea sharing and mutual respect
Topic: Business Strategy
Start Time: 9/29/10 1:00pm EASTERN TIME
End Time: 9/29/10 2:00pm EASTERN TIME
Presented by: Tammi Brannan$99.00 per connection

1 + 1 = 5 This isn't traditional math, but business isn't traditional today. Companies have been challenged as they never have been before. The solution to your challenge resides in your employee culture. Employees cannot be permitted to operate in silos…you need a team culture to grow profits.

Tammi Brannan, business coach and team development expert, helps companies build team cultures. She teaches you the steps for workforce cooperation, idea-sharing, and mutual respect among your employees...the cornerstones of a team environment. It's time for your business to use a new equation to drive productivity and profitability…and creating a team environment is just the way to do it.

In this webinar, you'll learn how to:
• Use communication tools to get everyone onboard with the corporate objectives
• Build a mutual respect culture among the employee team
• Teach workforce cooperation to achieve goals
• Evaluate prospective hires to ensure they match your new, team culture

As an added bonus, the first 50 registrants receive Tammi's eBook to help you implement the teachings from this session.
 

About the Presenter:

Tammi Brannan has owned and jointly operated businesses for the last 15 years. Her main responsibility was maximizing workforce productivity and efficiency. In this time, she learned the concepts behind Instinctive Life. In the last 3 years, Tammi has developed a process that will help businesses accomplish that same objective - gaining maximum worth from each employee, turning stagnate profits into staggering gain.

Keywords: Tammi Brannan, motivate employees, bring out the best in your people, employee performance, team culture, create a team, team environment]]>Business StrategyHuman ResourcesLeadership/Management Tammi Brannan Twitter for Sales People
Learn how to use this instant social media tool to reach more prospects, communicate with clients, and get competitive intelligence
Topic: Business Development
Start Time: 9/30/10 1:00pm EASTERN TIME
End Time: 9/30/10 2:00pm EASTERN TIME
Presented by: David Steel$99.00 per connection

"Social media is just for marketing people…" If this sounds like you, you are missing a powerful opportunity to creatively reach prospects and provide additional value to your clients. Twitter is one of the hottest, most powerful sales tools today to engage prospects, communicate with clients, and get competitive intelligence … leading to more sales.

David Steel, social media and sales expert, has personally used Twitter to explosively grow his business and helps sales professionals leverage his Twitter strategies and tactics to increase sales. He teaches you how to use Twitter to build a social media network of your prospects and clients - with a small time investment. David will successfully guide your journey into the world of Twitter to grow your sales pipeline.

In this webinar, you'll learn how to:
• Create a Twitter presence that makes people to want to participate in your social network
• Select the right people to "follow" to get competitive and industry insight
• Quickly build your "followers" list with prospects and clients
• Select the right information to share (tweet) with your network
• Develop a social media pipeline - mimicking a sales pipeline – and monitor performance
• Use 3rd party applications to grow and manage your network easily and effectively

As an added bonus, the first 50 registrants receive David's "Twitter for Sales People" worksheet to help you implement the teachings from this virtual training course.
 

About the Presenter:

David Steel is one of the nation’s leading experts on the topic of Sales Management and Leveraging Social Media for sales driven organizations. He’s a popular and widely recognized author and motivational speaker who works with businesses and individuals as a sales consultant and strategist. Teaching that sales management skills for the next generation requires a merger from the traditional and web 2.0.

Keywords: David Steel, social media for sales people, twitter for sales people]]>Business DevelopmentSalesSocial Media David Steel How to Keep Your Deal Moving, Keeping The Customer On Track
Accountability starts before the sales call, how to manage customers actions
Topic: Sales
Start Time: 9/30/10 2:30pm EASTERN TIME
End Time: 9/30/10 3:30pm EASTERN TIME
Presented by: Harlan Goerger$99.00 per connection

"What do you mean there's another delay on the deal? This guy has jerked us around for the past 5 months, how come?" Clients not following through with what they say or promise costs salespeople an enormous amount of lost time and frustration. Often times, easy sales turn into nightmares because the salesperson is unable to hold the client to what they said. Delays, extra effort and costs are often the end result. Then, you find out they have not told you everything and the competition is moving in! All of this takes away from sales production, motivation and bottom line profit! In this economy, you need to have your salespeople managing the sale better and improving their sales effectiveness.

With 30 years in the sales training industry, Harlan Goerger brings a solution. Author of "The Selling Gap," he understands how to get more productivity from a given sale. Imagine your sales team being able to establish accountability on the client side of the sale with a few simple alterations to their sales call. Harlan will challenge your sales team and show them how to put themselves in the driver's seat!

In this webinar, you will learn to:
• Define client management and put it into action
• Prepare for the sales call including client management
• Use specific tools to establish the accountability with your client
• Hold clients accountable when needed
• Use client management to keep out competition

All registrants will receive Harlan's "Account Development"eBook.

About the Presenter:

Sales Expert and Trainer Harlan Goerger (Gr-Gr) brings almost three decades of experience to modern sales. Author of The Selling Gap and over 100 articles on sales & sales management, Harlan provides the proven ideas that change thinking, skills and results for your team. By applying innovative ideas provided by Harlan, many of his clients have seen growth numbers into the 400% level! Through the application of modern scientific persuasion and influence tools, salespeople perform better, leaders lead better!

Keywords: harlan goerger,Accountability, customer management, sales, selling, sales management, closing sales, sales process ]]>Sales Harlan Goerger Differentiation Strategies for Financial Advisors
Create Compelling Stories To Stand Out From Your Competitors … and Win More Clients
Topic: Finance
Start Time: 10/1/10 1:00pm EASTERN TIME
End Time: 10/1/10 2:00pm EASTERN TIME
Presented by: John Comer$99.00 per connection

The competition for new clients is fierce in the financial advisor industry. You're up against the big guys who offer a comprehensive suite of financial services … as well as financial advisors deeply entrenched in the region for ages. Although competition is tough, there is a secret strategy for becoming the victor -- develop a compelling story that differentiates you from the masses.

John Comer, Certified Financial Planner and financial advisor consultant, helps financial advisors develop their unique, compelling story. He teaches you what prospective clients want to hear, how to align your story with their interests, and differentiate yourself. After attending this eLearning course, you’ll have a unique tool to stand out, be more memorable, and convince prospects to work with you – without hard core selling.

In this webinar, you'll learn how to:
• Find audience-grabbing elements for your story within your practice
• Write your story and refine it until it positions you strongly versus the competitors
• Tell your story in a way that prospects are intrigued and want to hear more
• Integrate the story into every aspect of your practice - on the web, in your marketing material – to ensure consistency of impression.

About the Presenter:

John Comer is a principal with Comer Consulting, LLC. Comer Consulting helps financial advisors define their Carriage Trade Experience (client experience) and communicate their individuality. John has been in financial services since 1980. He has earned experience as a financial planner, a product wholesaler, a trainer, a marketer and a general manager. John's marketing and business experience helps you create a focus for your practice. His technical and relational skills help you articulate the distinctive elements of your client experience. His creative and project management skills help you develop communication tools that create powerful first impressions with clients and prospects.

Keywords: John Comer, financial advisor training, financial planner webinar, financial planner webinars, financial planner teleseminar, financial advisor tele-seminars, financial advisor training program, finan]]>FinanceMarketingNetworking John Comer How to Sell Professional Services to the Federal Government
Leverage the unprecedented spend by this market segment
Topic: Business Development
Start Time: 10/1/10 2:30pm EASTERN TIME
End Time: 10/1/10 3:30pm EASTERN TIME
Presented by: David Alexander$99.00 per connection

Hundreds of millions of dollars are being spent today by the federal government on consulting services. Right now, their leaders are being judged by how quickly they can spend their money to help drive the economy through the stimulus plan. Yet, if your consulting firm is not well-positioned to pursue this market, you will be left out of this opportunity. Don't let the myths of doing business with the federal government keep you from benefiting from their huge spend. You offer great professional services that the federal government wants…learn how to get them to buy from you.

David J. Alexander has spent 3 decades winning multi-million dollar federal contracts and helps his consulting clients do the same. He teaches you the myths and realities of doing business with the federal government…and the nuances of this lucrative market. From positioning your business, to leveraging a GSA schedule and other types of contracts, David shares with you the quickest, surest ways to win federal work. You will be prepared to pursue this lucrative market for your professional services firm.

In this webinar, you'll learn how to:
• Cast aside the myths of doing business with the federal government and get the real facts to develop a strategy to leverage this unprecedented spend
• Analyze your business to determine if you are well-positioned to pursue the federal market
• Identify the right federal government buyers for your consulting services
• Write a winning proposal with the right terms and pricing strategy
• Win a contract with the federal government…quickly and profitably

As an added bonus, you'll receive David's white paper on selling consulting services to the Federal Government to reinforce the teachings from this webinar.
 

About the Presenter:

Dave Alexander, the founder of Lincoln Strategies, LLC, helps firms enter and thrive in federal, state, and local government markets. He helps professional services firms and manufacturers develop government business strategies, write proposals in response to complex RFPs, develop and execute marketing plans, and improve internal operations. He also helps firms obtain GSA contracts. Mr. Alexander has three decades of experience in achieving success in government markets. His clients include some of the largest firms in their respective market spaces, as well as many small and mid-size companies. Website: www.LincolnStrategies.com e-mail: dave.alexander@LincStrat.com Telephone: 978-369-1140

Keywords: David Alexander, David J. Alexander,government sales training, government sales webinar, government sales webinars, government sales teleseminar, government sales tele-seminars, government sales train]]>Business DevelopmentSales David Alexander Transform Your Company Into A Talent Magnet
Win the competition for the top talent
Topic: Human Resources
Start Time: 10/5/10 1:00pm EASTERN TIME
End Time: 10/5/10 2:00pm EASTERN TIME
Presented by: Doug Beabout$99.00 per connection

"Unemployment is at record levels, yet we can't find the right talent." You aren't alone! Despite the media hype of available workers, the challenge to find top talent has never been tougher. According to the US Department of Labor, we are in the middle of the largest mass exodus of experienced executives from the workplace, leaving a gaping talent hole. The traditional recruiting practices that you've successfully used to fill open positions fail under these conditions.

Doug Beabout, author of "The Art of Recruiting" and recruiting trainer, helps companies win the talent war and attract the top candidates in a competitive environment. He teaches you the steps to take, and the ones to avoid, in attracting the premier talent to your company. The recruiting game has become tougher to play…will you win?

In this webinar, you'll learn how to:
• Transform your organization into a top talent magnet … attracting the most qualified candidates to your company
• Identify and correct the internal obstacles that inhibit your ability to attract the best talent
• Stop relying on job boards, advertisements, and databases as a primary source of candidates
• Shift the corporate and cultural mindset from hiring to recruiting
• Dramatically reduce the number of applicants necessary to hire the right person for the role
• Improve employment sustainability by hiring people who want be a part of your culture

As an added bonus, the first 50 registrants receive Doug's recruiting checklist to help you implement the teachings from this virtual training session.

About the Presenter:

Doug is a speaker, consultant and entreprenuer. His clients range from start up enterprises to large corporations. His expertise in talent acquisition, recruiting and career management place him as a inspiring amd motivating speaker. His training and style is often described as "common sense and can do". He has co-created hundreds of businesses worldwide. His transformation of clients into magnetic employers is widely sought.

Keywords: Doug Beabout, The Art of Recruiting, Recruiting Training, Virtual Recruiting Training, Talent Acquisition, Executive Search]]>Human ResourcesLeadership/ManagementRecruiting Doug Beabout How to Find Profitable Customers
Maximize your marketing budget by learning how to develop campaigns aligned with the strengths of your business.
Topic: Leadership/Management
Start Time: 10/6/10 1:00pm EASTERN TIME
End Time: 10/6/10 2:00pm EASTERN TIME
Presented by: Jim Stewart$99.00 per connection

How much have you reduced your marketing budget? Ten percent? Twenty percent? Every dollar you invest in marketing campaigns must yield a high return. Yet, many marketing strategies fail because the company doesn't truly understand its customers, why they buy, and why they leave.

Jim Stewart, business growth expert and founder of Profit Path, helps business leaders profitably grow their businesses. He provides you with key insights that help you understand why your customers buy from you and develop marketing strategies to find more of them. Before you spend another dollar on marketing, learn how to target your most profitable potential customers to grow your business.

In this webinar, you'll learn how to:
• Identify the common attributes of your most profitable customers to develop a profile of your ideal customer.
• Analyze your current clients to find out why they first bought from you and why continue to buy
• Increase the ROI on your marketing campaigns through tests and focus
• Use cost effective tools to find more customers that match your ideal client profile
• Compete on your corporate strengths…not price

As an added bonus, the first 50 registrants receive Jim's customer analysis tip sheet.

About the Presenter:

Jim Stewart is the founder of ProfitPATH, a strategy consulting practice specializing in driving business growth in owner managed companies. For 11 years he has helped business owners make more profit while running their company and more money when they sell the business. Before that Jim spent 25 years in major corporations in Canada and Internationally, holding positions as a Marketing and Sales Executive before becoming CEO of the Canadian subsidiary of one of the companies. Jim has been interviewed for Television and publishes articles on growth related topics. He has an MBA from the University of Toronto.

Keywords: Jim Stewart, ideal customer, ideal client, profitpath, profit path, ideal customer profile ]]>Leadership/ManagementMarketingSales Jim Stewart Develop a Strategic Plan to Grow Your Business -- in Just Two Days
Learn how to accelerate growth with a no-nonsense strategic planning process
Topic: Business Strategy
Start Time: 10/7/10 1:00pm EASTERN TIME
End Time: 10/7/10 2:00pm EASTERN TIME
Presented by: John W. Myrna$99.00 per connection

How long have you been saying that you were going to develop your strategic plan, but haven't yet done it. Why? Perhaps, it remains on your to-do list because it feels like a huge, laborious process and you haven't the time to spare to do it. Peak performing companies have a clearly defined strategic plan…and it doesn't have to take long to create an effective one.

John Myrna, a strategic planning thought leader and author with 40 years of experience focused on the pragmatic development and implementation of business strategy, helps business leaders quickly and effectively create their strategic plans. In this one-hour webinar, he teaches an accelerated two-day process that guides you through the design of your strategic plan…providing clear focus for your business. Emphasizing real-world, practical skills that you can use now, John will push you out of your comfort zone so you can stop procrastinating and develop your strategic plan right now!

In this webinar, you will learn how to:
• Select a starting point for the development of your strategic plan
• Pick a team to participate in the planning process
• Create your strategic plan - in just two days - that guides the direction of your business
• Formulate 90-day tactical action steps to put the plan in motion
• Engage all members of your team and get buy-in, commitment, and passion for the strategic plan

As an added bonus, you'll receive a copy of John’s strategic planning how-to book, Where the Hell Are We?, to reinforce the plan development techniques covered in this webinar.
 

About the Presenter:

John W. Myrna is co-founder of Myrna Associates Inc., a world-renowned group of facilitation experts and management consultants who help organizations to survive turbulent times by designing immediately actionable strategies and workforce evaluations. These roadmaps are developed during intense, two-day offsite sessions where Myrna team members use propriety methodologies to help C-level executives get their companies back on track and, through subsequent coaching, keep them there.   After a successful career as a leader of many companies, John decided to broaden his impact on the business world in 1991 by launching his own firm with his wife and colleague, Mary. Their goal was to help many more companies grow, increase their value, and prevent the need for turnarounds. His methodologies have been time tested and perfected during more than 10,000 hours of fieldwork with hundreds of companies.   His latest books are An End to Meeting Madness, coauthored with Maria C. Birkhead (2009) and Where the Hell are We? (2005), both documenting his methodologies. ...

