8:00 a.m. to 2:00 p.m. Pacific time: Private, One-on-One Coaching Call-In Hours

Aug 06, 2010

This service is only available to 80/20 Sales Leader GOLD members. If you are not already a member, you can sign up for a 30-day trial membership for just $1.

I would love it if you would contact me in advance to schedule a telephone appointment because it will enable us to avoid unproductive "telephone tag." But, you are always welcome to "roll the dice" and just give me a call at (866) 531-3917. If I'm not already on a call with another member, I'll pick up. If I am on another call, I'll call you back as soon as I can.

When you call, please prepared with quick and specific questions. I'll give you the quick and specific answers you need to move forward and get the results you want, usually in 15 minutes or less. These brief consultations can really pay off big!

Let's be clear...these consultations are intended to address targeted issues. Given the low $47 per month price for a Gold membership (as compared to my usual consulting rate of $350 per hour), I cannot afford to spend an hour on the phone with you. But, we can accomplish a lot in 10 to 20 minutes!

3:00 p.m. Pacific Time - Open Q&A Call for Salespeople

Aug 10, 2010

What questions can I (and your fellow call participants) answer for you that will help you take your sales performance to the next level?

Via phone we'll spend 60 minutes as a group going in depth into the specific sales-related challenges you are facing. During these calls I will coach and guide you regarding the exact "how to" actions you need to take to succeed. I will also point you to specific tools and resources as well as specific next steps to take to accomplish your goals.

Your questions can deal with any aspect of selling. As you look at the sales cycle, where do you have the greatest difficulties? Is it with:

• Identifying prospecting targets?
• Getting past gatekeepers and reaching decision makers?
• Getting decision makers to speak to you?
• Getting decision makers to agree to schedule "discovery" conversations with you?
• Qualifying opportunities?
• Writing effective proposals?
• Delivering demonstrations and presentations that generate sales?
• Closing sales?
• Something else?

Even if you don't have a particular question in mind when you dial in, you can sit back and get ideas from my conversations with other participants. Inevitably, someone will be dealing with just the issue you're struggling with. You'll both get your answers!

Start writing down your questions to ask me during the call. If you would like to submit a question in advance for me to address during a call, please use our handy contact us form.

Please note that this call is only for 80/20 Sales Leader members. If you are not already a member, you can sign up for a 30-day trial membership for just $1. When you complete the sign-up process you will receive an e-mail containing the teleconference phone number.

10:00 a.m. Pacific Time - Business Expert Webinars: How to Develop a Truly Effective Sales Compensation Plan

Aug 11, 2010

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 about how to develop a customized compensation plan that will motivate your company’s salespeople to achieve their sales goals.

You will learn:

• Why 100% commission plans don't work
• Income floor alternatives (salary, recoverable draw, non- recoverable draw)
• When to calculate commissions on gross margin instead of revenue
• Why incentives fail
• 9 steps to developing an effective sales compensation plan

All webinar participants 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!

This webinar is provided through Business Expert Webinars. The registration fee is $99. But, you can save $20 when you enter Promotional Code 47fbcc01 during checkout.

For more information or to register to attend, click here.

3:00 p.m. Pacific Time - Open Q&A Call for Business Owners, Executives and Managers

Aug 12, 2010

What questions can I (and your fellow call participants) answer for you that will help you take your sales team's performance to the next level?

Via phone we'll spend 60 minutes as a group, going in depth into the specific sales management challenges you are facing. During these calls I will coach and guide you regarding the exact "how to" actions you need to take to build and manage a top-performing sales team. I will also point you to specific tools and resources as well as specific next steps to take to accomplish your goals.

