KEYNOTES

The past few years have been some of the most distruptive years in business in recent memory.  Many companies (and people) struggled to survive while others thrived.  After speaking with hundreds of executives, working with dozens of companies and reflecting on his own business, John has identified three core characteristics of the companies who have been able to continuously grow even through challenging times.  During this Keynote, John dives into what he learned, how he as applied these characteristics to his own personal life challenges and how you can too. 

The fundamentals of Sales haven’t changed much over the years but a lot has and will continue to do so at a faster rate than ever before. There have been a myriad of new methodologies, tactics, approaches, and technologies that sales reps have to master along with all their product knowledge and admin tasks they’re responsible for. Buyers also have more options and less tolerance than ever before for outdated sales tactics and forced sales processes.

Agility is the number one competitive advantage in today’s market. Sales reps and teams who are agile and continue to evolve will be the ones who continue to thrive moving forward. In this 45-60 minute Keynote John provides a framework to help address various aspects of the sales process that teams can use to execute and test different approaches to find out what works for them. Clients can pick 3 of the following topics to be addressed: Sales-ready messaging, cold calling, cold emailing, negotiations, objection handling.

Developing sales messaging for outbound prospecting is one of the biggest challenges sales reps and companies face when trying to drive consistent quality meetings at the top of the funnel. The two main approaches we see are where Marketing creates messaging and gives it to Sales who then drop it into generic sequences and push play like robots or they allow the individual sales reps to create their own messaging and there is no consistency. Neither approach drives alignment or predictable results.

In this 60-90 minute keynote you will learn a specific messaging equation that Sales and/or Marketing can use to create “Sales-ready” messaging your reps can use in their e-mails, calls and video outreach efforts. The messaging aligns with personas (in specific industries) and “triggers” (timely events) that can be implemented into cadences and tested to find what works.

This session also includes a team exercise that can be completed after the keynote is finished and is great for teamwork, collaboration and producing a deliverable from the event that the reps will actually take ownership and want to use.

Negotiating takes on many forms but too often Sales training focuses on the subjective nuanced side of negotiations that is hard to replicate without ensuring a solid foundation to build from. By focusing on the objective components of negotiations you can create a common language that can be easily measured and coached to.

During this 60-90 minute keynote you will learn the “gives” and the “gets” of negotiations and the importance of equality throughout the process. You will create your own customized scorecard that you and your team can use to measure the health of any opportunity in your pipeline. It will help you know which deals are real and worth working on and which ones you should walk away from while significantly improving your forecast accuracy.

This session also includes a team exercise that can be completed after the keynote is finished and is great for teamwork, collaboration and producing a deliverable from the event that the reps will actually take ownership and want to use.