Keywords: john myrna, develop a strategic plan, strategic planning, where the hell are we,]]>Business StrategyLeadership/Management John W. Myrna Use Webinars and Web Meetings as a Powerful Sales Tool
Learn the delivery techniques for engaging your prospects
Topic: Business Communication
Start Time: 10/8/10 1:00pm EASTERN TIME
End Time: 10/8/10 2:00pm EASTERN TIME
Presented by: Sheri Jeavons$99.00 per connection

Companies have cut their travel budget, but have not reduced their expectation for sales results. They are looking for their sales team to present and close deals using webinars and web meetings. The good news is that these tools are very effective, but they require a unique approach to engage your prospects.

Sheri Jeavons, founder of Power Presentations and innovator of "Webinars That Wow!," helps sales people use webinars and web meetings to drive sales. She teaches you the nuances that you must account for when presenting online and the secrets to engaging your prospects. With Sheri's teachings, you will be armed with the knowledge you need to use webinars as a tool to hit your sales goals.

In this webinar, you'll learn how to:
• Use a 7-step process to effectively organize your content
• Create interaction and engage your prospects using web tools
• Incorporate annotation tools and video to help share your story
• Leverage interactive tools that capture your audience's attention
• Deliver your message effectively using key speech techniques

As an added bonus, the first 50 registrants receive Sheri's "Webinars that Wow! PIE Format" worksheet.

About the Presenter:

Sheri Jeavons is a highly regarded communications consultant, dynamic speaker and entrepreneur. Realizing that effective communication is the key to success, Sheri founded Power Presentations, Inc. in 1993. Since then, Power Presentations has successfully trained more than 10,000 professionals from many of America’s best known corporations, accounting firms and investment banks.

Keywords: Sheri Jeavons, webinar training, using webinars to deliver presentations, Power Presentations, Presentations that Wow]]>Business CommunicationMarketingSales Sheri Jeavons How to Build a High Performance Sales Engine
Develop the foundation for your sales organization
Topic: Sales
Start Time: 10/12/10 11:30am EASTERN TIME
End Time: 10/12/10 12:30pm EASTERN TIME
Presented by: Andy Miller$99.00 per connection

About the Presenter:

Andy Miller is recognized as one of the top 15 sales management consultants in the world. He has worked with over 2000 CEO's & Sales VP's, 14,000 salespeople and 16 of the Fortune 500. His clients include high tech companies, manufacturers, financial services, entrepreneurs and venture capitalist throughout Europe, Asia and Australia. He has been featured on CNN and in Newsweek, Sales and Marketing Management, Selling Power, Success, Your Company and Human Resource Executive Magazines. He has been on stage with speaking greats Jay Abraham, Denis Waitley, Brian Tracy, John Assaraf, Mark Victor Hansen, Robert Allen, Zig Zigler and Chet Holmes. Andy Miller is committed to excellence. He continues to pursue and participate in programs that are both personally enriching as well as stimulating to his business acumen. Andy is a member of the World Entrepreneur Organization and the peer advisory FORUM for CEO's that evaluates businesses on a monthly basis. He is on the American Society of Training and Development (ASTD) Sales Competency Advisory Panel and previously sat on the advisory board to Objective Management Group, Sandler Systems and The United Professional Sales Association (UPSA). Andy was one of the first leadership consultants certified through CMSI in 1997 and among ...

Keywords: increase sales, build a sales organization, sales process, sales methodology]]>SalesSmall Business Andy Miller Use Search Engine Optimization To Grow Your Business
Myths, Legends, and Facts for Effective SEO for Your Website
Topic: Marketing
Start Time: 10/12/10 2:30pm EASTERN TIME
End Time: 10/12/10 3:30pm EASTERN TIME
Presented by: Ed Taylor$99.00 per connection

“Why is my competitor getting ten times the website traffic that I do?” The world of search engine optimization (SEO) is a mystery for most. Conflicting information and inconsistent advice make you wonder if there truly is a method to getting search engines to highly rank your website. Some (maybe your competitors) have figured it out, and they are getting the traffic you desire!

• What key SEO terms mean…and what they mean for website performance
• How to conduct a “website check-up” to see how visitors interact with your site
• Common website mistakes that kill your Google rankings
• Techniques to identify the best keywords and search terms for your website
• Keys to writing optimized content so your site gets highly-ranked by the search engines
• Subtle changes you can make to your website that helps the search engines to bring visitors

About the Presenter:

Since 1995 I have been a professional Internet marketing speaker and advisor to small businesses. 600+ paid presentations and over 600 clients in more than 100 industries worldwide. I have been responsible for more than $575,000,000 in increased online related revenues. I have seen and dealt with every type of small business you can imagine. I have studied and solved every kind of Internet marketing question, problem, challenge and opportunity. I have identified many website marketing mistakes that curtail the quality and quantity of results. I have been a featured speaker for: Business and Institutional Furniture Manufacture’s Association (BIFMA), California Cemetery Association, Commercial Law League Association (CLLA), Connected International Meeting Planners Association (CIMPA), Department of Technology Bremen, Germany, Direct Marketing Association, Farmers Insurance Group, Florida Aviation Trades Association, Harv Eker’s Guerilla Business School, Hazelden Foundation, Inc. Magazine, International Council of Shopping Centers, (ICSC) International Home and Housewares Show, Mail Order Gardeners Association, Museum Store Association, National Association of Electrical Distributors (NAED), National Association of Music Merchants (NAMM), National Education Association, (NEA) National Speakers Association, Network of Entrepreneurial Women, Society of American Florists, Student Youth Travel Association, The Executive Committee (TEC) Now Vistage 193 presentations, The Learning Annex, UC Berkeley- Haas ...

Keywords: ed taylor, drive traffic to your website, SEO, search engine optimization, internet marketing, seo tools]]>MarketingSmall Business Ed Taylor Turn Your Tradeshow Booth into an Experiential Environment

Topic: Leadership/Management
Start Time: 10/13/10 1:00pm EASTERN TIME
End Time: 10/13/10 2:00pm EASTERN TIME
Presented by: Barry Siskind$99.00 per connection

About the Presenter:

Barry Siskind is one of North America's most sought after speakers. He brings 25 years of exxperience working with 1000's of companies around the world who want to maximize their investment in trade and consumer shows. Barry founded International Training and Management Company when he saw the need for a sales and marketing company that could focus exclusively on solutions for clients looking to generate more revenue from their trade show investment. Barry has traveled throughout the world advising thousands of clients in virtually all industry groups on their face to face marketing challenges. Barry’s consults with clients to execute the 5 key components of successful trade show involvement including: 1. Show strategy, tactics and promotion 2. Design and fabrication of exhibits 3. Training of booth personnel 4. The generation and follow-up of sales leads 5. Evaluating results Barry works one on one with clients on their exhibit strategies, holds staff training workshops, delivers keynotes, develops mystery shopping programs, implements booth audits, creates successful follow-up programs and evaluate results. His ”Exhibiting Diagnostic” and other resource materials have resulted in several joint ventures by other training companies in Europe, South America and the United States who were looking for the expertise he brings to the trade ...

Keywords: barry siskind, effective trade shows, trade show budget, powerful exhibit marketing]]>Leadership/ManagementMarketingTrade Shows Barry Siskind Leverage Mobile Marketing to Expand Your Marketing Reach
Learn the secrets of using cell phone marketing campaigns to grow revenue
Topic: Marketing
Start Time: 10/13/10 2:30pm EASTERN TIME
End Time: 10/13/10 3:30pm EASTERN TIME
Presented by: Kelly McIvor$99.00 per connection

In the US, more people have cell phones than PCs! You've seen the ads for iPhone and Droid that show the thousands of apps written for those devices. Those apps are from companies leveraging a new marketing medium…mobile marketing. Many are intrigued by this marketing, but few know how to leverage it for their company. If your company offers B2C products and services, mobile marketing offers you a creative, effective way to reach prospects that you've not been able to reach before. Learn how!

Kelly McIvor, mobile media professor at the University of Washington Graduate School of Communications, helps marketing professionals design mobile marketing campaigns for their business. He enlightens you with the opportunity afforded by mobile media and teaches you how to successfully implement it in your marketing campaign. The reach of marketing on cell phones is enormous…don't let your company miss out on this powerful marketing tool. It could be the competitive edge you've been seeking.

In this webinar, you'll learn how to:
• Analyze your business to determine if mobile marketing fits your marketing approach
• Identify the marketing campaigns that work best through mobile marketing
• Integrate mobile marketing into your current marketing strategy
• Use different mobile marketing techniques to reach various audience segments
• Select the right mobile marketing players for your campaign

As an added bonus, the first 50 registrants receive the mobile marketing tip sheet.
 

About the Presenter:

Kelly McIvor is a wireless veteran with more than 15 years of experience in marketing and product development. Following 9 years at McCaw Cellular (now AT&T Mobility) he founded WireCutter Technologies, one of the nation's first SMS application providers. He has also helped develop the mobile content and marketing strategies of companies including Warner Music, Hallmark and Disney. Kelly is currently the Chief Product Strategist for SMS Media Group Inc., and also heads the Content Services group for Amdocs Interactive. He holds a BA in Business from the University of Washington, where he is currently an adjunct professor of Mobile Media.

Keywords: Kelly McIvor, mobile marketing, cellphone marketing, cell phone marketing, text messaging marketing, SMS marketing, mobile text marketing, text marketing, iphone marketing, android marketing]]>Marketing Kelly McIvor Eliminate Stalled Opportunities from Your Company’s Sales Opportunity Pipeline
Remove the roadblocks that prevent deals from closing
Topic: Leadership/Management
Start Time: 10/14/10 1:00pm EASTERN TIME
End Time: 10/14/10 2:00pm EASTERN TIME
Presented by: Alan Rigg$99.00 per connection

What is the condition of your company’s sales opportunity pipeline? How many of the opportunities have been stalled at the same step in the sales cycle for weeks…or months?

If sales forecasts and opportunity pipelines are inaccurate, or if opportunities do not close in predictable time frames, it can wreak havoc on vital financial measurements such as revenue, profit, and cash flow. This makes maximizing the accuracy of sales forecasts and opportunity pipelines critical to your company's success!

Alan Rigg, author of “How to Beat the 80/20 Rule in Sales Team Performance” and creator of the 80/20 Selling System™, has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. In this webinar he will teach you his proven process for eliminating stalled opportunities from your company’s sales opportunity pipeline, once and for all!

In this webinar, you'll learn:

• Why doing a great job of sales opportunity qualification is critical to forecast and pipeline accuracy

• How to inspect pipeline data quality

• Three common flaws that cause forecasting and pipeline management systems to fail

• Why “valid next steps” are critical to sales opportunity pipeline accuracy

• How to design sales opportunity pipeline reports to maximize accuracy and utility

All webinar participants will receive Alan’s Forecasting & Pipeline Management special report. And, as an added bonus you will receive 30 days of complimentary access to his 80/20 Sales Leader membership website (a $47 value). Enjoy a rich selection of online sales and sales management training resources, plus the opportunity to speak directly with Alan during four scheduled calls!
 

About the Presenter:

A 24-year student of selling and sales management, sales performance expert Alan Rigg is the author of "How to Beat the 80/20 Rule in Sales Team Performance", "How to Beat the 80/20 Rule in Selling", and creator of the 80/20 Selling System™. During the past eight years he has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. Alan is a past president of the Arizona chapter of the National Speakers Association and specializes in delivering his unique insights into sales and sales management via highly interactive seminars, workshops, webinars and teleconferences.

Keywords: alan rigg, sales forecast, sales forecasting, sales pipeline, how to beat the 80/20 rule in sales team performance, 80/20 selling system]]>Leadership/ManagementSales Management Alan Rigg Elevate Your Presentations
Powerful Strategies to Engage Your Audience
Topic: Sales
Start Time: 10/14/10 4:00pm EASTERN TIME
End Time: 10/14/10 5:00pm EASTERN TIME
Presented by: Lorraine Howell$99.00 per connection

• How to connect with any audience…in any situation
• Powerful tactics to improve delivery skills and inspire your audience
• Techniques to engage the audience with a memorable introduction and motivate them with a compelling close
• An easy and flexible framework for organizing and prioritizing content
• How to tweak content that will resonate with your audience
• Tips, tools, and strategies to overcome your fear of public speaking

About the Presenter:

In her book Give Your Elevator Speech a Lift! (Book Publishers Network, 2nd Printing November, 2007) communications expert Lorraine Howell shares her step-by-step proven method for eliminating verbal clutter and crafting a clear, concise, and memorable answer to the business question "What do you do?" She developed her ability to help others get to "the meat of the matter" after 12 years as a television news and talk show producer. Since 1998 Lorraine has been coaching top executives and professionals on how to be more effective when speaking to the media or making public presentations. Lorraine is a specialist in message development, networking skills, presentation skills, media interview skills, and crisis communications.  In October, 2008 she returned for the second year to coach the five finalists in the Forbes.com national Boost Your Business Contest in New York City. Howell also speaks on media relations and presentation skills at conferences and seminars. Her clients include Starbucks Coffee Company, Microsoft, Group Health Cooperative, Seattle Children's, ZymoGenetics, Arcadia Biosciences, Attenex, Avvo, Kibble & Prentice, People To People Ambassador Programs, Edelman Public Relations Worldwide. She is a Cum Laude graduate from the University of Washington, Phi Beta Kappa. Lorraine is also a member of Women in Communications, ...

Keywords: deliver a sales presentation, deliver a speech, presentations that win, public speaking, public speaking coaching, public speaking training, overcoming fear of public speaking, improve presentation sk]]>Sales Lorraine Howell Ask Prospects the Right Questions at the Right Time
Learn how to use questions to differentiate from competitors, motivate prospects to act, and shorten the sales cycle
Topic: Business Strategy
Start Time: 10/19/10 2:30pm EASTERN TIME
End Time: 10/19/10 3:30pm EASTERN TIME
Presented by: Stu Schlackman$99.00 per connection

Another deal entered the pipeline, but never closes. There is an epidemic of clogged sales pipelines and the root cause of it…sales people not asking the right questions of their prospects. Asking questions can be a powerful differentiator over the competition, an effective motivator that drives prospects to take action, and a tool to reduce the sales cycle. The key is knowing what to ask prospects and when.

Stu Schlackman, B2B sales coach and author of "Don't Just Stand There, Sell Something" helps sales people master the art of prospect questioning. Beyond needs analysis, he teaches you the critical questions that must be asked and the right time to ask them in the sales process. You'll learn to close more deals, differentiate yourself from the competition, and shorten the sales cycle by asking questions.

In this webinar, you'll learn how to:
• Create questions that elevate the importance and urgency of a prospect's problem
• Ask the right questions at the right time … and minimize objections
• Convince prospects to take action NOW!
• Position your solution so it is the one selected by the prospect
• Ask, and get, prospect commitment during the sales process

As an added bonus, the first 50 registrants receive Stu Schlackman's tip sheet to implement the teachings from this virtual sales training program.
 

