Sales Training

How to Get More Sales Referrals [“Sales Shot” Workshop Recording]

How to Get More Sales Referrals

[“Sales Shot” Workshop Recording]

Learn How to Get More Sales Referrals!

Have history in your accounts? Maybe even relationships? We’ll teach you how to leverage past success straight into your next win—an order, a partnership, or a sales referral.

Referral business closes faster, stays longer, and spends more. This workshop will give you the framework and the confidence to get more!

Watch the video replay!

Learn How to Get More Sales Referrals!

Have history in your accounts? Maybe even relationships? We’ll teach you how to leverage past success straight into your next win—an order, a partnership, or a sales referral.

Referral business closes faster, stays longer, and spends more. This workshop will give you the framework and the confidence to get more!

Watch the video replay!

Learn more about the sponsor of this event!

Outreach

Need help adapting to the new remote selling world? Request a demo of Outreach, the #1 sales engagement platform that closes more deals faster — so your reps can achieve revenue goals from anywhere. Companies that choose Outreach can expect a 387% return on the investment over three years and an 11% increase in sales productivity (valued at $6.9M). See what the #1 sales engagement platform can do for your business today.

Addressing Gaps in Call Coaching [Webinar Recording]

Addressing Gaps in Call Coaching

[Webinar Recording]

TOP COACHING MISTAKES AND HOW TO FIX THEM

Call coaching – management guidance focused on improving how salespeople directly interact with buyers – can yield huge gains in overall sales effectiveness. Effective call coaching programs address essential skills and the activities that matter most for sales organizations. But few sales organizations do call coaching well. Some fail to allocate adequate time for it; others fail to develop the coaching skills required in management or allow managers to avoid call coaching altogether.

In this webcast, Lauren Bailey joins the Sales Management Association to explain why call coaching represents a high-priority improvement opportunity for most sales organizations, and address common mistakes sales forces make in implementing call coaching programs.

Watch the video replay!

TOP COACHING MISTAKES AND HOW TO FIX THEM

Call coaching – management guidance focused on improving how salespeople directly interact with buyers – can yield huge gains in overall sales effectiveness. Effective call coaching programs address essential skills and the activities that matter most for sales organizations. But few sales organizations do call coaching well. Some fail to allocate adequate time for it; others fail to develop the coaching skills required in management or allow managers to avoid call coaching altogether.

In this webcast, Lauren Bailey joins the Sales Management Association to explain why call coaching represents a high-priority improvement opportunity for most sales organizations, and address common mistakes sales forces make in implementing call coaching programs.

Watch the video replay!

Top Virtual Sales Challenges [Survey Infographic]

The Current State of Virtual and Inside Sales 

Top Virtual Sales Challenges

WHAT ARE REPS’ TOP VIRTUAL SALES CHALLENGES?

We asked thousands of sales professionals (sales reps, sales managers, and sales leaders) to share the most critical pain points and challenges they are currently experiencing within their virtual and inside sales teams.

Our research has been compiled into an easily digestible visual to help give leaders a better understanding of their teams’ challenges with selling virtually.

Download our “Current State of Virtual and Inside Sales: Top Virtual Sales Challenges” infographic to glean insight into the areas that reps are struggling with most in virtual sales. You’ll learn: 

  • Overall challenges reps are experiencing with selling virtually
  • The most difficult aspects of phone prospecting
  • Top challenges with running virtual sales meetings
  • Where reps are struggling when it comes to closing deals virtually

This is must-have information for ALL leaders to gain insight into the virtual sales challenges their teams are experiencing.

Download Infographic

WHAT ARE REPS’ TOP VIRTUAL SALES CHALLENGES?

We asked thousands of sales professionals (sales reps, sales managers, and sales leaders) to share the most critical pain points and challenges they are currently experiencing within their virtual and inside sales teams.

Our research has been compiled into an easily digestible visual to help give leaders a better understanding of their teams’ challenges with selling virtually.