Your questions can deal with any aspect of building and managing a sales team. Here are some examples of possible topics:

• How to implement performance-based recruiting so you consistently recruit top sales performers and strong middle performers
• How to develop an effective sales compensation plan
• How to train salespeople to find and qualify opportunities for specific products and services...and make them productive quickly
• How to ensure that you get the ROI your desire from your sales training investments
• How to develop effective prospecting messages that will equip your salespeople to grab the attention of target prospects
• How to minimize the amount of your company's (limited) time and resources that are wasted on prospects that can't or won't buy
• How to train your salespeople to perform effective presentations and demonstrations
• How to train your salespeople to write effective selling proposals
• How to ensure that your salespeople are maximizing penetration in each of their assigned accounts
• Effective key account management strategies
• How to inspect the quantity and quality of your salespeople's activities (the "early warning system" for potential sales performance problems)
• How to eliminate stalled opportunities from your company's sales opportunity pipeline, once and for all!
• How to develop an effective strategic sales plan

Even if you don't have a particular question in mind when you dial in, you can sit back and get ideas from my conversations with other participants. Inevitably, someone will be dealing with just the issue you're struggling with. You'll both get your answers!

Start writing down your questions to ask me during the call. If you would like to submit a question in advance for me to address during a call, please use our handy contact us form.

Please note that this call is only for 80/20 Sales Leader members. If you are not already a member, you can sign up for a 30-day trial membership for just $1. When you complete the sign-up process you will receive an e-mail containing the teleconference phone number.

3:00 p.m. Pacific Time - Guest Expert Teleconference with Dr. Julie Miller

Aug 19, 2010

Effective Writing for Sales Professionals - Learn to Use Sales Writing for a Competitive Edge

With the economy in strife, there are fewer sales opportunities in play. How do you make sure you are the one who wins the account? You need a competitive edge that will push you over the top...and there is one at your fingertips. Salespeople who master written sales communication get the accounts and the commissions!

Dr. Julie Miller, author of "Business Writing That Counts!" Helps sales professionals master the art of sales writing. Salespeople are known for having the gift of gab, but few can deliver the same oomph in written form. Whether it’s a prospecting email, a scope of work, or an executive summary in a proposal, Dr. Miller will discuss the nuances that will give you the edge over your competition.

During Dr. Miller's interview you will learn:

• How to evaluate your sales copy based on the Power Selling checklist
• The "Five Never's" of sales writing
• How to critique a proposal from the reader’s point of view

This call is open to everyone, members and non-members alike. To register to attend the teleconference, click here.

Tell a friend about this event!

8:00 a.m. to 2:00 p.m. Pacific time: Private, One-on-One Coaching Call-In Hours

Aug 20, 2010

This service is only available to 80/20 Sales Leader GOLD members. If you are not already a member, you can sign up for a 30-day trial membership for just $1.

I would love it if you would contact me in advance to schedule a telephone appointment because it will enable us to avoid unproductive "telephone tag." But, you are always welcome to "roll the dice" and just give me a call at (866) 531-3917. If I'm not already on a call with another member, I'll pick up. If I am on another call, I'll call you back as soon as I can.

When you call, please prepared with quick and specific questions. I'll give you the quick and specific answers you need to move forward and get the results you want, usually in 15 minutes or less. These brief consultations can really pay off big!

Let's be clear...these consultations are intended to address targeted issues. Given the low $47 per month price for a Gold membership (as compared to my usual consulting rate of $350 per hour), I cannot afford to spend an hour on the phone with you. But, we can accomplish a lot in 10 to 20 minutes!

8:00 a.m. to 2:00 p.m. Pacific time: Private, One-on-One Coaching Call-In Hours

Sep 03, 2010

This service is only available to 80/20 Sales Leader GOLD members. If you are not already a member, you can sign up for a 30-day trial membership for just $1.

I would love it if you would contact me in advance to schedule a telephone appointment because it will enable us to avoid unproductive "telephone tag." But, you are always welcome to "roll the dice" and just give me a call at (866) 531-3917. If I'm not already on a call with another member, I'll pick up. If I am on another call, I'll call you back as soon as I can.

When you call, please prepared with quick and specific questions. I'll give you the quick and specific answers you need to move forward and get the results you want, usually in 15 minutes or less. These brief consultations can really pay off big!