About the Presenter:

Stu Schlackman delivers what businesses want in this new decade: RESULTS! Using his 25 + years of success in sales and sales management, Stu has developed a sales process that will give you Superior Sales Results! His Sales Intelligence System is based on his book, Four People You Should Know. Stu started Competitive Excellence in 2004 because of his passion to help companies that are involved in long-term selling relationships to succeed. Today he speaks to groups both large and small helping them use the Sales Intelligence System to increase their win rate, shorten the sales cycle and lower turnover.

Keywords: Stu Schlackman, Don't Just Stand There Sell Something, Four People You Should Know, sales questions, needs analysis, overcoming objections, virtual sales training]]>Business StrategySales Stu Schlackman Would Your Business Survive A Crisis?
Learn how to protect your business
Topic: Compliance
Start Time: 10/20/10 2:30pm EASTERN TIME
End Time: 10/20/10 3:30pm EASTERN TIME
Presented by: Peg Jackson$99.00 per connection

BP…Tiger Woods…Arthur Andersen… These businesses have experienced major crises causing severe financial and brand damage or wiping them out entirely. While it is difficult to prepare for the unknown, there are key steps every company – big and small - should take to ensure their business recovers from a crisis.

Peg Jackson, risk management expert and author of the widely-acclaimed book "Reputational Risk Management – The Essential Guide to Protecting Your Reputation in Crisis Situations," helps business executives prepare for and survive a crisis. She teaches you the key elements to include when designing a crisis response plan and how to put into action when needed. Sadly, many businesses never recover from a crisis and shut their doors forever – even if they have adequate insurance coverage. If your company had a crisis today, would it still be around tomorrow?

In this webinar, you'll learn how to:
• Construct a crisis response plan to ensure your company is well-prepared
• Create a crisis communication plan that sends the right message
• Prepare your employees to deal with a crisis
• Interact with the media during a crisis that inspires confidence

As an added bonus, the first 50 registrants receive a Crisis Communication Plan tip sheet to help you implement the teachings from this virtual business training course.

About the Presenter:

Her clients call her a “rock star,” a “secret weapon” and a “trusted advisor.” Dr. Peggy M. Jackson is a consultant and nationally recognized lecturer in risk management,business continuity planning, strategic planning and Sarbanes-Oxley compliance. Peg has written books on risk management, business continuity planning, strategic planning and Sarbanes-Oxley compliance published by John Wiley andSons. She is a Principal with Peg Jackson & Associates in Alexandria, VA. Peg earned a doctorate in public administration (DPA) fromGolden Gate University in San Francisco and holds the professional designation of Chartered Property and Casualty Underwriter (CPCU). She designed the Jackson Risk Management Model© as part of an award-winning doctoral dissertation on risk management techniques. Inspired by her clients’ needs, she designed the Done in a Day® risk management, contingency planning and Sarbanes-Oxley best practices product line. These “in a box” solutions have saved her clients valuable time and resources. Peg is a member of the American Association of Insurance Management Consultants and the Washington DC Chapter of the Chartered Property and Casualty Underwriters (CPCU) Society. Peg’s books are published by John Wiley & Sons, Inc. Nonprofit Strategic Planning: Leveraging Sarbanes-Oxley Best Practices Sarbanes-Oxley for Small Businesses: Leveraging Compliancefor Maximum Advantage Sarbanes-Oxley for Nonprofit Boards Nonprofit Risk Management ...

Keywords: Peg Jackson, Reputational Risk Management, Risk Management Training, DRP, Business Continuity Plan Training, Reputational Risk]]>ComplianceLeadership/ManagementRisk Management Peg Jackson How to Plan, Design, and Deliver an Effective Virtual Event
Learn to master the virtual stage in a webinar environment
Topic: Business Communication
Start Time: 10/20/10 4:00pm EASTERN TIME
End Time: 10/20/10 5:00pm EASTERN TIME
Presented by: Roger Courville$99.00 per connection

The economy has brought about recognition of the benefits of virtual training. Yet, this medium requires a change in your presentation delivery to effectively reach your virtual audience. If you fail to deliver a fantastic experience on a virtual stage, you risk losing potential consulting, training, and in-person speaking opportunities.

Roger Courville, author "The Virtual Presenter's Handbook," helps presenters succeed with virtual presentations. He teaches you the secrets and subtle nuances to delivering a dynamic webinar presentation that engages your audience. The virtual stage can be your ticket to increasing your consulting, training, and in-person speaking business…if you know how to capture the minds of your audience.

In this webinar, you'll learn how to:
• Leverage the differences between virtual and in-person presentations
• Adapt your presentation for webinar delivery
• Apply the 3 foundational elements of visual thinking
• Create a presentation that engages your virtual audience
• Deliver a memorable experience for your attendees that leaves them wanting more from you

As an added bonus, the first 50 registrants receive Roger's virtual presenter checklist.

About the Presenter:

Roger Courville is author The Virtual Presenter’s Handbook and 1080 Group’s Web Seminar Producer Toolkit, blogger at TheVirtualPresenter.com, and sought-after speaker on how to improve productivity using web seminars. Roger is currently the principal at 1080 Group, LLC, and his real-world expertise is backed by that of the seasoned professionals at 1080 Group – who together have worked with hundreds of clients on thousands of events involving more than a million event attendees.

Keywords: Roger Courville, webinar training, deliver online training, deliver virtual training, develop a virtual training course,]]>Business Communication Roger Courville Stop Cold Calling – Start Prospecting
Learn how to turn every sales call into a warm call
Topic: Business Development
Start Time: 10/21/10 2:30pm EASTERN TIME
End Time: 10/21/10 3:30pm EASTERN TIME
Presented by: Shelley Plemons$99.00 per connection

Don't make another cold call! How will you generate prospects if you don't cold call? Turn those cold calls into warm calls! Despite the noise from social media, prospecting still remains the most effective way to reach and engage decision makers.

Shelley Plemons, founder of Strategic Sales Solutions, helps sales professionals master the art of prospecting. She teaches you a step-by-step process that prepares you for a successful prospecting campaign. Imagine a strong sales pipeline without ever making another cold call. It can happen, if you learn the steps to prospecting mastery.

In this webinar, you'll learn how to:
• Select those prospects most likely to buy from you
• Obtain key information about your prospects … before you pick up the phone
• Use a marketing strategy that supports your prospecting campaign
• Apply non-threatening techniques to engage prospects on the phone
• Leave a voicemail message that gets returned … quickly

Included with your registration is 30-day access to the Flash recording of this webinar and Shelley's Target Customer Analysis Worksheet to help you implement the teachings from this virtual training course.

About the Presenter:

Shelley Plemons is a leading sales expert in the areas of successful sales process development, professional selling skills, sales coaching skills as well as deployment of strategic sales initiatives. She has held senior management positions in the sales field throughout her career. Reflecting on her success, Shelley developed a selling system incorporating all of her proven techniques to introduce them to the marketplace. In 2002, she founded Strategic Sales Solutions; her organization is committed to helping organizations who want to dramatically increase their revenue by developing their sales force and programs so that they are the best they can be.

Keywords: Shelley Plemons, Strategic Sales Solutions, sales intelligence, sales research, sales call preparation]]>Business DevelopmentSales Shelley Plemons Article Publishing to Grow Your Business or Consulting Firm
How to Build Your Reputation and Generate Revenue Using Articles
Topic: Business Coaching
Start Time: 10/22/10 1:00pm EASTERN TIME
End Time: 10/22/10 2:00pm EASTERN TIME
Presented by: Ken Lizotte$99.00 per connection

• Develop article ideas that position your expertise
• Avoid writers block and keep the ideas flowing
• Identify your "target publications"
• Creatively pitch your ideas to editors with a fool-proof approach
• Prevent embarrassing article publishing mistakes that brand you as an amateur
• Leverage your articles to generate new clients

About the Presenter:

Ken Lizotte CMC is author of ”The Expert’s Edge: Become the Go-To Authority that People Turn to Every Time” (McGraw-Hill) which explores how consultants, business owners, entrepreneurs, attorneys, professional servcies firms, expert professionals and entire companies can position themselves as “thoughtleaders” in their field and industry. Ken demonstrates in his book how thoughtleading offers superior competitive advantages, higher career satisfaction and... increased income! Founder and Chief Imaginative Officer (CIO) of emerson consulting group inc. (Concord MA) which specializes in transforming experts into thoughtleaders, Ken speaks to business grous and conferences on such topics as getting published, staying creativie, work/family balance and career success. He’s an active member of IMC USA, co-founder of the National Writers Union, a seminar leader since 1996 at Harvard University's Extension School and former columnist for the American Management Association. Contact Ken at 978-371-0442 or via ken@thoughtleading.com or via his website: www.thoughtleading.com. To learn more about his book, visit www.theexpertsedge.com

Keywords: article publishing, write articles, write business articles, ken lizotte, publish articles]]>Business CoachingPublishingSmall Business Ken Lizotte Set Appointments that Lead to Sales

Topic: Sales
Start Time: 10/22/10 2:30pm EASTERN TIME
End Time: 10/22/10 3:30pm EASTERN TIME
Presented by: Andrea Sittig-Rolf$99.00 per connection

Tom Ziglar says, “If you could set a higher number of better and more qualified appointments, would it help your sales career? If you answered yes, then The Seven Keys to Effective Business-to-Business Appointments Setting is just for you.” This webinar offers a unique compilation of tactical appointment setting techniques that have been proven effective for sales professionals in the business-to-business sales industry. Time and time again these techniques have helped thousands of salespeople schedule appointments with qualified prospects leading to million of dollars in sales.

Over her twenty year career, Andrea Sittig-Rolf has recruited, led, and trained sales teams to sell millions of dollars worth of products and services. In this webinar you’ll learn how to:

• Prepare for scheduling quality appointments
• Get past gatekeepers
• Overcome common objections
• Leave effective voicemail messages that get returned
• Set quality appointments
• Track your numbers to understand how to reach your sales goals

As an added bonus, the first 50 registrants will receive a FREE copy of Andrea’s book “The Seven Keys to Effective Business-to-Business Appointment Setting: Unlock Your Sales Potential” (Thomson Reuters, 2006), foreword by Tom Ziglar.

About the Presenter:

Andrea Sittig-Rolf helps sales organizations inspire change, maximize sales, and increase bottom line results. Business savvy with a passion for people, she understands how to help salespeople be their best and has what it takes to inspire them. Andrea is a successful entrepreneur, author and sales trainer, and is in high demand as a speaker and workshop leader. Andrea is the author of 3 compelling sales books; the first, called Business-to-Business Prospecting: Innovative Techniques to Get Your Foot in the Door with any Prospect, (Aspatore Books, 2005) is endorsed by best-selling author Brian Tracy, as well as Skip Miller, Steve Farber and Ronald J. Walsh. Her second book, The Seven Keys to Effective Business-to-Business Appointment Setting: Unlock Your Sales Potential (Aspatore Books, 2006) is endorsed by several sales professionals and the foreword is written by Tom Ziglar, son of Zig Ziglar and CEO of Ziglar, the company. Her next book, Power Referrals: The Ambassador Method for Empowering Others to Promote Your Business and Do the Selling For You, endorsed by Tom Hopkins, will be published by McGraw-Hill in October, 2008. Andrea is the founder and President of Sittig Incorporated, a sales training and consulting organization based in Redmond, WA. www.sittiginc.com ...

Keywords: andrea sittig rolf, andrea sittig-rolf, The Seven Keys to Effective Business-to-Business Appointment Setting, the blitz experience, online sales training, sales elearning, sales e-learning, how to set]]>Sales Andrea Sittig-Rolf Make Smart Decisions About Lean Six Sigma For Your Business
Learn how to evaluate your company to determine if there is a business case for Lean Six Sigma
Topic: Leadership/Management
Start Time: 10/26/10 1:00pm EASTERN TIME
End Time: 10/26/10 2:00pm EASTERN TIME
Presented by: Gary Gack$99.00 per connection

"Only Fortune 1000 companies can afford Lean Six Sigma or benefit from it…" This is the belief of many small and mid-sized business leaders, but it is a page right out of Greek Mythology. It's not true! Companies of varying size can economically implement Lean Six Sigma and receive all of the benefits that the systems bring to bear. Your clients demand better quality, your business desires more profits, and your employees need to become more efficient … all potential benefits of leveraging Lean Six Sigma.

Gary Gack, Lean Six Sigma Black Belt and founder of Process Fusion, helps business executives make informed decisions about Lean Six Sigma. He teaches you the key steps to evaluating and implementing these systems effectively and efficiently. Lean Six Sigma isn't for every business, but it may be right for your company as a strategy to improve quality, drive profits, and enhance efficiency.

In this webinar, you will learn to:
• Analyze your situation to determine if Lean Six Sigma is right for your business
• Evaluate the benefits of Lean Six Sigma in contrast to the costs
• Leverage the critical success factors during implementation
• Scale these systems among the 3 levels to select the right one for your size business

As an added bonus, you’ll receive Gary’s white paper "Is Lean Six Sigma Right for My Business?" to help you implement the teachings from this eLearning course.

About the Presenter:

Is an MBA from the Wharton School, a Six Sigma Black Belt, and an ASQ-certified software quality engineer. He provides consulting, training and coaching related to business and software/IT process improvement, with emphasis on “best of breed” integration of proven best practices and models. His primary focus and interest is in helping organizations improve business performance by more effective management of the interface between general managers and software and IT. By working on both sides of the "technology divide" he has helped reduce failures, increase productivity and quality, reduce waste, and control risk. More and more businesses and government agencies are finding software and IT to be crucial to their success and efficiency. From ‘hardware’ products that are becoming software-enabled to enterprise and worldwide information and business platforms – systems of software, technology, and related services drive today’s organizations. This increased reliance is surfacing many shortcomings in the way software and IT are managed. Software and IT projects, like Black Holes, consume vast amounts of time and money, yet often do not deliver what was promised, are frequently late and over budget, and are many are defect prone when deployed. Sometimes not even light comes out!Outright failures are quite common and can ...

Keywords: Gary Gack, lean six sigma, process efficiency training, six sigma training, six sigma myths]]>Leadership/ManagementOperationsSmall Business Gary Gack Set A Clear Business Objective For Your Company
Learn how to drive profitability by delighting employees and customers
Topic: Business Strategy
Start Time: 10/26/10 2:30pm EASTERN TIME
End Time: 10/26/10 3:30pm EASTERN TIME
Presented by: Tammi Brannan$99.00 per connection

Are you working on your business or working in your business? If you are like most business executives, you focus in your business…leaving little time to work on it. Tactical executives lose sight of what is truly important to the company - its customers and employees…and fail to achieve the desired results.

Tammi Brannan, business coach and team development expert, helps business executives discover the true purpose of their business. She teaches you how to set a course for the company toward its intended goals and establish the action steps to get there. Tammi will provide you with the tools you need to create a path for your business that delights both your customers and employees…and drives profitability.

In this webinar, you'll learn how to:
• Establish the true purpose of your company…why should it exist
• Define the experience you want both customers and employees to have with your company
• Create a list of tasks that ensures your purpose is fulfilled…beyond job descriptions
• Identify a baseline for the business relative to its purpose
• Take steps to move your business from its present state toward its true purpose…without feeling overwhelmed

As an added bonus, the first 50 registrants receive Tammi's eBook to help you implement the teachings from this session.

About the Presenter:

Tammi Brannan has owned and jointly operated businesses for the last 15 years. Her main responsibility was maximizing workforce productivity and efficiency. In this time, she learned the concepts behind Instinctive Life. In the last 3 years, Tammi has developed a process that will help businesses accomplish that same objective - gaining maximum worth from each employee, turning stagnate profits into staggering gain.

Keywords: Tammi Brannan, set a business objective, establish a business objective, strategic plan, strategic planning]]>Business StrategyLeadership/Management Tammi Brannan Increase Sales By Getting Inside the Prospect’s Mind
Improve Salesforce Effectiveness by Understanding Human Behavior
Topic: Business Communication
Start Time: 10/27/10 2:30pm EASTERN TIME
End Time: 10/27/10 3:30pm EASTERN TIME
Presented by: Judith Wentzel$99.00 per connection

About the Presenter:

Judith A. Wentzel, CTACC, EFT-ADV, is passionate about assisting success minded people to sky rocket their life or business by removing the blocks to success, those things that hold us back, that keep us stuck. Since 1993 Judith has been helping clients achieve greater success. Through understanding personality type clients can become more effective managers, create a more cohesive work environment, develop a more dynamic sales force, and deliver better customer service. Helping you to succeed is what Judith is ALL about!

Keywords: personality type, understanding personality type, motivating buyers, how to motivate buyers, communicating with prospects, grow sales, sales effectiveness, understanding personality types, how to cond]]>Business CommunicationSales Judith Wentzel Lead Generation Techniques for B2B Sales People
People Are Still Buying, But Are They Buying From You?
Topic: Business Development
Start Time: 10/28/10 1:00pm EASTERN TIME
End Time: 10/28/10 2:00pm EASTERN TIME
Presented by: Drew Stevens PhD$99.00 per connection

Media is bombarding us with stories of economic doom and gloom, but everywhere you look there is proof that people are spending money! Football stadiums are still packed every Sunday, stores are full of shoppers and restaurants are full of patrons.

• New activities that create new revenue streams

• Strategies of self mastery that lead you to sales success regardless of economic conditions

• Differentiation tactics that position you as the industry expert

• Why it’s a fatal mistake to focus on your competition… why you should focus on your expertise

• Strategies to overcome obstacles that inhibit your success

About the Presenter:

Drew Stevens PhD, President of Stevens Consulting Group and renowned author, consultant and sales expert literally wrote the book on improving sales skills. Dr. Drew is the author of the best seller Split Second Selling and Ultimate Business Bible that have helped thousands of frustrated sales managers, selling professionals and entrepreneurs improve their skills and gain dramatic results. Experienced with helping entrepreneurs and mid sized business, Dr. Drew works with organizations that desire to dramatically accelerate business growth! Drew has been successful in developing a consistent business methodology that increases customer acquisition by 40% while creating selling standards to reduce labor intensity-resulting in record revenues and higher productivity and profitability.

Keywords: recession proof selling, how to sell in a down economy, drew stevens, how to sell during a recession]]>Business DevelopmentBusiness StrategySales Drew Stevens PhD How to Address Prospect Objections and Resistance in Today's Market
The new omega approach to eliminating stalls
Topic: Sales
Start Time: 10/28/10 2:30pm EASTERN TIME
End Time: 10/28/10 3:30pm EASTERN TIME
Presented by: Harlan Goerger$99.00 per connection

"Why is it that salespeople hear an objection and they turn tail, only to have the competition come in and win the business!" With today's cost of making sales calls, few can afford a passive sales approach and allow resistance to stall the sale. Yet, everyday salespeople either argue or retreat when objections occur. This is costing you sales, revenue loss and price wars!

Harlan Goerger has been training sales teams how to work with objections and resistance for the past 30 years. Author of "The Selling Gap, Selling Strategies for the 21st Century," he has infused the science of persuasion into today's selling. Sales teams trained by Harlan understand how and why objections and resistance occur and know how to address them to close profitable sales. These sales teams welcome the objection challenge; turn them into sales today with good margins despite the competition!

In this webinar, you will learn to:
• Positively take the objection and close the sales because of it
• Identify 3 types of objections and how to deal with them
• Use a simple 6-step tool to resolve objections
• Manage prospect resistance in the sales process
• Be confident when responding to concerns

About the Presenter:

Sales Expert and Trainer Harlan Goerger (Gr-Gr) brings almost three decades of experience to modern sales. Author of The Selling Gap and over 100 articles on sales & sales management, Harlan provides the proven ideas that change thinking, skills and results for your team. By applying innovative ideas provided by Harlan, many of his clients have seen growth numbers into the 400% level! Through the application of modern scientific persuasion and influence tools, salespeople perform better, leaders lead better!

Keywords: Argument, Objections, Sales, Selling, truth, resistance, Eric Knowles, Omega, harlan goerger]]>Sales Harlan Goerger Motivate Your Average Sales Producers from Good to GREAT
Learn how to make an immediate impact on your top line revenue growth
Topic: Business Strategy
Start Time: 10/29/10 1:00pm EASTERN TIME
End Time: 10/29/10 2:00pm EASTERN TIME
Presented by: Tony Cole$99.00 per connection

How much are your middle producers costing you in lost revenue and lost opportunity? By continuing to accept mediocre performance from a large portion of your team, you are severely limiting your team’s potential, sales results and your company revenue. How long can you afford to go on with 80% of your revenue coming from 20% of your producers? And imagine the impact to your revenue if more of your producers were operating at peak performance.

Tony Cole, founder of Anthony Cole training, has spent 16 years helping sales managers drive results from their sales teams. He teaches you how to implement specific strategies and sales activities to challenge and motivate your core middle to improve their performance from good to great.

During this webinar, you will learn how to:

• Activate the skills you have and develop new skills to motivate your sales team to higher performance
• Help your salespeople implement a 3-step process to choose, focus and dominate their markets
• Utilize accountability processes such as huddles to focus your salespeople on activities that will drive results
• Have ‘the conversation’ with your middle producers to ignite their fire
• Create a candidate pipeline that will ensure that you are not ‘held hostage’ by underperformers

About the Presenter:

Tony has a lifelong focus on helping people and organizations achieve their personal best. As a former educator and university coach, Tony helped individuals learn how to improve their game not by ‘running faster’ but with significant behavioral changes. After many years in sales and sales management, Tony transitioned his passion for extraordinary performance and began to ignite that fire with other firms in 1993. Anthony Cole Training Group has grown to be a leader in driving consistent and predictable sales growth with individuals and companies across the country.

Keywords: motivate a sales person, motivate sales people, improve sales perfomance, tony cole, Anthony Cole training]]>Business StrategyLeadership/ManagementSales Management Tony Cole Build Your Small Business Marketing Plan

Topic: Business Strategy
Start Time: 11/2/10 2:30pm EASTERN TIME
End Time: 11/2/10 3:30pm EASTERN TIME
Presented by: Sarah Day$99.00 per connection

After labor, marketing is often the largest expense in a small business. But how can you be assured that the dollars you’re spending actually result in sales? Too often, business owners spend marketing dollars without a comprehensive plan. The result – poor lead generation, expenses that bring dubious results, and messages that miss the mark.

In this webinar, Sarah Day, small business growth strategist and founder of Day One Business Services, reviews the elements of an effective marketing plan and provides you with techniques to help you take some of the unknowns out of your marketing. Using real-world examples, Sarah presents the information you need to take charge of your marketing and generate results.

You’ll learn:

• The best technique for getting the answers to your marketing questions
• Which marketing tactics are appropriate for your business goals
• Common marketing plan mistakes and how to avoid them
• How to set budget parameters
• How – and why – to measure marketing return on investment

All registrants will receive a copy of Sarah Day's comprehensive marketing plan outline.

About the Presenter:

Sarah Day is a small business growth strategist. Her company, Day One Business Services, helps small enterprises improve their overall management ~ from profitability to marketing to staffing to operations. Sarah is an accredited executive associate of the Institute for Independent Business, a nonprofit research, training, and accreditation organization devoted to helping small business.

Keywords: develop a small business marketing plan, write a marketing plan, sarah day, day one business services]]>Business StrategyMarketingSmall Business Sarah Day How to Protect Your Financial Self and Protect Your Investments
Learn how to become a better investor...what to do and what to avoid
Topic: Investing
Start Time: 11/3/10 2:30pm EASTERN TIME
End Time: 11/3/10 3:30pm EASTERN TIME
Presented by: Scott Barclay$99.00 per connection

Not everyone needs financial advice from a stock broker or financial advisor to protect and grow their wealth. There are many ways to handle your investments. The key is to determine the right approach for you.

Former stockbroker, Scott Barclay knows the secrets to smart investing. Scott’s advice comes without bias or an agenda, does not sell any investment products or services. In this webinar, he shares the insight and Wall Street secrets he gathered during his years of successful investing. Scott guides you through the process of making the right decisions when managing your wealth portfolio.

In this webinar, you'll learn how to:
• Invest wisely on your own and save a fortune… Yes, you can do it!
• Determine when, and if, you need a stock broker to manage your investing
• Reduce your investment costs by avoiding unnecessary fees
• Protect your hard-earned wealth while continuing to grow it

As an added bonus, the first 50 registrants receive Scott's eBook "How The Investment Business Really Works."

About the Presenter:

Scott Barclay has worked for Wall Street's biggest firms and knows how wall street works and how the investment business really works. Barclay shares the 'secrets' of the investment industry as few can and fewer do. Most speakers in this area are compensated for selling products. Barclay offers investment advice without an agenda, ie. does not sell any investment products. Barclay loves to educate people on investing for themselves, what to do and especially what not to do.

Keywords: Scott Barclay, investing training, investing webinar, investing eLearning course, investing e-Learning course, investing online training, investing online seminar]]>Investing Scott Barclay Shift from Survival to a Growth Strategy
Learn how to kick-start your company’s growth and take advantage of the economic recovery
Topic: Business Strategy
Start Time: 11/4/10 1:00pm EASTERN TIME
End Time: 11/4/10 2:00pm EASTERN TIME
Presented by: John W. Myrna$99.00 per connection

The world economy is moving out of the recession – is your company poised for growth? While you may have been focused on reducing budgets and cutting staff, you know that your company won’t survive and thrive in the long term unless you turn your attention to growth. As the economic picture brightens, now is the time to move from a cost containment strategy to a growth strategy.

John Myrna, a management expert and author with 40 years of experience focused on the pragmatic development and implementation of business strategy, helps business leaders find the right growth strategy for their enterprises. He teaches you an accelerated process that empowers you to design and implement a results-driven strategic plan that works for your company. Learn real-world, practical strategic planning skills that you can implement immediately to get your company growing.

In this webinar, you’ll learn how to:

• Successfully rethink your short-term strategies to prepare for future growth
• Move from cost containment to a growth strategy…smartly
• Get your management team on board so they implement the plan with passion and urgency
• Realign your resources while retaining – and improving – productivity and performance
• Retool and focus activities to support your operating plan

As an added bonus, you'll receive a copy of John’s strategic planning how-to book, "Where the Hell Are We?" to help you implement the strategic planning process you learn in this webinar.

About the Presenter:

John W. Myrna is co-founder of Myrna Associates Inc., a world-renowned group of facilitation experts and management consultants who help organizations to survive turbulent times by designing immediately actionable strategies and workforce evaluations. These roadmaps are developed during intense, two-day offsite sessions where Myrna team members use propriety methodologies to help C-level executives get their companies back on track and, through subsequent coaching, keep them there.   After a successful career as a leader of many companies, John decided to broaden his impact on the business world in 1991 by launching his own firm with his wife and colleague, Mary. Their goal was to help many more companies grow, increase their value, and prevent the need for turnarounds. His methodologies have been time tested and perfected during more than 10,000 hours of fieldwork with hundreds of companies.   His latest books are An End to Meeting Madness, coauthored with Maria C. Birkhead (2009) and Where the Hell are We? (2005), both documenting his methodologies. ...

Keywords: develop a strategic plan, strategic planning process, john myrna, where the hell are we ]]>Business StrategyLeadership/Management John W. Myrna Find Your Website Leaks…And Repair Them
Learn how to leverage your website investment to drive revenue
Topic: Business Strategy
Start Time: 11/4/10 2:30pm EASTERN TIME
End Time: 11/4/10 3:30pm EASTERN TIME
Presented by: Philippa Gamse$99.00 per connection

About the Presenter:

Philippa Gamse is a Web strategy expert. She advises business owners and executives on maximizing their return on their Web investment. She is a Certified Management Consultant, a designation earned by less than one percent of professionals. Her clients come from a wide range of industries, and include Harley-Davidson Motor Company, Hilton Hotels Corporation, Goodwill Industries International, Inc., Hanley Wood, and the American Bus Association as well as numerous small and medium-sized businesses. Originally from the UK, Philippa has 10 years of corporate experience in Europe, including several years as a consultant for Deloitte. She founded her US-based business in 1995.

Keywords: Philippa Gamse, web performance, website strategy, website effectiveness, web roi, website return on investment, small business website]]>Business StrategyMarketingSocial Media Philippa Gamse Empower Others to Promote Your Business

Topic: Marketing
Start Time: 11/5/10 2:30pm EASTERN TIME
End Time: 11/5/10 3:30pm EASTERN TIME
Presented by: Andrea Sittig-Rolf$99.00 per connection

What if you could cut your prospecting time in half? How about never having to prospect for business again because you’ve developed a network of Ambassadors to seek and find business for you? The Ambassador relationship is the ultimate relationship in sales. Also known as champions or advocates, Ambassadors see such benefit in what you do and the products and services you provide, that they’re happy to promote you to their peers, colleagues and customers; so much so, that by the time you learn of a particular opportunity, it’s a done deal!

Sales guru Andrea Sittig-Rolf pushes referral marketing to the next level with her proven Ambassador Method. Power Referrals teaches her step-by-step process of creating and deploying an army of referral-givers who do the selling for you – freeing up the time you need to grow your business. In this webinar you’ll learn how to:

• Employ the ACT (Acquire, Cultivate, Teach) principle to build your Ambassador sales force
• Convince referral-givers that your gain is their gain
• Create your Ambassador Toolkit to make it easy for others to promote you
• Leverage Ambassadors to close more deals than you thought possible

As an added bonus, the first 50 registrants will receive a FREE copy of Andrea’s book “Power Referrals: The Ambassador Method for Empowering Others to Promote Your Business and do the Selling for You” (McGraw-Hill, 2008) that includes 19 free downloads of worksheets and templates that correspond to the chapters in the book, empowering you to apply what you’ve learned from the book in your own business.

About the Presenter:

Andrea Sittig-Rolf helps sales organizations inspire change, maximize sales, and increase bottom line results. Business savvy with a passion for people, she understands how to help salespeople be their best and has what it takes to inspire them. Andrea is a successful entrepreneur, author and sales trainer, and is in high demand as a speaker and workshop leader. Andrea is the author of 3 compelling sales books; the first, called Business-to-Business Prospecting: Innovative Techniques to Get Your Foot in the Door with any Prospect, (Aspatore Books, 2005) is endorsed by best-selling author Brian Tracy, as well as Skip Miller, Steve Farber and Ronald J. Walsh. Her second book, The Seven Keys to Effective Business-to-Business Appointment Setting: Unlock Your Sales Potential (Aspatore Books, 2006) is endorsed by several sales professionals and the foreword is written by Tom Ziglar, son of Zig Ziglar and CEO of Ziglar, the company. Her next book, Power Referrals: The Ambassador Method for Empowering Others to Promote Your Business and Do the Selling For You, endorsed by Tom Hopkins, will be published by McGraw-Hill in October, 2008. Andrea is the founder and President of Sittig Incorporated, a sales training and consulting organization based in Redmond, WA. www.sittiginc.com ...