Download our “Current State of Virtual and Inside Sales: Top Virtual Sales Challenges” infographic to glean insight into the areas that reps are struggling with most in virtual sales. You’ll learn: 

  • Overall challenges reps are experiencing with selling virtually
  • The most difficult aspects of phone prospecting
  • Top challenges with running virtual sales meetings
  • Where reps are struggling when it comes to closing deals virtually

This is must-have information for ALL leaders to gain insight into the virtual sales challenges their teams are experiencing.

Download Infographic

Fast and Easy Ways to Speak Value with Your Prospects [“Sales Shot” Workshop Recording]

Fast and Easy Ways to Speak Value with Your Prospects

[“Sales Shot” Workshop Recording]

Craft Your Sales Value Prop Into an Enticing Sales Pitch!

By understanding core business motivators and mapping them to your buyers, you’ll learn what levers to pull to differentiate, gain attention, and propose solutions that sell.

In this session, you’ll learn how to align your messaging with what your customers and prospects care about and how to turn your sales value prop into a short, powerful, and conversational “SWIIFT Pitch”.

Watch the video replay!

Craft Your Sales Value Prop Into an Enticing Sales Pitch!

By understanding core business motivators and mapping them to your buyers, you’ll learn what levers to pull to differentiate, gain attention, and propose solutions that sell.

In this session, you’ll learn how to align your messaging with what your customers and prospects care about and how to turn your sales value prop into a short, powerful, and conversational “SWIIFT Pitch”.

Watch the video replay!

Learn more about the sponsor of this event!

Outreach

Need help adapting to the new remote selling world? Request a demo of Outreach, the #1 sales engagement platform that closes more deals faster — so your reps can achieve revenue goals from anywhere. Companies that choose Outreach can expect a 387% return on the investment over three years and an 11% increase in sales productivity (valued at $6.9M). See what the #1 sales engagement platform can do for your business today.

10+ Things You HAVE to Know About Closing if You’re in Sales [Webinar Recording]

10+ Things You HAVE to Know About Closing if You’re in Sales

[Webinar Recording]

Did you know that 64% of sellers don’t close? 

That’s more than half your team NOT asking for the meeting, the quote, or the sale.  

Closing is a confidence sport, folks, and buyers’ expectations have changed the game dramatically in the past few years (remember ABC?).

So, get caught up and gain a competitive edge with 10+ things you probably didn’t know about closing and how you and your team can apply them to win.

Industry leaders Gong, Proposify, and Factor 8 have covered all the bases! Here’s what to expect in this recording:

  • Deal-winning insights from 1000s of sales calls and 3+ million proposals 
  • Easy things to add to your proposals to boost close rates
  • New ways to talk about closing to boost a seller’s confidence
  • How closing can (and should!) happen on every call
  • Phrases to avoid when discussing price
  • Why you should sell with video (and how)

This workshop is perfect for:

  • Vice Presidents of Sales
  • Sales Directors
  • Account Executives
  • Account Managers
  • Sales Managers
  • Field Sellers Recently Gone Virtual
  • BDRs/SDRs/ISRs

You’ll learn 10+ tactical tips to help you close more deals!

Watch the video replay!

Did you know that 64% of sellers don’t close? 

That’s more than half your team NOT asking for the meeting, the quote, or the sale.  

Closing is a confidence sport, folks, and buyers’ expectations have changed the game dramatically in the past few years (remember ABC?).

So, get caught up and gain a competitive edge with 10+ things you probably didn’t know about closing and how you and your team can apply them to win.

Industry leaders Gong, Proposify, and Factor 8 have covered all the bases! Here’s what to expect in this recording:

  • Deal-winning insights from 1000s of sales calls and 3+ million proposals 
  • Easy things to add to your proposals to boost close rates
  • New ways to talk about closing to boost a seller’s confidence
  • How closing can (and should!) happen on every call
  • Phrases to avoid when discussing price
  • Why you should sell with video (and how)

This workshop is perfect for:

  • Vice Presidents of Sales
  • Sales Directors
  • Account Executives
  • Account Managers
  • Sales Managers
  • Field Sellers Recently Gone Virtual
  • BDRs/SDRs/ISRs

You’ll learn 10+ tactical tips to help you close more deals!