Let's be clear...these consultations are intended to address targeted issues. Given the low $47 per month price for a Gold membership (as compared to my usual consulting rate of $350 per hour), I cannot afford to spend an hour on the phone with you. But, we can accomplish a lot in 10 to 20 minutes!

3:00 p.m. Pacific Time - Open Q&A Call for Salespeople

Sep 07, 2010

Please note that this call is only for 80/20 Sales Leader GOLD and SILVER members. If you are not already a member, you can sign up for a 30-day trial membership for just $1. When you complete the sign-up process you will receive an e-mail containing the teleconference phone number.

What questions can I (and your fellow call participants) answer for you that will help you take your sales performance to the next level?

Via phone we'll spend 60 minutes as a group going in depth into the specific sales-related challenges you are facing. During these calls I will coach and guide you regarding the exact "how to" actions you need to take to succeed. I will also point you to specific tools and resources as well as specific next steps to take to accomplish your goals.

Your questions can deal with any aspect of selling. As you look at the sales cycle, where do you have the greatest difficulties? Is it with:

• Identifying prospecting targets?
• Getting past gatekeepers and reaching decision makers?
• Getting decision makers to speak to you?
• Getting decision makers to agree to schedule "discovery" conversations with you?
• Qualifying opportunities?
• Writing effective proposals?
• Delivering demonstrations and presentations that generate sales?
• Closing sales?
• Something else?

Even if you don't have a particular question in mind when you dial in, you can sit back and get ideas from my conversations with other participants. Inevitably, someone will be dealing with just the issue you're struggling with. You'll both get your answers!

Start writing down your questions to ask me during the call. If you would like to submit a question in advance for me to address during a call, please use our handy contact us form.

Tell a friend about this event!

3:00 p.m. Pacific Time - Open Q&A Call for Business Owners, Executives and Managers

Sep 09, 2010

Please note that this call is only for 80/20 Sales Leader GOLD and SILVER members. If you are not already a member, you can sign up for a 30-day trial membership for just $1. When you complete the sign-up process you will receive an e-mail containing the teleconference phone number.

What questions can I (and your fellow call participants) answer for you that will help you take your sales team's performance to the next level?

Via phone we'll spend 60 minutes as a group, going in depth into the specific sales management challenges you are facing. During these calls I will coach and guide you regarding the exact "how to" actions you need to take to build and manage a top-performing sales team. I will also point you to specific tools and resources as well as specific next steps to take to accomplish your goals.

Your questions can deal with any aspect of building and managing a sales team. Here are some examples of possible topics:

• How to implement performance-based recruiting so you consistently recruit top sales performers and strong middle performers
• How to develop an effective sales compensation plan
• How to train salespeople to find and qualify opportunities for specific products and services...and make them productive quickly
• How to ensure that you get the ROI your desire from your sales training investments
• How to develop effective prospecting messages that will equip your salespeople to grab the attention of target prospects
• How to minimize the amount of your company's (limited) time and resources that are wasted on prospects that can't or won't buy
• How to train your salespeople to perform effective presentations and demonstrations
• How to train your salespeople to write effective selling proposals
• How to ensure that your salespeople are maximizing penetration in each of their assigned accounts
• Effective key account management strategies
• How to inspect the quantity and quality of your salespeople's activities (the "early warning system" for potential sales performance problems)
• How to eliminate stalled opportunities from your company's sales opportunity pipeline, once and for all!
• How to develop an effective strategic sales plan

Even if you don't have a particular question in mind when you dial in, you can sit back and get ideas from my conversations with other participants. Inevitably, someone will be dealing with just the issue you're struggling with. You'll both get your answers!

Start writing down your questions to ask me during the call. If you would like to submit a question in advance for me to address during a call, please use our handy contact us form.

Tell a friend about this event!

10:00 a.m. Pacific Time - Business Expert Webinar: Performance-Based Sales Recruiting - How to Hire More Top Sales Producers and Jump-Start New Hire Sales Performance

Sep 09, 2010

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

This webinar is provided through a service called Business Expert Webinars. The registration fee for the webinar is $79.

For more information or to register to attend, click here.