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Embracing Discovery On-The-Fly

Posted by Bob Riefstahl on 12/07/2021 4:32 PM
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Topics: discovery, pre-sales, demo training

Sales Kickoff Success 2022- Breakout Sessions

Posted by Bob Riefstahl on 10/11/2021 10:52 AM


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.

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Topics: sales, storytelling, demo2Win!, discovery, presentation, pre-sales, sales kick off, demo training

Sales Kickoff Success 2022- Soft Skills Training

Posted by Bob Riefstahl on 10/06/2021 10:08 AM

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.

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Topics: leadership, sales, storytelling, demo2Win!, discovery, presentation, pre-sales, virtual training, sales kick off, demo training

Sales Kickoff Success 2022- Choosing the Right Keynote Speaker

Posted by Bob Riefstahl on 10/05/2021 11:18 AM

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. 

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Topics: leadership, storytelling, demo2Win!, presentation, virtual training, sales kick off, demo training

Leverage Video Before, During, & After Your Next Software Demo!

Posted by Bob Riefstahl on 09/16/2021 6:51 AM

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.  

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Topics: sales, pre-sales, virtual training, demo training, selling virtually, personalized demos