Watch the video replay!

Meet the Panelists

Moderated by Factor 8 Founder, Lauren Bailey.

Devin Reed, Gong
Devin Reed

Head of Content Strategy | Gong

Devin Reed is a SaaS sales professional turned marketer. He was the second sales hire at Gong in 2017, and is now the Head of Content Strategy where he’s responsible for sales research, content marketing, social media.

Dan Hebert, Proposify
Daniel Hebert

VP of Sales | Proposify

Daniel Hebert is obsessed with building a strong sales organization and helping customers scale theirs. He started his career establishing influencer relationships for a tech startup and quickly developed into a go-to-market leader in both sales and marketing roles. He’s built sales processes, enablement strategies, and content systems.

Thank You to Our Sponsors!

Gong
Proposify
10+ Things You HAVE to Know About Closing if You’re in Sales [Webinar Recording]

Quick Tips for Better Cold Call Openings [“Sales Shot” Workshop Recording]

Quick Tips for Better Cold Call Openings

[“Sales Shot” Workshop Recording]

HOW TO KEEP PROSPECTS WANTING TO KNOW MORE

You’ve got mere seconds to capture the attention of a prospect once they pick up the phone. It’s critical you get the information you need as quickly as possible. That’s why you need great cold call openings.

In this 30-minute session, you’ll learn how to craft your SWIIFT Intro to quickly entice prospects, plus ways to overcome the dreaded “I’m not interested” brush-off to salvage the opportunity and keep the lead alive.

Bonus Feature: 5 tips for staying positive and keeping energy and confidence high while making cold calls from Factor 8’s own SDR.

Watch the video replay!

HOW TO KEEP PROSPECTS WANTING TO KNOW MORE

You’ve got mere seconds to capture the attention of a prospect once they pick up the phone. It’s critical you get the information you need as quickly as possible. That’s why you need great cold call openings.

In this 30-minute session, you’ll learn how to craft your SWIIFT Intro to quickly entice prospects, plus ways to overcome the dreaded “I’m not interested” brush-off to salvage the opportunity and keep the lead alive.

Bonus Feature: 5 tips for staying positive and keeping energy and confidence high while making cold calls from Factor 8’s own SDR.

Watch the video replay!

Learn more about the sponsor of this event!

Outreach

Need help adapting to the new remote selling world? Request a demo of Outreach, the #1 sales engagement platform that closes more deals faster — so your reps can achieve revenue goals from anywhere. Companies that choose Outreach can expect a 387% return on the investment over three years and an 11% increase in sales productivity (valued at $6.9M). See what the #1 sales engagement platform can do for your business today.

How to Thrive in Your Role as a Sales Manager [Webinar Recording]

How to Thrive in Your Role as a Sales Manager

[Webinar Recording]

How to Hire Sales Managers Who Will Thrive

Raise your hand if you’ve promoted the wrong Rep to Manager. It’s a mistake we’ve ALL made at least once. The truth is, top-performing reps are actually hard-wired NOT to succeed as Managers. Find out why, how you can tell who WILL be successful, plus the five key skills all high-performing sales managers have learned.

If you are ready to help your managers raise their games or you’re adding leaders this year, you won’t want to miss award-winning leadership trainer and Factor 8/#GirlsClub Founder, Lauren Bailey, share her insights, fails, and tactical tips you can apply right away. Download the video today!

Watch the video replay!

How to Hire Sales Managers Who Will Thrive

Raise your hand if you’ve promoted the wrong Rep to Manager. It’s a mistake we’ve ALL made at least once. The truth is, top-performing reps are actually hard-wired NOT to succeed as Managers. Find out why, how you can tell who WILL be successful, plus the five key skills all high-performing sales managers have learned.

If you are ready to help your managers raise their games or you’re adding leaders this year, you won’t want to miss award-winning leadership trainer and Factor 8/#GirlsClub Founder, Lauren Bailey, share her insights, fails, and tactical tips you can apply right away. Download the video today!

