Sales Performance Solutions

Missed One of Our Webinars? See the Recorded Version.

Please feel free to view our past webinars and give us your feedback by calling 1-800-707-5191 or e-mailing us at: spginfo@franklincovey.com

• Strategies for Getting Your Customer Through the Financial Crisis

  Join sales experts, Dave Stein and Randy Illig, for a free one-hour webinar. Together they will present on the importance of focusing first on your customers needs.

  Dave Stein is CEO of ES Research Group, Inc.  ESR provides independent, authoritative intelligence about sales performance improvement programs, approaches and tools, and the companies that provide them. Randy Illig is Co-author of Let’s Get Real – or Let’s Not Play: Transforming the Buyer/Seller Relationship and a lead consultant with FranklinCovey’s Sales Performance Group.

• 5 Critical Steps for Getting New Business Opportunities

  Randy Illig, a senior consultant at the FranklinCovey Sales Performance Group, will walk you through the 5 critical steps and give you practical ideas and tools to get new business. You will learn how to Prioritize, Prepare, Personalize, Practice, and Pre-position your sales efforts and interactions with clients for increased success.

• 7 Key Marketing Trends: What You Need to Know and Do Now

  Ralph Oliva, Executive Director of the Institute for the Study of Business Markets (ISBM) at Penn State, shares actionable insights into the 7 key trends and best practices in marketing and how they impact sales. He also explains how you can gather additional information, tools, techniques, and approaches to capitalize on each trend to help you grow your business. The 7 trends come from ISBM’s B-to-B Marketing Trends 2010 Study. This webinar is co-sponsored by the FranklinCovey Sales Performance Group, ISBM, and ES Research Group.

• How to Qualify Worthwhile Business and Avoid Losing Time and Money

  Randy Illig, a senior consultant at the FranklinCovey Sales Performance Group, will give you an overview of a process for qualifying opportunities and answer your questions about challenges you’re facing when qualifying opportunities. This Q&A webinar is a follow up to a previous webinar, “Why are 65% of Salespeople Pursuing Worthless Business?” by Dave Stein, CEO of ES Research Group. Dave shared sobering data that reveals salespeople are losing time and money because they don’t have an adequate qualifying process.

• Why Are 65% of B2B Salespeople Pursuing Worthless Business?

  Dave Stein, CEO of ES Research Group (ESR), the trusted source for independent evaluation of sales performance improvement programs and the companies that provide them, shares data from ESR’s 2008 Sales Training Vendor Guide, revealing that at any given time 65% of B2B salespeople are pursuing worthless deals. The key to solving this critical problem lies in effectively qualifying opportunities. This webinar is co-sponsored by ESR and the FranklinCovey Sales Performance Group.

• Closing the Deal by Opening Minds: The Art of Enabling Decisions

  Mahan Khalsa, founder of FranklinCovey’s Sales Performance Group and author of Let’s Get Real or Let’s Not Play—The Demise of Dysfunctional Selling and Advent of Helping Clients Succeed, will share a process for closing more deals. This process focuses on gaining agreement for your proposals and helping clients make good decisions in their (and your) best interests.

• Sales Plans That Fill Your Pipeline With Ripe Opportunities

  Michael Knowlton, a senior consultant with FranklinCovey’s Sales Performance Group, will show you the process and tools for creating effective sales plans to fill your pipeline with prospects that are more likely to close.

• Cold Calls vs. Call Plans? The Difference Between Failure and Success

  In this webinar, co-sponsored by OneSource Information Services, Michael Knowlton, a senior consultant with the Sales Performance Group, with over 20 years experience in sales will guide you through the process, skills, and tools for finding new business with current or new clients in a way you can both feel good about.

• Creating a World Class Sales Organization

  Presented by Paul Tsaparis, President and CEO of Hewlett Packard Canada. Co-sponsored by the Institute for the Study of Business Markets (ISBM) at Penn State.

• 4 Steps for Winning More Business

  Presented by Mark Wells, SPG consultant, and Peter Russell, Senior Vice President and Key Account Manager Southeast Region at Aon Corporation. Sponsored by Sales & Marketing Management magazine.

• Initiating New Opportunities and Gaining Insights into Customers

  Presented by Scott Savage, SPG consultant.

• Writing Effective Proposals That Help Clients Succeed®

  Presented by Mark Wells, SPG consultant.