This Once-a-Week Live & On-Demand Training Is Designed to Help Leadership, Sales and Marketing Teams Reboot and Rebound.
It’s inevitable that you will see sales and revenue drops – whether it’s because of C-19 or other internal and external factors. How you react to sales drops, reboot and respond will determine if you have an “L”, “U” or a “V” shaped rebound.
Because “stopping the sales drop” is not a “one-time” thing, we are bringing together CEOs, CMOs, CROs, VPs and subject matter experts EVERY FRIDAY (excluding holidays) to discuss “what’s working”, “what’s not working” and the “impact of their sales and marketing shifts.” You’ll be armed with strategies and actionable insights to help you build a fully integrated sales, marketing and enablement organization that delivers continuous revenue improvement. And, you’ll walk away each week with new approaches to advance your goals.
As we take a “strategic angle” our “Reboot Friday” event is for:
- Chief Sales Officers
- VPs of Sales and Marketing
- Sales Enablement Leaders
- Revenue and Sales Operations
- ABM Professionals
- Senior Sales, Marketing and Business Development Teams
- Sales and Marketing Agencies Serving B2B Clients
Here Are Some of the “Reboot” Conversations You Can Join…
Learn from the CROs of G2 & VanillaSoft on how they are setting up their teams to drive revenue growth with new & existing accounts in a world that is changing fast.
See how PandaDoc is changing selling conversations to realign with buyers & learn about the communication shifts that will help sales teams build deeper, stronger relationships that move businesses forward.
Discover how some organizations eliminated content sprawl, inconsistent messaging & fractured relationships by rethinking their content production in a way that better supports sellers and business outcomes.
Fix your pipeline and learn from Heinz Marketing & Mezzanine B2B Growth Agents on how SaaS, technology and manufacturers can add more predictability at a time when nothing seems to be certain.
Uncover a framework and playbook to help your sales and marketing team connect the dots between all of the intent data they have at their fingertips & leverage it in a way that drives selling conversations.
Learn from IBM and other global firms on how they are increasing sales and marketing’s relevance & winning on social while 44% of organizations reported to LinkedIn that they are seeing significant declines in responsiveness.
Here’s What You Will Learn in Our Upcoming Friday Sessions:
November 20, 2020 – Rebooting Your Team’s Sales Conversations
During this session with Julie Thomas (President & CEO of ValueSelling Associates), Andrew Sykes (CEO & Founder of Habits at Work), Patrick Downs (Sales Enablement for PandaDoc and Co-Founder of 5 on Friday where he does “live” selling conversation reviews) and Kristina Jaramillo (President of Personal ABM), you will learn:
How PandaDoc shifted their selling conversations to realign with today’s market and buyers.
The gaps in most organizations’ sales processes and conversations and how it’s impacting the prospect experience.
The difference between delivering value and forcing your value proposition onto buyers. See how your team can enter their prospects’ world – and have buyers pull your team in deeper.
What’s wrong with the social, email and live conversations that are happening right now – and why it’s leading to buyers ghosting sales and marketing.
How sales and marketing are not relevant – and how to ensure that sales and marketing organizations share the right story at the right time for the right reason.
December 4th, 2020 – Rebooting Revenue: Shifting from Sales Enablement to Revenue Enablement
For this panel discussion we are bringing together CROs Mike Weir (G2) and Darryl Praill (VanillaSoft), Revenue Enablement & Operations Leaders John Moore (Bigtincan) and Rosalyn Santa Elena (Clari) and SVP of Sales and Former CRO Jason Putnam (Pandologic). You will learn:
The technology, organizational and strategic shifts G2, VanillaSoft, Bigtincan, Clari and Pandologic made to drive stronger revenue growth with new and existing accounts.
How sales/revenue enablement needs to evolve if we want to impact customer acquisition, customer retention, customer expansion, sales cycle time, deal sizes and profitability.
What does good revenue enablement look like?
How can sales enablement, revenue enablement and revenue operations teams drive greater value in enterprise selling
How can we improve sales and marketing partnership so we can drive revenue growth
December 11th, 2020 – Rebooting the Customer Experience & Rebooting Marketing Planning
First Jessica Fewless (Former VP at DemandBase), Jocelyn Brown (SVP Customers at Allocadia), Brian Dudley (VP, Customer Success at Bombora), and Alex Raymond (CEO at Kapta) will share the shifts they made to retain and expand accounts. Then Julia Stead (CMO at Allocadia) & Deanna Ransom (Head of Marketing at Televerde) will share how they’re making marketing accountable for revenue. During this double-header you will learn:
How to provide a seamless & value-driven experience to every customer from initial interest through continued growth
How ABM can be applied to change buying behavior, increase margin growth, and drive top-to-bottom engagement for expansion.
How the traditional marketing planning process needs to change and how we need to reset, build an operational foundation for revenue growth & earn a seat at the table where the focus is on EBITA.
December 18th, 2020 – Rebooting Demos
As most demos do not lead to a buying decision, Ed Jaffe (Founder of Demo Solutions) and Todd Caponi (Author of the Transparency Sale will share will share the shifts you need to make to win more accounts.
You will learn:
Why you need to move away from the traditional feature/benefit demo and move toward a more personal approach that focuses on account-specific gaps, impacts, and growth opportunities.
How to increase transparency and earn the buyers’ trust during demos so they do not need to seek validation through other sources.
The steps you need to take before asking for a demo so that you get the response you want. Missing any of the steps that our panel shares will result in reduced sales productivity and sales performance.
How you should engage with prospects before the demo to make sure that the timing is right. Engagement failure will result in demos that lead to RFPs.
3 things prospects want to know during your demo – all other information that most sales teams include is white noise.
The psychology behind penetrating the C-suite with your demos.
"Free" Live Access
Live + On-Demand Access
Reboot + Community Access
Who the Program is For:
For those thinking about "rebooting"
For those planning their reboot
For those that want an accelerated rebound
Weekly Access to Weekly "Reboot Friday" Panels
Listen to Weekly Conversations with CEOs, CROs, CMOs and Subject Matter Experts
Weekly Access to Our "Sales Reboot" and "Marketing Reboot" Series on LinkedIn Live
Access to On-Demand Recordings - and Those in the Archives
Access to the On-Demand LinkedIn Profile Training + 1/2 Day Workshop
Access to All Stop the Sales Drop Hosted (Non-Partnered) Events in 2021. We have 5 to 6 Planned Events.
1-to-1 Access with the Experts You Listen to
Free "Live" Access:
$147 for Live & On-Demand Access:
$997 for Reboot Friday & 2021 Event Access: