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More from Virtual Selling Summit 2021
50m
Marcus Sheridan
FREE
Single Recording
As the massive shift in the world of sales continues in a post-COVID marketplace, the rate of change is stunning to even the most forward-thinking organizations. In this powerful keynote by Marcus Sheridan, you’ll receive the latest insights on how buyers continue to evolve and what this means for sales organizations-- B2B and B2C-- as we look ahead to the future. If you’re looking to stay in front of the competition while being pushed to think much, much bigger regarding virtual selling, you won’t want to miss this insightful opening keynote.
Marcus Sheridan
58m
Zach Basner, Chris Marr, Chris Duprey and Karisa Hamdi
FREE
Single Recording
Spend an hour with IMPACT’s coaches who bring digital sales and marketing to life every day with companies across a variety of industries. They’ll show you exactly what you can do to make virtual selling work in your organization.
Zach Basner, Chris Marr, Chris Duprey and Karisa Hamdi
1h 08m
Connor DeLaney, Dric Dunn, Will Schultz and Devon McCarty
PRO
Single Recording
There are simple steps you can take as a sales rep to build trust with your buyers through personalized videos. Join three of IMPACT’s Digital Sales & Marketing Coaches as we break down how to incorporate these videos into the three most common sales emails - prospecting, pre-meeting, and post-meeting.
Connor DeLaney, Dric Dunn, Will Schultz and Devon McCarty
35m
Marcus Sheridan
PRO
Single Recording
Assignment selling is the process of intentionally using educational content you have created about your products and services to resolve the major concerns and answer the burning questions of prospects before and after a sales appointment. Marcus Sheridan will teach you how to master this strategy without scaring your prospects away. Sell faster, spend less time answering the same questions, and close more deals when you master the art of assignment selling.
Marcus Sheridan
37m
Liz Moorehead
PRO
Single Recording
Ah, your marketing team. No matter how many times you yell from the top of your lungs that you just need sales enablement content – not “fluffy,” brand awareness-building content – they just don’t get what you’re looking for… and in some cases, you may not know what to ask for or what they need from you to make your dreams a reality.
In this behind-the-scenes breakout from IMPACT Editor-in-chief Liz Moorehead, you’ll learn how to communicate with your marketing team so you can finally get the sales enablement content you need. You’ll also learn precisely what they need from you to make your deal-closing content a reality the first time, so you can stay focused on selling.
Liz Moorehead
37m
Tyler Lessard
PRO
Single Recording
Video content and personalized video messages are growing in importance as we adapt to a virtual selling world. And while video is still new to most sales teams, some forward-thinking sellers have been using it for a number of years to source and secure new business. So what have these sales teams learned about how to make the most of video? How have they turned themselves into daily video creators, and what mistakes did they make that you can avoid? Find out on everyone's favorite virtual game show: Let's Get Visual!
Tyler Lessard
25m
Zachary Basner
PRO
Single Recording
This is a re-airing of one of our most popular sessions from Video Sales & Marketing World 2020. This will be followed by a live Q&A with Zach Basner.
Today, video content presents powerful opportunities for sales professionals who leverage it in their communications with prospects. Those opportunities await sales organizations in almost every industry, B2B or B2C, product or service.
But, unfortunately, a fear of being on-camera prevents even the most effective sales pros from ever harnessing its power.
Perhaps it’s time, though, to shed that fear and discover the simple techniques that will allow you to build more trust, influence your buyers, and sell more easily with video.
Understand why many people say they “aren’t good on camera”
Learn simple on-camera techniques that will make you more comfortable and confident
See real stories and examples of sales pros like you, crushing it with video.
Zachary Basner
42m
Marcus Sheridan
PRO
Single Recording
This is a re-airing of one of our most popular sessions from Website Optimization Summit 2020.
It's 2021 and buyers want to control the sales process. Regardless of your business or industry, you have to adapt to the way buyers want to make purchases now. So what is a seller-free sales experience? Does it mean the end of salespeople? Find out exactly how you can optimize your buyer's experience with self-selection tools, pricing tools, and more so you can close more deals faster.