Keywords: andrea sittig-rolf, andrea sittig rolf, power referrals, how to get referrals, how to ask for referrals, training on referrals, sales elearning, sales webinar, sales webinars]]>MarketingSalesSmall Business Andrea Sittig-Rolf Successfully Promote A Sales Person to Sales Manager
Learn the keys to identifying sales management candidates from within your sales team
Topic: Human Resources
Start Time: 11/5/10 4:00pm EASTERN TIME
End Time: 11/5/10 5:00pm EASTERN TIME
Presented by: Sherri Thomas$99.00 per connection

"She's our top sales person … she would make a great sales manager." Oh, if only this were true! The traits that make a great sales person are not the same ones that make an effective sales manager. Promote the wrong rep and you not only damage the team, but you also lose their revenue contribution and open the door for the competition to take your clients ... a triple hit to the company.

Sherri Thomas, author of "Career Smart – 5 Steps to a Powerful Personal Brand," helps business executives develop career paths for their employees. She teaches you the critical steps when evaluating and promoting sales people to sales management. Learn how to effectively promote those who have what it takes to be a sales manager today, develop growth paths for those with management potential tomorrow, and keep strong sellers happy - who don’t make the cut - contributing in their role.

In this webinar, you'll learn how to:
• Recognize the mindset and attitudes of the right sales management candidates from your team
• Interview sales people for a sales management job … what to ask and what you should hear
• Set realistic expectations with these candidates about a day in the life of a sales manager
• Develop a management career path for those sales people who want to move up
• Have the tough discussion with those who want management, but don't fit the job

As an added bonus, the first 50 registrants receive Sherri's tip sheet on evaluating sales management candidates.
 

About the Presenter:

Career Coach Sherri Thomas helps business executives develop career paths for themselves and their employees. She is passionate about helping clients create a more purposeful and meaningful career, and teaching them how to put themselves in high demand with senior leaders and hiring managers.  Clients include sales professionals and managers, business leaders, consultants and entrepreneurs across various industries including media, healthcare, high tech, utilities, finance, real estate and broadcasting.    Author of “Career Smart - 5 Steps to a Powerful Personal Brand”, Sherri is interviewed regularly for her career advancement strategies in the Wall St Journal and on NBC TV Phoenix Channel 12. For the past three years, she has been a professional speaker across the United States and United Kingdom.   With more than fifteen years experience climbing the career ladder, Sherri has successfully transitioned into various job roles, and industries including television, radio, public relations, professional sports, finance, and high tech.  Sherri is PMP certified, and was a global project and program manager for a Fortune 100 Company for 9 years.    Recently, she served as president for the American Marketing Association’s (AMA) National Council. During her four-year term, she coached more than 50 AMA chapter presidents, led an Arizona State University leadership marketing class with advertising CEO’s, and authored two white ...

Keywords: Sherri Thomas, promote a sales person to manager, hire a sales manager, career path for sales people, Career Smart]]>Human ResourcesLeadership/ManagementSales Management Sherri Thomas The Renegade Approach to Consultative Selling

Topic: Sales
Start Time: 11/9/10 11:30am EASTERN TIME
End Time: 11/9/10 12:30pm EASTERN TIME
Presented by: Andy Miller$99.00 per connection

When you look back at your monthly sales results, did you spend more time making friends… or generating revenue? If you invest the same amount of time with every prospect it results in a full pipeline, but with few or no sales. The key to sales success is being able to separate those prospects ready to buy from those who are not. If you can’t identify real prospects, you’re wasting precious selling time and won’t generate the income you desire.

Andy Miller has taught thousands of sales people around the world how to identify those prospects who are ready to buy. In his renegade approach to consultative selling, Andy teaches you how to separate the real prospects in your pipeline from the tire-kickers. You’ll be empowered to maximize selling time, which leads to higher revenues and commissions.

In this webinar, you’ll discover:
• Techniques to maximize your selling time with prospects eager to buy
• Powerful methods to qualify top prospects and weed out tire-kickers
• Tactics to use when your prospects are shopping competitors
• Proven strategies to differentiate yourself from the crowd
• Best practices to become your prospect’s trusted resource
• How “happy ears” (salesperson’s optimism) is detrimental to effective selling
 

About the Presenter:

Andy Miller is recognized as one of the top 15 sales management consultants in the world. He has worked with over 2000 CEO's & Sales VP's, 14,000 salespeople and 16 of the Fortune 500. His clients include high tech companies, manufacturers, financial services, entrepreneurs and venture capitalist throughout Europe, Asia and Australia. He has been featured on CNN and in Newsweek, Sales and Marketing Management, Selling Power, Success, Your Company and Human Resource Executive Magazines. He has been on stage with speaking greats Jay Abraham, Denis Waitley, Brian Tracy, John Assaraf, Mark Victor Hansen, Robert Allen, Zig Zigler and Chet Holmes. Andy Miller is committed to excellence. He continues to pursue and participate in programs that are both personally enriching as well as stimulating to his business acumen. Andy is a member of the World Entrepreneur Organization and the peer advisory FORUM for CEO's that evaluates businesses on a monthly basis. He is on the American Society of Training and Development (ASTD) Sales Competency Advisory Panel and previously sat on the advisory board to Objective Management Group, Sandler Systems and The United Professional Sales Association (UPSA). Andy was one of the first leadership consultants certified through CMSI in 1997 and among ...

Keywords: consultative selling training, consultative selling seminar, consultative selling online seminar]]>Sales Andy Miller Implement An Employee Engagement Culture
Learn how to leverage employee engagement to build goodwill, productivity, and profits
Topic: Human Resources
Start Time: 11/9/10 1:00pm EASTERN TIME
End Time: 11/9/10 2:00pm EASTERN TIME
Presented by: Hillary Feder$99.00 per connection

According to Gallup, over $350 billion is lost due to employees not being engaged with their employer. When employees aren't engaged, they underperform, become disenchanted, and ultimately, leave their employer. At a time when your company is running lean and mean, you need everyone on your team to be performing optimally to achieve profit goals … the key is establishing an employee engagement culture.

Hillary Feder, founder and CEO of Hillarys LLC, has helped hundreds of business leaders design and implement an employee engagement culture. She teaches you the subtle, yet critical, nuances that communicate appreciation to your employees …inspiring them to work harder for your firm and stay with you for the long haul. Regardless of the economy, there is always a war for the best talent. Establishing an employee engagement culture is your secret weapon to bringing out the best in your people and retaining them.

In this webinar, you'll learn how to:
• Develop a culture of employee engagement to drive productivity
• Increase retention of your top performers and inspire them to perform
• Recognize the achievements of your employees without breaking the budget
• Design programs that show appreciation for the contribution made by your employees to the company

As an added bonus, the first 50 registrants receive Hillary's employee engagement tip sheet to help you implement the teachings from this eLearning session.
 

About the Presenter:

Hillary Feder is a leader in employee engagement. Her core belief is that people are a company's greatest asset. Using a personalized approach and collaborative style, Hillary focuses on creating an emotional connection between employees and their company. Companies value her insight into how to inspire employees to greater levels of enthusiasm. Engaged employees are enthusiastic, contribute ideas, are retained longer, and become valued ambassadors of the company. The net results of such engagement are increased employee productivity, lower client acquisition costs and higher profit margins.

Keywords: Hillary Feder, AskHillarys.com, employee productivity, employee engagement, employee retention programs]]>Human ResourcesLeadership/ManagementProductivity Hillary Feder Use Video To Grow Your Business
Learn how to leverage video to increase revenue
Topic: Business Strategy
Start Time: 11/9/10 4:00pm EASTERN TIME
End Time: 11/9/10 5:00pm EASTERN TIME
Presented by: Marianne Badar Ohman$99.00 per connection

"YouTube is child's play…" Wrong! "Video is expensive" Not true! There are many misconceptions about using video in business. Videos are a powerful tool to drive growth. You've used blogging and social networking. Learn how to take advantage of video as part of your marketing strategy.

Marianne Badar Ohman, 30-year video producer and communication strategist, helps small businesses design and implement their video strategy. She teaches you the steps to creating an effective video campaign to grow your business without breaking your budget. From brand building to lead generation, video could be the tool you need to increase sales.

In this webinar, you'll learn how to:
• Develop your video campaign strategy
• Create a highly effective video that gets watched
• Select the best placement for your video on your website
• Determine the best hosting venue… your website versus YouTube
• Keep your videos legal – copyright, permissions, etc.
• Monitor the results of the campaign

As an added bonus, the first 50 registrants receive a complimentary video review by Marianne Badar Ohman. (a $75 value)
 

About the Presenter:

Marianne works with corporate and non-profit leaders to create communications strategies that build strong relationships with staff, team members and clients. She specializes in developing creative communications projects that align with your strategic plans and is an expert at managing projects that involve multiple media such as print, promotional materials, video, live presentations and conferences. With her background in interpersonal communications, she knows how to create messages that make an impact with your specific audiences. Whether you want to communicate to large audiences, or one-on-one, Marianne can help you with your communications.

Keywords: Marianne Badar Ohman, YouTube training, create an effective video, video marketing, video campaign]]>Business StrategyMarketingSocial Media Marianne Badar Ohman Negotiate to Win in B2B Sales
Learn how to identify buyer tactics and neutralize them to protect margins
Topic: Business Strategy
Start Time: 11/10/10 1:00pm EASTERN TIME
End Time: 11/10/10 2:00pm EASTERN TIME
Presented by: Stu Schlackman$99.00 per connection

"Your price is 42% higher than your competitor!" Is the price really that much higher or is this a slick buyer tactic intended to trick you into dropping your price? Prospects have become more educated on their options and better prepared to negotiate with sales people. If you haven't elevated your sales game, you'll either lose the deal or lose your shirt.

Stu Schlackman, B2B sales coach and author of "Don't Just Stand There, Sell Something" helps sales people master the negotiation phase of the sales process. He teaches how to identify buyer tactics and counteract them in a B2B sales environment. You'll learn to stop discounting and start negotiating deals that protect margins and relationships.

In this webinar, you'll learn how to:
• Get leverage in the negotiation process by understanding the sources of power
• Develop a negotiation game plan designed for a positive end result for both
• Protect profit margins by effectively positioning the value of your solution
• Manage the demand/counter-demand sequence
• Identify customer negotiation tactics and neutralize them

As an added bonus, the first 50 registrants receive Stu Schlackman's tip sheet to implement the teachings from this virtual sales training program.

About the Presenter:

Stu Schlackman delivers what businesses want in this new decade: RESULTS! Using his 25 + years of success in sales and sales management, Stu has developed a sales process that will give you Superior Sales Results! His Sales Intelligence System is based on his book, Four People You Should Know. Stu started Competitive Excellence in 2004 because of his passion to help companies that are involved in long-term selling relationships to succeed. Today he speaks to groups both large and small helping them use the Sales Intelligence System to increase their win rate, shorten the sales cycle and lower turnover.

Keywords: Stu Schlackman, Don't Just Stand There Sell Something, Four People You Should Know, sales questions, needs analysis, overcoming objections, virtual sales training]]>Business StrategyNegotiationSales Stu Schlackman Sell Technology Products Without Selling Technology
Learn how to align your selling approach with the desires of your prospects to drive revenue
Topic: Information Technology
Start Time: 11/11/10 1:00pm EASTERN TIME
End Time: 11/11/10 2:00pm EASTERN TIME
Presented by: Randall Munson$99.00 per connection

"This technology is HOT, but my sales people still aren't meeting quota…" Sure, the technology is hot, but the sales people are delivering a cold message. Attempting to dazzle prospects with technology fails to engage today's buyers…they want a solution to a problem. To hit the revenue targets, sales people need to drop the technology product pitch and focus on their prospect’s success.

Randall Munson, best selling author, co-author of "The Sales Coach II" and technology sales thought-leader, helps technology sales people stop selling the features of the technology and start effectively engaging their prospects. He teaches you the critical steps to reaching and interacting with the C-Suite … an essential requirement when selling technology products. Don't let your competitors win the account because they focused on the solution, not the technology product. Learn how you can be the sales person your prospects need, want, and desire.

In this webinar, you'll learn how to:
• Migrate from being a technology product pusher to a true solution provider
• Leverage the 2 things that make your prospect 43% more likely to buy from you
• Create a prospect success vision that motivates them to take action
• Reach senior-level decision makers and engage them in the buying process
• Interact with senior managers so they say, "Yes!" to your solution

As an added bonus, the first 50 registrants receive Randall's key steps to effective technology sales to help you implement the teachings from this training session.
 

About the Presenter:

Randall Munson, president of Creatively Speaking®, offers a welcome solution to the challenge of selling. Why do leading companies, including IBM and Microsoft, call on Randall to increase sales? He delivers results! Having devoted three decades to the successful application of technology to business, he has discovered the secrets to selling technical products and services. He shows sales organizations – from small local companies to top international corporations – how to increase sales. Randall teaches you how to powerfully present your products and services to relate them directly to the desires of your prospects. Move your prospects from confusion to CONTRACT!

Keywords: Randall Munson, selling technology products, The Sales Coach II, sales best practices, technology sales training]]>Information TechnologySales Randall Munson Effective Business Development Strategies - On A Shoestring Budget
Learn how to build your sales pipeline – without cold calling
Topic: Business Development
Start Time: 11/12/10 11:30am EASTERN TIME
End Time: 11/12/10 12:30pm EASTERN TIME
Presented by: Shelley Plemons$99.00 per connection

"Our product is fantastic, but our sales pipeline is as dry as the desert!" How do you get the word out so your target prospects know about your solutions? It can be challenging - and costly - if you don't know the secrets of effective business development. Without a strong sales pipeline, revenue is merely a pipedream.

Shelley Plemons, founder of Strategic Sales Solutions, helps sales professionals rejuvenate their sales pipelines using her specialized business development methodology. Using both free and inexpensive resources, she teaches you how to reach prospects …without cold calling. Shelley provides you with the tools your need to quickly build a sales pipeline that keeps revenue flowing.

In this webinar, you'll learn how to:
• Position yourself as a subject matter expert within your target market
• Select the most effective business development channels
• Leverage both free and inexpensive business development tactics
• Design the tools that engage each of the selected channels
• Implement effective business development strategies … that your competition is not using
• Get sales and marketing on the same page for the campaigns

Included with your registration is Shelley's marketing plan calendar template and public relations checklist to help you implement the teachings from this virtual training course.
 

About the Presenter:

Shelley Plemons is a leading sales expert in the areas of successful sales process development, professional selling skills, sales coaching skills as well as deployment of strategic sales initiatives. She has held senior management positions in the sales field throughout her career. Reflecting on her success, Shelley developed a selling system incorporating all of her proven techniques to introduce them to the marketplace. In 2002, she founded Strategic Sales Solutions; her organization is committed to helping organizations who want to dramatically increase their revenue by developing their sales force and programs so that they are the best they can be.

