I remember it like it was yesterday. I designed a personnel restructuring and hiring plan for my organization to help us scale to meet the requirements being placed on us by our latest PE investor. I had gone over the details and gained the support of Sue, my executive sponsor. She then invited me to present the plan to the senior leadership team. I always considered her a collaborative and amiable leader. For example, she told me the board had been briefed and supported the plan. However, she went on to say that the board had a few questions about the project before providing their final approval. After Sue’s guidance, I believed I was well prepared for the presentation and meeting.
Part 1 and Part 2 of this series revealed our secret ingredients for successful SKO keynote speakers and SKO soft-skills training sessions. We discussed vetting and aligning your keynotes to your strategic initiatives and the importance of coaching your executives for impact and effectiveness. We also covered why an SKO is strategically the best time to upskill your sales organization and the importance of not being overrun by breakout session requests from departmental leaders. But, informative breakout sessions are crucial to the knowledge transfer of departmental initiatives. In this final segment of our three-part series on Sales Kickoff Success, you will learn how to maximize the effectiveness of every breakout session speaker.
In Part 1 of this series, we focused on how you can ensure the success of your Keynote speakers. In part two of this series, we will explore why an SKO is a perfect time to up-skill your presales and sales teams in your virtual kickoff.
Ahhh, the glory days of a sales kickoff (SKO) where hundreds or even thousands meet for an energizing five days in places like Las Vegas, Singapore, or Budapest. Those venues are on pause for now; however, your SKO can still deliver energy and success virtually with the right formula of inspiring keynote speakers, results-driven soft-skills training, and actionable breakout sessions. This three-part series will explore how your sales enablement leadership can seek out and ensure the delivery of premier sessions for your SKO, starting with finding the best keynote speaker for your business.
If you’re in Sales or PreSales in a technology company, you know all about the importance of securing the “technical win.” Accomplishing this step means you are over a significant hurdle in every sales process. However, the longer it takes to ensure the technical win due to complicated demos, complex-looking software, or a lack of buyer consensus, the more likely the sales process stalls or even dies. You can prevent that from happening through skilled demo techniques and by leveraging video. This article will focus exclusively on how you can use video before, during, and after your main demo to accelerate your technical win.Read More »Leverage Video Before, During, & After Your Next Software Demo!
In light of a thrilling NBA championship win by the Milwaukee Bucks and what will likely be the most competitive Olympic basketball competition in history, we sat down with our very own John Coker, who played high-level collegiate and professional basketball with the Phoenix Suns. John is the Vice President of Sales at 2Win! Global. In our conversation, John broke down his experience as a professional athlete and how he translated lessons learned on the court into the world of Sales with high-level executives.
It is hard to argue the value and impact of storytelling in business. Great stories capture people’s attention, imaginations, and emotions. Compelling stories inspire everyday buyers around the world. If you’re like most people we talk to, you’ll likely remember an excellent keynote speech or the opening of a C-Level presentation delivered by inspiring speakers with “the gift.” Perhaps you even feel great storytellers are born with this gift. Ahhh, but stories can be told by anyone and many different situations and venues and, they can all be told by you! The reality is that almost every day, you have the opportunity to create stronger emotional connections through storytelling. So, here’s my question: when you intend to persuade or motivate an audience to take action, do you always inform and educate or, do you use storytelling to shift their thinking?
What do the modern Olympic games and winning sales demos have in common? 2% That is the statistical difference between the average Gold Medal and Silver Medal in the Olympics. The same holds true for the decision a group of stakeholders makes between staying with their current solution, switching to yours or choosing a competitor. The reality is that any judged event will have a similar bias. Why is that?
Personalized demos help prospects and clients visualize themselves using your software solution. Wouldn’t you agree? The challenge is the volume of demos a typical PreSales professional performs in any given week means that demo personalization is often not realistic. Traditionally, demo personalization requires creating a new application image with new records, prospect branding, and data. Enter Navattic. These ingenious PreSales professionals built a no-code demo workflow tool to help you better connect with your prospects.