Watch the video replay!

How to Budget for Sales Training [Guide]

How to Budget for Sales Training

[Guide]

Your Guide to Calculating Your Sales Training Budget

If you’re assessing internal or external virtual sales training solutions, use our Sales Training Budget guide to help you determine the true cost of sales training and how to calculate the cost/budget for sales training.

With this guide, you’ll learn:

  • Why sales training is crucial to the success of your team
  • How reps and managers can ask their leaders for sales training
  • How much sales training should cost per employee

This is must-have information for ALL sales leaders, sales enablement, and sales operations to help you determine how much to budget for sales training.

Download Guide

Your Guide to Calculating Your Sales Training Budget

If you’re assessing internal or external virtual sales training solutions, use our Sales Training Budget guide to help you determine the true cost of sales training and how to calculate the cost/budget for sales training.

With this guide, you’ll learn:

  • Why sales training is crucial to the success of your team
  • How reps and managers can ask their leaders for sales training
  • How much sales training should cost per employee

This is must-have information for ALL sales leaders, sales enablement, and sales operations to help you determine how much to budget for sales training.

Download Guide

Call Coaching: 16 Actions to Take Today [Webinar Recording]

Call Coaching: 16 Actions to Take Today

[Webinar Recording]

IMPROVE YOUR CALL COACHING SESSIONS

We all know that we need more and better call coaching – that it can lead to big leaps in quota attainment, improve rep engagement AND leap tall buildings in single bounds. So why don’t we hear any real-life success stories? Why can’t your team find the time? Why are your top managers still avoiding it? And why are our teams still averaging 60% to quota?

Because call coaching is HARD!

In this webinar, Factor 8 Founder, Lauren Bailey, joins Andy Culligan, CMO of Leadfeeder, to share her sixteen most common call coaching mistakes, why we make them, and most importantly — how to fix them. You’ll leave this webinar with sixteen actions you can take immediately to boost your call coaching game.

Watch the video replay!

IMPROVE YOUR CALL COACHING SESSIONS

We all know that we need more and better call coaching – that it can lead to big leaps in quota attainment, improve rep engagement AND leap tall buildings in single bounds. So why don’t we hear any real-life success stories? Why can’t your team find the time? Why are your top managers still avoiding it? And why are our teams still averaging 60% to quota?

Because call coaching is HARD!

In this webinar, Factor 8 Founder, Lauren Bailey, joins Andy Culligan, CMO of Leadfeeder, to share her sixteen most common call coaching mistakes, why we make them, and most importantly — how to fix them. You’ll leave this webinar with sixteen actions you can take immediately to boost your call coaching game.

Watch the video replay!

How to Get Promoted to Sales Manager Faster [Webinar Recording]

How to Get Promoted to Sales Manager Faster

[Webinar Recording]

SO YOU WANT TO BE A SALES MANAGER?

Maybe you’re a new sales rep who knows that you’d be a stellar leader.

Or, maybe you’ve been in an active selling role for years and it’s time to take the next step in your career.

Maybe you’ve even been told you have leadership potential but aren’t sure if you want to lead people.

If you’re a new or seasoned sales rep who might want to move into a management role within the next few years but aren’t sure where to start, this workshop is for you!

Factor 8 and #GirlsClub Founder, Lauren Bailey, hosted a panel discussion where they discussed:

  • How sales reps can tell if they’re ready for leadership
  • What skills sales reps need to hone to succeed in a management position
  • The pros and cons of sales management
  • How to find a mentor to help you prepare for the next step in your career
  • How to get promoted faster
  • How to ask your manager for help toward a promotion
  • How leaders can provide skills training reps to prepare them for a role in management
  • What to expect during your first year on the job
  • Answers to your questions about becoming a sales manager

BONUS: You’ll hear feedback and get answers directly from former reps and managers who were “on the cusp” like you from Lauren’s #GirlsClub Management Certification Program.

This workshop is perfect for:

  • Supervisors, team leads, and even brand-new managers
  • Leaders who aren’t sure what type of training their new managers need
  • Anyone thinking about a career in sales management

Learn if sales management is right for you PLUS super-executable tips to help you get promoted faster.

