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.

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.

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.

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. 

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.

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!

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.

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.

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.

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.

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

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

No matter what industry you’re in, the key to creating undeniably profitable sales enablement content that drives traffic and leads, and closes more deals faster is the same – your sales team must be a key player in your brainstorming and content strategy development process. But what needs to be true in order to have your sales team unabashedly excited to take time to brainstorm content ideas with you, the marketer? And what are the secret facilitation and question-asking techniques you need to know to get what you need from sales?

In this talk from IMPACT Editor-in-chief Liz Moorehead, you’ll learn the battle-tested processes, tools, and tactics to run sales enablement content brainstorms that not only yield revenue-generating content, but also leave your sales team feeling empowered and excited. You’ll also learn Liz’s favorite hacks and tips of the trade for facilitating conversations that help you reach your goals, and bring you and your sales team closer together.

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

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

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.