Keywords: Shelley Plemons, Strategic Sales Solutions, creative marketing strategies, free advertising]]>Business DevelopmentSalesSmall Business Shelley Plemons The Secret to Closing More Sales

Topic: Sales
Start Time: 11/12/10 1:00pm EASTERN TIME
End Time: 11/12/10 2:00pm EASTERN TIME
Presented by: Alan Rigg$99.00 per connection

About the Presenter:

A 24-year student of selling and sales management, sales performance expert Alan Rigg is the author of "How to Beat the 80/20 Rule in Sales Team Performance", "How to Beat the 80/20 Rule in Selling", and creator of the 80/20 Selling System™. During the past eight years he has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. Alan is a past president of the Arizona chapter of the National Speakers Association and specializes in delivering his unique insights into sales and sales management via highly interactive seminars, workshops, webinars and teleconferences.

Keywords: close a sale, sales best practices, sales technique]]>Sales Alan Rigg Should You Write a Business Book?
What Every Potential Author Should Know Before Writing a Single Word
Topic: Business Coaching
Start Time: 11/12/10 2:30pm EASTERN TIME
End Time: 11/12/10 3:30pm EASTERN TIME
Presented by: Ken Lizotte$99.00 per connection

• How to select a book topic that best positions your expertise
• Secret techniques for effectively writing your manuscript to save you time and money
• Pros and cons of the different publishing methods so you can select the best path
• What publishers look for in a business book and how to best approach them
• Customized "business-building" book promotion strategies

About the Presenter:

Ken Lizotte CMC is author of ”The Expert’s Edge: Become the Go-To Authority that People Turn to Every Time” (McGraw-Hill) which explores how consultants, business owners, entrepreneurs, attorneys, professional servcies firms, expert professionals and entire companies can position themselves as “thoughtleaders” in their field and industry. Ken demonstrates in his book how thoughtleading offers superior competitive advantages, higher career satisfaction and... increased income! Founder and Chief Imaginative Officer (CIO) of emerson consulting group inc. (Concord MA) which specializes in transforming experts into thoughtleaders, Ken speaks to business grous and conferences on such topics as getting published, staying creativie, work/family balance and career success. He’s an active member of IMC USA, co-founder of the National Writers Union, a seminar leader since 1996 at Harvard University's Extension School and former columnist for the American Management Association. Contact Ken at 978-371-0442 or via ken@thoughtleading.com or via his website: www.thoughtleading.com. To learn more about his book, visit www.theexpertsedge.com

Keywords: how to become a published author, write a business book, Ken Lizotte, thought leader, business writing ]]>Business CoachingPublishingSmall Business Ken Lizotte Develop Powerful Booth Staff
Learn the skills your team needs to make your trade show a success
Topic: Leadership/Management
Start Time: 11/16/10 1:00pm EASTERN TIME
End Time: 11/16/10 2:00pm EASTERN TIME
Presented by: Barry Siskind$99.00 per connection

There is no such thing as a naturally born trade show boother. It takes skills, dedication and a commitment to understand the process. All exhibit staff move through four distinct stages of growth until they achieve spectacular results.

Barry Siskind, author of the best-seller Powerful Exhibit Marketing, international speaker and Fortune 500 consultant, helps business owners and corporations develop their booth staff’s skills so that each member of the booth team whether sales, marketing or technical works to the event effectively as a “level four boother."

During this webinar you will learn:
• The four stages to booth excellence
• How to move into a meaningful discussion with prospects
• The ACTION steps to the 90-second qualify
• How to make effective and relevant presentations
• Keys to ending the conversation politely and professionally

About the Presenter:

Barry Siskind is one of North America's most sought after speakers. He brings 25 years of exxperience working with 1000's of companies around the world who want to maximize their investment in trade and consumer shows. Barry founded International Training and Management Company when he saw the need for a sales and marketing company that could focus exclusively on solutions for clients looking to generate more revenue from their trade show investment. Barry has traveled throughout the world advising thousands of clients in virtually all industry groups on their face to face marketing challenges. Barry’s consults with clients to execute the 5 key components of successful trade show involvement including: 1. Show strategy, tactics and promotion 2. Design and fabrication of exhibits 3. Training of booth personnel 4. The generation and follow-up of sales leads 5. Evaluating results Barry works one on one with clients on their exhibit strategies, holds staff training workshops, delivers keynotes, develops mystery shopping programs, implements booth audits, creates successful follow-up programs and evaluate results. His ”Exhibiting Diagnostic” and other resource materials have resulted in several joint ventures by other training companies in Europe, South America and the United States who were looking for the expertise he brings to the trade ...

Keywords: barry siskind, powerful exhibit marketing, training trade show staff, preparing a trade show team, trade show best practices]]>Leadership/ManagementMarketingTrade Shows Barry Siskind Software Development for Business Executives
What You Need to Know to Guarantee Project Success
Topic: Information Technology
Start Time: 11/16/10 2:30pm EASTERN TIME
End Time: 11/16/10 3:30pm EASTERN TIME
Presented by: Gary Gack$99.00 per connection

• Ask the critical questions to ensure the project is scoped correctly
• Develop a “cost of quality” model so you can measure the return on your software investments
• Analyze the status of the project
• Avoid the most common-failure points in software development projects
• Apply the two key steps every leader can take to improve project performance

About the Presenter:

Is an MBA from the Wharton School, a Six Sigma Black Belt, and an ASQ-certified software quality engineer. He provides consulting, training and coaching related to business and software/IT process improvement, with emphasis on “best of breed” integration of proven best practices and models. His primary focus and interest is in helping organizations improve business performance by more effective management of the interface between general managers and software and IT. By working on both sides of the "technology divide" he has helped reduce failures, increase productivity and quality, reduce waste, and control risk. More and more businesses and government agencies are finding software and IT to be crucial to their success and efficiency. From ‘hardware’ products that are becoming software-enabled to enterprise and worldwide information and business platforms – systems of software, technology, and related services drive today’s organizations. This increased reliance is surfacing many shortcomings in the way software and IT are managed. Software and IT projects, like Black Holes, consume vast amounts of time and money, yet often do not deliver what was promised, are frequently late and over budget, and are many are defect prone when deployed. Sometimes not even light comes out!Outright failures are quite common and can ...

Keywords: Gary Gack, managing a software project, IT best practices, manage an IT department, software development, software development project]]>Information TechnologyLeadership/ManagementSmall Business Gary Gack Give Your Elevator Speech A Lift

Topic: Sales
Start Time: 11/16/10 4:00pm EASTERN TIME
End Time: 11/16/10 5:00pm EASTERN TIME
Presented by: Lorraine Howell$99.00 per connection

• How to pinpoint your value and benefits in less than a minute
• The “secret sauce” to include in your elevator speech that will compel your audience to beg you for more
• A new twist on the elevator speech that will captivate your audience
• Most common mistakes made in delivering elevator speeches
• How to clearly define your target audience…and why it’s so important in your elevator speech

About the Presenter:

In her book Give Your Elevator Speech a Lift! (Book Publishers Network, 2nd Printing November, 2007) communications expert Lorraine Howell shares her step-by-step proven method for eliminating verbal clutter and crafting a clear, concise, and memorable answer to the business question "What do you do?" She developed her ability to help others get to "the meat of the matter" after 12 years as a television news and talk show producer. Since 1998 Lorraine has been coaching top executives and professionals on how to be more effective when speaking to the media or making public presentations. Lorraine is a specialist in message development, networking skills, presentation skills, media interview skills, and crisis communications.  In October, 2008 she returned for the second year to coach the five finalists in the Forbes.com national Boost Your Business Contest in New York City. Howell also speaks on media relations and presentation skills at conferences and seminars. Her clients include Starbucks Coffee Company, Microsoft, Group Health Cooperative, Seattle Children's, ZymoGenetics, Arcadia Biosciences, Attenex, Avvo, Kibble & Prentice, People To People Ambassador Programs, Edelman Public Relations Worldwide. She is a Cum Laude graduate from the University of Washington, Phi Beta Kappa. Lorraine is also a member of Women in Communications, ...

Keywords: elevator story, lorraine howell, give your elevator speech, sales training, sales best practices]]>Sales Lorraine Howell E-Mail Communication: Power, Peril, and Protocol
Learn what to do before you press “Send”
Topic: Business Communication
Start Time: 11/18/10 2:30pm EASTERN TIME
End Time: 11/18/10 3:30pm EASTERN TIME
Presented by: Julie Miller$99.00 per connection

About the Presenter:

Dr. Julie Miller, founder of Business Writing That Counts!, is an author and business writing expert. Over the past thirty years, Dr. Miller has helped professionals achieve their personal and professional goals by reducing writing time and increasing productivity in email, letter, sales, RFP, and report writing. Her goal is to increase your bottom line by eliminating bad writing. Dr. Miller's company specializes in improving the quality of written communications. Passionate about improving writing so that reputations, contracts, and relationships are saved, Dr. Miller delivers her powerful message through webinars, seminars, online training, and speeches.

Keywords: julie miller, business writing, effective email writing, email communication, how to use email, email protocol, business writing that counts, establishing email protocol]]>Business Communication Julie Miller How to Talk Like Your Customer to Win the Account
Create a solution language to move the sale to close
Topic: Business Communication
Start Time: 11/18/10 4:00pm EASTERN TIME
End Time: 11/18/10 5:00pm EASTERN TIME
Presented by: Harlan Goerger$99.00 per connection

"I don't get it… the salespeople have the product knowledge, but still they are not hitting the sales targets! What's missing?" They may have product knowledge, but are they leveraging it correctly? Customers say they want solutions, but are your salespeople simply dumping product knowledge on them instead. This causes prospects to zero-in on your price! Is this approach costing you and your team time, frustration, and revenue?

Harlan Goerger has been training and developing sales teams for 30 years. Author of "The Selling Gap, Selling Strategies for the 21st Century," he presents proven strategies that have resulted in 400%+ growth for some of his clients. By applying these ideas, sales teams communicate better, present solutions prospective buyers understand and close more sales at higher margins.

In this webinar, you will learn to:

• Create a language that connects salespeople with their prospects… in an instant
• Look at products/services from the prospects point of view and talk their language
• Apply a simple 4-step tool that translates product knowledge into meaningful dialogue
• Create powerful questions that expose customer's real issues
• Lead clients through the sale so they buy solutions not the product

All registrants will also receive Harlan's podcast titled, "Mastering Questions."

About the Presenter:

Sales Expert and Trainer Harlan Goerger (Gr-Gr) brings almost three decades of experience to modern sales. Author of The Selling Gap and over 100 articles on sales & sales management, Harlan provides the proven ideas that change thinking, skills and results for your team. By applying innovative ideas provided by Harlan, many of his clients have seen growth numbers into the 400% level! Through the application of modern scientific persuasion and influence tools, salespeople perform better, leaders lead better!

Keywords: Product knowledge, Sales presentations, sales questions, selling, reverse engineering, harlan goerger]]>Business CommunicationMarketingSales Harlan Goerger Bring Out The Best In Your People
Learn how to maximize your strongest corporate asset…your employees
Topic: Business Strategy
Start Time: 11/30/10 2:30pm EASTERN TIME
End Time: 11/30/10 3:30pm EASTERN TIME
Presented by: Tammi Brannan$99.00 per connection

Throw out the job descriptions! Each of your employees has skills and talent beyond what you have asked them to do for the company. Imagine if each of your employees was best positioned to leverage their expertise. Now that's powerful!

Tammi Brannan, business coach and team development expert, helps companies maximize the contributions from their employees. She teaches you how to identify the unique skill-set that each of your employees have…and align them with the right tasks for your business. Optimized workforces produce at peak levels…which drives productivity and the bottom-line.

In this webinar, you'll learn how to:
• Get employee buy-in on the objectives of the employee development program
• Conduct focused employee interviews to determine unique skill-sets
• Select the right employees to facilitate these interviews…it may not be their manager
• Use the information gathered from the interviews for "employee pairing"…to drive performance and productivity
• Assign appropriate tasks to employees to achieve the corporate vision

As an added bonus, the first 50 registrants receive Tammi's eBook to help you implement the teachings from this session.

About the Presenter:

Tammi Brannan has owned and jointly operated businesses for the last 15 years. Her main responsibility was maximizing workforce productivity and efficiency. In this time, she learned the concepts behind Instinctive Life. In the last 3 years, Tammi has developed a process that will help businesses accomplish that same objective - gaining maximum worth from each employee, turning stagnate profits into staggering gain.

Keywords: Tammi Brannan, motivate employees, bring out the best in your people, employee performance, performance improvement plan, pip]]>Business StrategyInformation TechnologyLeadership/Management Tammi Brannan Create and Communicate Your Strategic Plan
Learn how to design a strategic plan - that is embraced by your employees
Topic: Business Strategy
Start Time: 12/2/10 1:00pm EASTERN TIME
End Time: 12/2/10 2:00pm EASTERN TIME
Presented by: John W. Myrna$99.00 per connection

Even in strategic planning, a picture is worth a thousand words. When it’s time to communicate your strategic plan to your team, toss those dull PowerPoint slides and paint a picture of the future that everyone can relate to. It’s hard to put together a jigsaw puzzle without looking at the picture on the box. Imagine how hard it is for your team to do the right things if they don’t see the big picture.

John Myrna, a management expert and author with 40 years of experience focused on the pragmatic development and implementation of business strategy, has guided hundreds of business executives through the strategic planning process designed to help employees see the big picture. He’ll help you visualize where your company wants to be within five years – and show you how to share the vision with your team so they are excited and on board. When employees are motivated and focused, they perform at optimal levels for the company.

In this webinar, you will learn how to:
• Define the company's long-term direction by creating a clear picture of the future
• Ensure your strategy is consistent with your corporate vision and mission
• Assure that short-term actions are consistent with your company’s focus and global direction.
• Share your vision with your team to get everyone working together for success
• Create momentum and excitement for the company’s strategic plans among your employees

As an added bonus, you'll receive a copy of John's strategic planning book, "Where the Hell Are We?" to help you apply what you learn in this webinar.
 

About the Presenter:

John W. Myrna is co-founder of Myrna Associates Inc., a world-renowned group of facilitation experts and management consultants who help organizations to survive turbulent times by designing immediately actionable strategies and workforce evaluations. These roadmaps are developed during intense, two-day offsite sessions where Myrna team members use propriety methodologies to help C-level executives get their companies back on track and, through subsequent coaching, keep them there.   After a successful career as a leader of many companies, John decided to broaden his impact on the business world in 1991 by launching his own firm with his wife and colleague, Mary. Their goal was to help many more companies grow, increase their value, and prevent the need for turnarounds. His methodologies have been time tested and perfected during more than 10,000 hours of fieldwork with hundreds of companies.   His latest books are An End to Meeting Madness, coauthored with Maria C. Birkhead (2009) and Where the Hell are We? (2005), both documenting his methodologies. ...

Keywords: john myrna, strategic planning, develop a strategic plan, communicate a strategic plan, create a strategic plan, where the hell are we,]]>Business StrategyLeadership/Management John W. Myrna Create a Client Experience to Grow Your Financial Advisor Practice
Strategies for Developing a Consistent, Memorable Impression
Topic: Customer Service
Start Time: 12/2/10 2:30pm EASTERN TIME
End Time: 12/2/10 3:30pm EASTERN TIME
Presented by: John Comer$99.00 per connection

Over 80% of surveyed clients said they were dissatisfied with their financial advisor. That's pretty scary if that includes your client base. You certainly can blame the economy for some of your client’s frustration … but are you responsible too? How you define the client experience affects, not only retention, but also the new clients driven to you…if you have aligned the experience with their needs.