Marcus Sheridan
47m
Tyler Lessard
PRO
Single Recording
Personalized video emails and custom screen recordings are becoming powerful tools for virtual selling. More than just a creative way to stand out in their inbox, personalized videos help maximize your facetime with prospects and clients while delivering important information in a way that is easily shared and consumed on their own time. Learn how to make personalized videos a consistent part of your communication cadence with customers, and what types of videos can help you source, qualify, and accelerate deals when you can't be there in person.
Tyler Lessard
16m
Tyler Lessard
PRO
Single Recording
Stephanie Baiocchi sits down with Tyler Lessard to talk video and Vidyard.
Tyler Lessard
37m
Marcus Sheridan
PRO
Single Recording
Discover the 12 fundamental best practices of effectively leading a video sales call.
You'll learn strategies for exactly how to get your prospects to turn their camera on every time, understand the right way to ask questions so as guarantee smoother communication and eliminate ever having awkward moments of silence, discover the correct process to effectively integrating slides into your video sales presentations, and more.
Marcus Sheridan
37m
Anita Nielsen
PRO
Single Recording
No matter how hard sales leaders try to enable them, too many sales professionals struggle to differentiate from their competitors or to navigate the dreaded “do nothing” decision because they aren’t able to identify and articulate value. The only way sales professionals can truly differentiate is by engaging, empathizing and empowering customers as they create personalized value throughout the sales cycle. This is how top performers win bigger, better, and more while creating customers for life.
Join Anita Nielsen in this jam-packed session for sales managers and sales professionals where she’ll cover:
1) The power perspective on Value that drives high performance sales teams
2) They key to gaining a deep understanding of what matters most to the buyer in their role and as an individual human being.
3) How to create personalized value and endear yourself to your buyers
Anita Nielsen
37m
Dr. Devan Kronisch
PRO
Single Recording
A career in sales is a challenging and stressful environment to work in. Over time, that stress can lead to burnout which will lead to unproductive individuals, teams, and organizations. So, how do we enable our sales team to put in their best work each and every day?
The solution is in the research. Over the last 9 years, Dr. Devan Kronisch has researched how to enable sales teams to deliver results, enjoy their work, and avoid burnout and other productivity-killers.
In this session, you will:
1) Formulate the ultimate plan for maximum brainpower throughout the day
2) Learn the basics about all eight types of wellbeing
3) Win the fight against burnout, absenteeism, and lack of engagement
Dr. Devan Kronisch
37m
Jordan Benjamin
PRO
Single Recording
A discussion on how to leverage HubSpot's sales tools on top of your existing CRM to close more deals faster
Jordan Benjamin
37m
David J.P. Fisher
PRO
Single Recording
LinkedIn has become a key tool for business development. But are you taking advantage of all the opportunities it provides? You need to establish a credible presence and build a network online – and then you can leverage it to build your professional influence. Learn how to use LinkedIn to establish a brand, share content, and develop relationships with prospects, customers, and partners. See how social selling can become a very lucrative habit!
Key Takeaways:
Connect your online activities to your offline goals
Understand and address emotional blocks that inhibit effective online activity
Demonstrate the steps to creating an optimized LinkedIn profile
Develop a plan to grow your network
Learn how to create and share content to engage your connections
David J.P. Fisher
37m
Marcus Sheridan
PRO
Single Recording
In the introduction to video sales calls session Marcus covered the 12 fundamental laws of effective video sales calls. Now it's time to do a “deep dive” on each, for example:
Learn exactly how to respond when someone says they don’t want to turn their camera on
Watch what Marcus calls “The Perfect Introduction” to a meeting where there are multiple decision makers
Learn the difference between a “good” vs “GREAT” opening to a video sales call
Marcus Sheridan
45m
Marcus Sheridan
PRO
Single Recording
We’ve come a long ways since the sales books of the 1980s. Traditional “closing techniques” that worked so well before often are rendered incredibly ineffective with today’s modern, informed buyer. For this reason, in this brand-new keynote Marcus Sheridan will decipher the five most fundamental modern sales communication skills sales professionals must have in order to find success with the digital buyer of today. If you’re looking to be inspired to elevate your communication skills to be the absolute best sales professional you should be, this keynote will sure hit the mark.
Marcus Sheridan
20m
Andrew Leighton
20m
Josh Kirkham
Discussion