Watch the video replay!

SO YOU WANT TO BE A SALES MANAGER?

Maybe you’re a new sales rep who knows that you’d be a stellar leader.

Or, maybe you’ve been in an active selling role for years and it’s time to take the next step in your career.

Maybe you’ve even been told you have leadership potential but aren’t sure if you want to lead people.

If you’re a new or seasoned sales rep who might want to move into a management role within the next few years but aren’t sure where to start, this workshop is for you!

Factor 8 and #GirlsClub Founder, Lauren Bailey, hosted a panel discussion where they discussed:

  • How sales reps can tell if they’re ready for leadership
  • What skills sales reps need to hone to succeed in a management position
  • The pros and cons of sales management
  • How to find a mentor to help you prepare for the next step in your career
  • How to get promoted faster
  • How to ask your manager for help toward a promotion
  • How leaders can provide skills training reps to prepare them for a role in management
  • What to expect during your first year on the job
  • Answers to your questions about becoming a sales manager

BONUS: You’ll hear feedback and get answers directly from former reps and managers who were “on the cusp” like you from Lauren’s #GirlsClub Management Certification Program.

This workshop is perfect for:

  • Supervisors, team leads, and even brand-new managers
  • Leaders who aren’t sure what type of training their new managers need
  • Anyone thinking about a career in sales management

Learn if sales management is right for you PLUS super-executable tips to help you get promoted faster.

Watch the video replay!

Meet the Panelists

Nicole LaBarbera
Nicole LaBarbera

Regional Vice President of Sales | Chorus.ai

Nicole is the Regional Vice President of Sales at Chorus.ai, leading the Strategic Enterprise Team from headquarters in San Francisco, CA. Nicole has been in business development and sales for 14 years, building her SaaS experience at leading tech firms Responsys, Oracle, Signal, and Medallia. Outside of the sales world, Nicole has a passion for wellness and group fitness, where she has instructed at BodyRok studios and Barry’s.

Katie Pawlik
Katie Pawlik

Sales Development Manager | Sendoso

Katie Pawlik is a Sales Development Manager at Sendoso. Within her first few months at Sendoso, she was able to better develop her sales skills, overachieve her quota, and was promoted to their Enterprise team in April 2020. As an individual contributor, she really enjoyed being able to share with her colleagues the strategies that worked well for her and see how that translated to the success they found. After raising her hand and interviewing for the opportunity to become a Sales Manager, she transitioned into the role this past January and is managing a team of 9 reps and 5 new hires.

Beca Henrikus Website 05 05
Beca Henrikus

Inside Sales Manager | Diabetes Supply

Beca Henrikus is an Inside Sales Manager for Diabetes Supply. She started with the company as their first Intake Specialist. After a few months, she moved to their pharmacy department and worked on her CPhT. Fast forward a few years and she was given a “lead” position in their inside sales department (at the time it was a party of one and she had ZERO sales experience). She wasn’t a trained leader – she was the EXACT opposite. They had a change in leadership that coached her into becoming a better leader and person. After 6 months of working on herself with her new leader, she was ready to be promoted to Inside Sales Manager. She went from just managing herself to now leading 11 wonderful ladies. Participating in #GirlsClub has given her different views on numbers, productivity, and managing people!

Angela Salazar Website 04
Angela Salazar

VP, Program & Partnerships | #GirlsClub

Angela Salazar is the VP, Program & Partnerships for #GirlsClub and the Owner of Elevate, Leadership and Training Development. With over 14 years of leadership experience, Angela has coached and developed individuals in many different roles, both domestically and abroad. Angela’s passion for identifying potential, cultivating strengths, providing honest constructive feedback, and developing future leaders drives her to be her best. When we are not experiencing a global pandemic, Angela loves attending concerts, traveling, and happy hour with friends.

Thank You to Our Sponsors!

Chorus
Outreach
How to Get Promoted to Sales Manager Faster [Webinar Recording]
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