John Comer, Certified Financial Planner and financial advisor consultant, has worked with financial advisors and clients for more than 19 years to help both parties meet their financial goals. He teaches you the importance of consistent impressions … and how it also will help you to be more effective and efficient in servicing your clients. His easy-to-implement formula for defining the client experience increases client satisfaction and becomes a key sales tool that attracts new prospects to you.

In this webinar, you'll learn how to:
• Gather data to best understand your clients' needs, wants, and desires
• Define the client experience aligned with both your objectives and those of your clients
• Develop a consistent, client-focused meeting process that is goal-driven to make you more effective and efficient
• Establish and manage client expectations effectively for high satisfaction
• Communicate your personalized approach to prospective clients

About the Presenter:

John Comer is a principal with Comer Consulting, LLC. Comer Consulting helps financial advisors define their Carriage Trade Experience (client experience) and communicate their individuality. John has been in financial services since 1980. He has earned experience as a financial planner, a product wholesaler, a trainer, a marketer and a general manager. John's marketing and business experience helps you create a focus for your practice. His technical and relational skills help you articulate the distinctive elements of your client experience. His creative and project management skills help you develop communication tools that create powerful first impressions with clients and prospects.

Keywords: John Comer, financial advisor training, financial advisor webinar, financial advisor webinars, financial advisor teleseminar, financial advisor tele-seminars, financial advisor training program, finan]]>Customer ServiceFinanceMarketing John Comer Get In Front of Decision Makers
Learn how to open the door to the executive suite to increase your sales
Topic: Business Development
Start Time: 12/3/10 1:00pm EASTERN TIME
End Time: 12/3/10 2:00pm EASTERN TIME
Presented by: Drew Stevens PhD$99.00 per connection

"We have a great product, but I can't get meetings with the right people!" One of the biggest sales person frustrations is not being able to get in front of decision makers. Gatekeepers, caller ID, and voice mail keep you from reaching the executive suite, and if you can't get the meeting … you can't get the sale.

Dr. Drew Stevens, author of Split-Second Selling and sales effectiveness expert, helps sales people reach and engage corporate decision-makers. He teaches you guerilla tactics to develop an account strategy, avoid prospecting traps, and grow your sales pipeline. Join Dr. Drew to learn techniques that will make you more effective in your pursuit of new business.

In this webinar, you'll learn how to:
• Select the right prospects (at the right time) to pursue
• Create an account profile that helps you develop a strategy to win the business
• Use competitive intelligence to get an audience with decision-makers
• Leverage networking to meet the key people in your targeted accounts
• Develop an introductory letter that opens doors to executives

Included with your registration is Drew's eBook "Finish Line Selling" and white paper "Increasing Sales Effectiveness" to help you implement the teachings from this virtual training course.
 

About the Presenter:

Drew Stevens PhD, President of Stevens Consulting Group and renowned author, consultant and sales expert literally wrote the book on improving sales skills. Dr. Drew is the author of the best seller Split Second Selling and Ultimate Business Bible that have helped thousands of frustrated sales managers, selling professionals and entrepreneurs improve their skills and gain dramatic results. Experienced with helping entrepreneurs and mid sized business, Dr. Drew works with organizations that desire to dramatically accelerate business growth! Drew has been successful in developing a consistent business methodology that increases customer acquisition by 40% while creating selling standards to reduce labor intensity-resulting in record revenues and higher productivity and profitability.

Keywords: sales training webinar, drew stevens, virtual sales training]]>Business DevelopmentBusiness StrategySales Drew Stevens PhD Managing Workplace Conflict
Learn how to successfully implement organizational change
Topic: Business Strategy
Start Time: 12/3/10 2:30pm EASTERN TIME
End Time: 12/3/10 3:30pm EASTERN TIME
Presented by: Dee Knapp$99.00 per connection

Change! The word scares most people to death, but it's a critical success component in business. As an executive, you are tasked with championing change to drive the growth of the company. Yet, if your employees are not on-board, unhealthy conflict arises … and productivity, morale and profits suffer.

Dee Knapp, employment attorney and expert mediator, helps business and HR leaders successfully implement workplace changes. A member of the American Arbitration Association Mediation Panel, Dee teaches you the critical steps to take during organizational change to minimize conflict. Change can be a powerful tool to drive the profitability of the company … if you've mastered the methodology to implement it.

In this webinar, you'll learn how to:
• Knock down the employee defense walls that resist change
• Get employee buy-in on the need for change
• Implement effective change management strategies
• Use a 4-step process for turning conflict into opportunity
• Recognize the difference between constructive and destructive conflict
• Turn destructive conflict into constructive opportunity

The first 50 registrants also receive Dee's white paper on managing conflict during organizational change to help you implement the teachings from this training session.
 

About the Presenter:

Dee Knapp, president of Accord & Collaboration Dispute Resolution Services has been providing mediation, facilitation, conflict coaching and training that addresses workplace conflict for over twenty years. She speaks and trains nationwide and is currently an adjunct professor at Seattle University School of Law teaching “Client Counseling and Negotiations” and “Mediation.” She holds a law degree from the University of Washington and has a B.A. from the University of Colorado in Sociology and Psychology. As a mediator, Ms. Knapp serves on panels for the American Arbitration Association, the EEO Commission, the U.S. Postal Service REDRESS panel and several community programs.

Keywords: Dee Knapp, workplace conflict, change management, American Arbitration Association,]]>Business StrategyHuman ResourcesLeadership/Management Dee Knapp How to Develop a Truly Effective Sales Compensation Plan
Resolve the sales compensation conundrum
Topic: Leadership/Management
Start Time: 12/8/10 1:00pm EASTERN TIME
End Time: 12/8/10 2:00pm EASTERN TIME
Presented by: Alan Rigg$99.00 per connection

Developing a sales compensation plan can be a pretty intimidating undertaking. What are the most critical decisions you need to make? What compensation plan structure will motivate your salespeople to achieve the targets you set for them…without producing unintended consequences?

Sales performance expert, Alan Rigg has helped hundreds of organizations develop effective sales compensation plans. Key questions and concepts from his popular sales compensation product drive this real-world discussion of how to develop a customized compensation plan that will motivate your company’s salespeople to achieve their sales targets.

In this webinar, you'll learn:

• Why 100% commission plans don't work

• Income floor alternatives

• Should commissions be calculated on revenue or gross margin

• Why incentives fail

• 9 steps to developing an effective sales compensation plan

All webinar registrants will receive Alan's special report, "How to Develop an Effective Sales Compensation Plan." And, as an added bonus you will receive 30 days of complimentary access to Alan's 80/20 Sales Leader membership website (a $47 value). Enjoy a rich selection of online sales and sales management training resources, plus the opportunity to speak directly with Alan during four scheduled calls!
 

About the Presenter:

A 24-year student of selling and sales management, sales performance expert Alan Rigg is the author of "How to Beat the 80/20 Rule in Sales Team Performance", "How to Beat the 80/20 Rule in Selling", and creator of the 80/20 Selling System™. During the past eight years he has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. Alan is a past president of the Arizona chapter of the National Speakers Association and specializes in delivering his unique insights into sales and sales management via highly interactive seminars, workshops, webinars and teleconferences.

Keywords: sales compensation, how to pay a sales person, sales commission plan, sales compensation plan]]>Leadership/ManagementSales Management Alan Rigg Stop Negotiating, Start Closing!

Topic: Sales
Start Time: 12/9/10 11:30am EASTERN TIME
End Time: 12/9/10 12:30pm EASTERN TIME
Presented by: Andy Miller$99.00 per connection

• Secrets for turning the tables on your prospects so they sell you
• Proven tactics to sell at the price you want
• How to become a confident, sales powerhouse and get rid of the “head-trash” that sabotages your sales
• Strategies to overcome price objections – When was the last time you haggled over price at the gas station?

About the Presenter:

Andy Miller is recognized as one of the top 15 sales management consultants in the world. He has worked with over 2000 CEO's & Sales VP's, 14,000 salespeople and 16 of the Fortune 500. His clients include high tech companies, manufacturers, financial services, entrepreneurs and venture capitalist throughout Europe, Asia and Australia. He has been featured on CNN and in Newsweek, Sales and Marketing Management, Selling Power, Success, Your Company and Human Resource Executive Magazines. He has been on stage with speaking greats Jay Abraham, Denis Waitley, Brian Tracy, John Assaraf, Mark Victor Hansen, Robert Allen, Zig Zigler and Chet Holmes. Andy Miller is committed to excellence. He continues to pursue and participate in programs that are both personally enriching as well as stimulating to his business acumen. Andy is a member of the World Entrepreneur Organization and the peer advisory FORUM for CEO's that evaluates businesses on a monthly basis. He is on the American Society of Training and Development (ASTD) Sales Competency Advisory Panel and previously sat on the advisory board to Objective Management Group, Sandler Systems and The United Professional Sales Association (UPSA). Andy was one of the first leadership consultants certified through CMSI in 1997 and among ...

Keywords: sales, negotiation, closing techniques, closing strategy]]>Sales Andy Miller Deliver The Presentation That Wins The Account
Learn how to capture the room during your prospect presentations
Topic: Business Communication
Start Time: 12/10/10 1:00pm EASTERN TIME
End Time: 12/10/10 2:00pm EASTERN TIME
Presented by: Shelley Plemons$99.00 per connection

Studies show that people are more afraid of public speaking than death. As a sales professional, mastering presentations is your key to turning prospects into buyers. Learn the strategy to deliver the presentation that wins the account .

Shelley Plemons, presentation expert and founder of Strategic Sales Solutions, helps sales professionals master the art of the sales presentation. She teaches you the step-by-step process for delivering an effective presentation that grabs the prospects' attention … turning them into buyers. You'll learn how to capture the room and win the account with Shelley's presentation strategies.

In this webinar, you'll learn how to:

• Plan every important detail of your presentation
• Customize your presentation to focus on prospect hot zones
• Create ‘wow’ statements to build value
• Use attention grabbers to keep your audience engaged
• Practice different delivery skills and get comfortable with your presenting style

Included with your registration is Shelley's "Presentation Planning Form" to help you implement the teachings from this virtual training course.

About the Presenter:

Shelley Plemons is a leading sales expert in the areas of successful sales process development, professional selling skills, sales coaching skills as well as deployment of strategic sales initiatives. She has held senior management positions in the sales field throughout her career. Reflecting on her success, Shelley developed a selling system incorporating all of her proven techniques to introduce them to the marketplace. In 2002, she founded Strategic Sales Solutions; her organization is committed to helping organizations who want to dramatically increase their revenue by developing their sales force and programs so that they are the best they can be.

Keywords: shelley plemons, strategic sales solutions, sales presentation strategies, how to create an effective sales presentation, overcome the fear of speaking]]>Business CommunicationSales Shelley Plemons Get ROI From Your Trade Show Giveaway
Promotional products are not just trinkets and trash
Topic: Marketing
Start Time: 12/14/10 1:00pm EASTERN TIME
End Time: 12/14/10 2:00pm EASTERN TIME
Presented by: Barry Siskind$99.00 per connection

We’ve all seen trade show displays that look like retail counters filled with items that have nothing to do with the exhibiting company. We've also left shows with bags full of free stuff; pens, memory sticks, hand sanitizers, luggage tags and so on... with no recollection of the exhibitor who gave it to us. With experiences like these some exhibitors have come to the conclusion that giveaways are a waste of money while others, when seeing their neighbors giving stuff away, consider them a necessary evil. With a finite trade show budget, you must ensure that every investment you make in your trade show program results in a positive return. To ensure that your promotional products impact your show’s bottom line, you must select the right giveaways and develop the right strategy for distributing them.

Barry Siskind, author of the best-seller Powerful Exhibit Marketing and international speaker and Fortune 500 consultant, helps business owners and corporations ensure their promotional products add value to their exhibit. He teaches the tools you need to ensure that your promotional products impact your show’s bottom line.

During this webinar you will learn:
• The inherent value in promotional products
• The key factors to consider when choosing the right give away
• When to use your giveaways and other collateral materials to approach and disengage from a booth visitor
• Give your promotional products and other collateral materials memorability
• How to use promotional products to generate future business

About the Presenter:

Barry Siskind is one of North America's most sought after speakers. He brings 25 years of exxperience working with 1000's of companies around the world who want to maximize their investment in trade and consumer shows. Barry founded International Training and Management Company when he saw the need for a sales and marketing company that could focus exclusively on solutions for clients looking to generate more revenue from their trade show investment. Barry has traveled throughout the world advising thousands of clients in virtually all industry groups on their face to face marketing challenges. Barry’s consults with clients to execute the 5 key components of successful trade show involvement including: 1. Show strategy, tactics and promotion 2. Design and fabrication of exhibits 3. Training of booth personnel 4. The generation and follow-up of sales leads 5. Evaluating results Barry works one on one with clients on their exhibit strategies, holds staff training workshops, delivers keynotes, develops mystery shopping programs, implements booth audits, creates successful follow-up programs and evaluate results. His ”Exhibiting Diagnostic” and other resource materials have resulted in several joint ventures by other training companies in Europe, South America and the United States who were looking for the expertise he brings to the trade ...

Keywords: trade show,trade shows, barry siskind, trade show giveaway, trade show giveaways, profitable trade show]]>MarketingTrade Shows Barry Siskind Project Management Leadership
Learn the Critical Steps to Lead a Successful Project
Topic: Information Technology
Start Time: 12/14/10 2:30pm EASTERN TIME
End Time: 12/14/10 3:30pm EASTERN TIME
Presented by: Gary Gack$99.00 per connection

• Prepare a project charter to ensure the project is scoped correctly
• Effectively engage and communicate with the project participants and stakeholders
• Facilitate preparation of a sound project plan and avoid common pitfalls
• Master the dark art of estimating project costs and timelines
• Analyze and report the real status of the project

About the Presenter:

Is an MBA from the Wharton School, a Six Sigma Black Belt, and an ASQ-certified software quality engineer. He provides consulting, training and coaching related to business and software/IT process improvement, with emphasis on “best of breed” integration of proven best practices and models. His primary focus and interest is in helping organizations improve business performance by more effective management of the interface between general managers and software and IT. By working on both sides of the "technology divide" he has helped reduce failures, increase productivity and quality, reduce waste, and control risk. More and more businesses and government agencies are finding software and IT to be crucial to their success and efficiency. From ‘hardware’ products that are becoming software-enabled to enterprise and worldwide information and business platforms – systems of software, technology, and related services drive today’s organizations. This increased reliance is surfacing many shortcomings in the way software and IT are managed. Software and IT projects, like Black Holes, consume vast amounts of time and money, yet often do not deliver what was promised, are frequently late and over budget, and are many are defect prone when deployed. Sometimes not even light comes out!Outright failures are quite common and can ...

Keywords: Gary Gack, project management, project management training, project management seminar, project management webinar, project management teleseminar, project management best practices, project planning,]]>Information TechnologyLeadership/Management Gary Gack Differentiation Strategies for B2B Sales People
Become a trusted advisor, not just another faceless vendor
Topic: Business Development
Start Time: 12/15/10 1:00pm EASTERN TIME
End Time: 12/15/10 2:00pm EASTERN TIME
Presented by: Farrell Reynolds$99.00 per connection

In the absence of difference, price becomes the sole criteria when making a purchasing decision. The mind wants to see everything as a commodity and it's the sales person's responsibility to position differentiation to win at the desired price. If you aren't selling for the low price provider, learn how to effectively differentiate yourself or your competitors will win every time.

Farrell Reynolds, former President of Turner Broadcast Sales and Chairman of New World Communications group, helps sales people master the art of differentiation. With over 30 years building companies, Farrell teaches you how to stop being seen as a vendor and become a valued advisor. With these new skills, you will win more business…at higher prices.

In this webinar, you'll learn how to:
• Become recognized as a trusted advisor by prospects and clients
• Get your ideas heard - and acted upon - by decision-makers
• Avoid the commodity trap and differentiate yourself to command a higher price
• Ask the right questions to create open and honest conversation
• Position yourself as a true client advocate who fights for the right solution

The first 20 registrants also receive a complimentary 30-minute, one-on-one coaching session with Farrell…a $200 value.
 

About the Presenter:

Farrell Reynolds has been an innovator in the fields of sales, marketing, operations and training for almost thirty years. He is the former President of Turner Broadcast Sales, where he helped create the marketing foundations for CNN, TNT, and the televised NBA, NFL and World Cup Soccer Games. He was President, then Chairman and CEO of the New World Broadcast Group which in 1997 was sold to Fox, Inc for 2.3 billion dollars. Recently, Farrell has specialized in coaching and strategizing with top-level executives and business teams, positioning them to identify and achieve their next levels of accomplishment.

Keywords: Farrell Reynolds, Idea-Based Selling, revenue generation, Sales Innovation, overcoming price objection, differentiation strategy, change from vendor to partner, become a trusted advisor,]]>Business DevelopmentBusiness StrategySales Farrell Reynolds Elevate Your Presentations
Powerful Strategies to Engage Your Audience
Topic: Sales
Start Time: 12/15/10 4:00pm EASTERN TIME
End Time: 12/15/10 5:00pm EASTERN TIME
Presented by: Lorraine Howell$99.00 per connection

• How to connect with any audience…in any situation
• Powerful tactics to improve delivery skills and inspire your audience
• Techniques to engage the audience with a memorable introduction and motivate them with a compelling close
• An easy and flexible framework for organizing and prioritizing content
• How to tweak content that will resonate with your audience
• Tips, tools, and strategies to overcome your fear of public speaking

About the Presenter:

In her book Give Your Elevator Speech a Lift! (Book Publishers Network, 2nd Printing November, 2007) communications expert Lorraine Howell shares her step-by-step proven method for eliminating verbal clutter and crafting a clear, concise, and memorable answer to the business question "What do you do?" She developed her ability to help others get to "the meat of the matter" after 12 years as a television news and talk show producer. Since 1998 Lorraine has been coaching top executives and professionals on how to be more effective when speaking to the media or making public presentations. Lorraine is a specialist in message development, networking skills, presentation skills, media interview skills, and crisis communications.  In October, 2008 she returned for the second year to coach the five finalists in the Forbes.com national Boost Your Business Contest in New York City. Howell also speaks on media relations and presentation skills at conferences and seminars. Her clients include Starbucks Coffee Company, Microsoft, Group Health Cooperative, Seattle Children's, ZymoGenetics, Arcadia Biosciences, Attenex, Avvo, Kibble & Prentice, People To People Ambassador Programs, Edelman Public Relations Worldwide. She is a Cum Laude graduate from the University of Washington, Phi Beta Kappa. Lorraine is also a member of Women in Communications, ...

Keywords: deliver a sales presentation, deliver a speech, presentations that win, public speaking, public speaking coaching, public speaking training, overcoming fear of public speaking, improve presentation sk]]>Sales Lorraine Howell Identify Personality Types In Your Sales Prospects
Learn how to adapt your selling approach to align with your prospect's buying style
Topic: Business Strategy
Start Time: 12/16/10 1:00pm EASTERN TIME
End Time: 12/16/10 2:00pm EASTERN TIME
Presented by: Stu Schlackman$99.00 per connection

"This sales person just doesn't understand me..." Guess who isn't getting the sale? The cornerstone of B2B sales success is the ability to build strong relationships with prospects, but you can't do that if you don't understand what makes them tick or how to communicate with them. Based on the prospect's personality style, sales people need to adjust their selling approach to connect with prospects … so they get the sale.

Stu Schlackman, B2B sales coach and author of "Four People You Should Know," helps sales people connect with their prospects through emotional intelligence. He teaches you how to use emotional intelligence techniques to effectively work with each of the four personality types. Sales people will be empowered with strategies to engage each of the personality styles … so they win the account.

In this webinar, you'll learn how to:
• Identify the 4 unique prospect personality styles you will encounter when selling
• Adapt your communication style based on which prospect type you encounter
• Work with each of the personality types to help them make buying decisions
• Develop a sales strategy that engages each prospect type and motivates them to take action for their reasons
• Position what is most important to each prospect type to capture their attention

As an added bonus, the first 50 registrants receive Stu Schlackman's widely acclaimed book "Four People You Should Know."

About the Presenter:

Stu Schlackman delivers what businesses want in this new decade: RESULTS! Using his 25 + years of success in sales and sales management, Stu has developed a sales process that will give you Superior Sales Results! His Sales Intelligence System is based on his book, Four People You Should Know. Stu started Competitive Excellence in 2004 because of his passion to help companies that are involved in long-term selling relationships to succeed. Today he speaks to groups both large and small helping them use the Sales Intelligence System to increase their win rate, shorten the sales cycle and lower turnover.

Keywords: Stu Schlackman, Don't Just Stand There Sell Something, Four People You Should Know, sales effectiveness, personality types, how people buy]]>Business StrategySales Stu Schlackman How to be Unique to Stay Ahead of the Competition
Creative and forward thinking to grow sales
Topic: Sales
Start Time: 12/16/10 2:30pm EASTERN TIME
End Time: 12/16/10 3:30pm EASTERN TIME
Presented by: Harlan Goerger$99.00 per connection

"What is it with the competitor; they keep blind-siding us with new strategies that take our business away!" Customers want solutions that address today and tomorrow's challenges. Your sales team has solutions, but are they matching up the right solutions to the real needs? An innovative sales team will drive customer-oriented change in your company. The competition is being innovative and looking for ways to take market share and profit away from you. If you and your sales team are not doing something to differentiate yourself, you will lose market share and profits.

Harlan Goerger has been innovating for the majority of his life. As the author of "The Selling Gap," he put into practice multiple innovative ideas to help sales people visualize sales from a unique perspective. An innovative sales force will create new business and expand your client and product base, which will be profitable and presold! Now you become differentiated and memorable to your many loyal clients.

In this webinar, you will learn how to:

• Understand what innovation and creativity is and continually tap its source
• Develop innovation for greater personal sales success
• Use a simple process to turn on creativity and innovation on demand
• Set up collaborative relationships that continually innovate and create
• Tap into clients, and even competitors, innovation to create solutions that rock

About the Presenter:

Sales Expert and Trainer Harlan Goerger (Gr-Gr) brings almost three decades of experience to modern sales. Author of The Selling Gap and over 100 articles on sales & sales management, Harlan provides the proven ideas that change thinking, skills and results for your team. By applying innovative ideas provided by Harlan, many of his clients have seen growth numbers into the 400% level! Through the application of modern scientific persuasion and influence tools, salespeople perform better, leaders lead better!

Keywords: Innovation, Innovations, selling, solution finding, creative selling, unique selling, competitive edge, marketing strategies, harlan goerger]]>Sales Harlan Goerger Twitter for Sales People
Learn how to use this instant social media tool to reach more prospects, communicate with clients, and get competitive intelligence
Topic: Business Development
Start Time: 12/17/10 1:00pm EASTERN TIME
End Time: 12/17/10 2:00pm EASTERN TIME
Presented by: David Steel$99.00 per connection

"Social media is just for marketing people…" If this sounds like you, you are missing a powerful opportunity to creatively reach prospects and provide additional value to your clients. Twitter is one of the hottest, most powerful sales tools today to engage prospects, communicate with clients, and get competitive intelligence … leading to more sales.

David Steel, social media and sales expert, has personally used Twitter to explosively grow his business and helps sales professionals leverage his Twitter strategies and tactics to increase sales. He teaches you how to use Twitter to build a social media network of your prospects and clients - with a small time investment. David will successfully guide your journey into the world of Twitter to grow your sales pipeline.

In this webinar, you'll learn how to:
• Create a Twitter presence that makes people to want to participate in your social network
• Select the right people to "follow" to get competitive and industry insight
• Quickly build your "followers" list with prospects and clients
• Select the right information to share (tweet) with your network
• Develop a social media pipeline - mimicking a sales pipeline – and monitor performance
• Use 3rd party applications to grow and manage your network easily and effectively

As an added bonus, the first 50 registrants receive David's "Twitter for Sales People" worksheet to help you implement the teachings from this virtual training course.
 

About the Presenter:

David Steel is one of the nation’s leading experts on the topic of Sales Management and Leveraging Social Media for sales driven organizations. He’s a popular and widely recognized author and motivational speaker who works with businesses and individuals as a sales consultant and strategist. Teaching that sales management skills for the next generation requires a merger from the traditional and web 2.0.

Keywords: David Steel, social media for sales people, twitter for sales people]]>Business DevelopmentSalesSocial Media David Steel Business-to-Business Prospecting
Innovative Techniques to Get Your Foot in the Door with Any Prospect
Topic: Sales
Start Time: 12/17/10 2:30pm EASTERN TIME
End Time: 12/17/10 3:30pm EASTERN TIME
Presented by: Andrea Sittig-Rolf$99.00 per connection

If there is one thing you could improve regarding your role as a sales professional, what would it be? Find more opportunities? Close more deals? Make more money? I would estimate that what you care about most is closing the sale. Funny thing is that the very first phase of the sales process – the prospecting phase – often has the most impact on the last phase of the sales process, the closing phase.

Over her twenty year career, Andrea Sittig-Rolf has recruited, led, and trained sales teams to sell millions of dollars worth of products and services.

In this webinar you’ll learn how to:

• Create your ICP – (Ideal Client Profile) allowing you to become focused on real opportunities.

• Write compelling case studies to showcase the results you’ve created for current customers as a powerful tool to attract new customers.

• Give quality leads to get quality referrals.

• Write powerful proposals – Proving the return-on-investment of your solution.

Join us for ‘Business-to-Business Prospecting: Innovative Techniques to Get Your Foot in the Door with Any Prospect’ and learn how to fill your pipeline with new opportunities!

As an added bonus, the first 50 registrants will receive an autographed copy of Andrea's book titled, "Business-to-Business Prospecting, Innovative Techniques to Get Your Foot in the Door with Any Prospect" (Thomson Reuters, 2005) , endorsed by Brian Tracy, Steve Farber, Ronald J. Walsh, and Skip Miller.

About the Presenter:

Andrea Sittig-Rolf helps sales organizations inspire change, maximize sales, and increase bottom line results. Business savvy with a passion for people, she understands how to help salespeople be their best and has what it takes to inspire them. Andrea is a successful entrepreneur, author and sales trainer, and is in high demand as a speaker and workshop leader. Andrea is the author of 3 compelling sales books; the first, called Business-to-Business Prospecting: Innovative Techniques to Get Your Foot in the Door with any Prospect, (Aspatore Books, 2005) is endorsed by best-selling author Brian Tracy, as well as Skip Miller, Steve Farber and Ronald J. Walsh. Her second book, The Seven Keys to Effective Business-to-Business Appointment Setting: Unlock Your Sales Potential (Aspatore Books, 2006) is endorsed by several sales professionals and the foreword is written by Tom Ziglar, son of Zig Ziglar and CEO of Ziglar, the company. Her next book, Power Referrals: The Ambassador Method for Empowering Others to Promote Your Business and Do the Selling For You, endorsed by Tom Hopkins, will be published by McGraw-Hill in October, 2008. Andrea is the founder and President of Sittig Incorporated, a sales training and consulting organization based in Redmond, WA. www.sittiginc.com ...

Keywords: andrea sittig rolf, andrea sittig-rolf, business to business prospecting, ]]>Sales Andrea Sittig-Rolf Motivate Your Sales Team to Overcome Obstacles and Deliver Results
Learn the leadership techniques that inspire sales people and drive sales performance
Topic: Human Resources
Start Time: 12/21/10 2:30pm EASTERN TIME
End Time: 12/21/10 3:30pm EASTERN TIME
Presented by: Dr. Richard Norris MBA$99.00 per connection

Many sales teams are downtrodden from the economic squeeze with many sales people having lost their passion for selling. They may still show up for work, but they've quit selling. As the leader of the sales team, you need a plan to re-energize your sales team to achieve the expected results … despite the obstacles they may encounter.

Dr. Richard Norris, founder of Serendipity Global Limited, has coached hundreds of sales leaders to bring out the best in their sales people. He teaches you the keys to unleashing the hidden talent on your sales team … leading to increased revenue, reduced turnover, and focused activity. You will be provided with the tools you need to rejuvenate your sales team, inspire them to get back on track, and produce the revenue expected by the company.

In this webinar, you'll learn how to:
• Find each sales person's hot button quickly … the key driver of performance
• Create effective goal and personal development plans for each member of your sales team
• Motivate your sales team using simple, yet effective, tools to affect behavioral change
• Create accountability for achieving the goals … so your sales people own their results

As an added bonus, the first 50 registrants receive Richard's tip sheet to help you implement the teachings from this virtual training session.

About the Presenter:

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Keywords: Richard Norris, motivate a sales team, improve sales performance, sales leadership training,]]>Human ResourcesProductivitySales Management Dr. Richard Norris MBA Build A Team Culture Among Your Employees
Learn how to establish an environment that promotes idea sharing and mutual respect
Topic: Business Strategy
Start Time: 12/22/10 2:30pm EASTERN TIME
End Time: 12/22/10 3:30pm EASTERN TIME
Presented by: Tammi Brannan$99.00 per connection

1 + 1 = 5 This isn't traditional math, but business isn't traditional today. Companies have been challenged as they never have been before. The solution to your challenge resides in your employee culture. Employees cannot be permitted to operate in silos…you need a team culture to grow profits.

Tammi Brannan, business coach and team development expert, helps companies build team cultures. She teaches you the steps for workforce cooperation, idea-sharing, and mutual respect among your employees...the cornerstones of a team environment. It's time for your business to use a new equation to drive productivity and profitability…and creating a team environment is just the way to do it.

In this webinar, you'll learn how to:
• Use communication tools to get everyone onboard with the corporate objectives
• Build a mutual respect culture among the employee team
• Teach workforce cooperation to achieve goals
• Evaluate prospective hires to ensure they match your new, team culture

As an added bonus, the first 50 registrants receive Tammi's eBook to help you implement the teachings from this session.
 

About the Presenter:

Tammi Brannan has owned and jointly operated businesses for the last 15 years. Her main responsibility was maximizing workforce productivity and efficiency. In this time, she learned the concepts behind Instinctive Life. In the last 3 years, Tammi has developed a process that will help businesses accomplish that same objective - gaining maximum worth from each employee, turning stagnate profits into staggering gain.

Keywords: Tammi Brannan, motivate employees, bring out the best in your people, employee performance, team culture, create a team, team environment]]>Business StrategyHuman ResourcesLeadership/Management Tammi Brannan