Our president, Alan Rigg, Is pleased to deliver seminars, webinars, workshops and teleconferences on the following topics. Click any of the following links for a brief topic description:
Sales Training Seminars, Webinars, Workshops and Teleconferences:
Sales Management Training Seminars, Webinars, Workshops and Teleconferences:
1. Selling Starts With Emotion
Do you have trouble convincing prospects to make the time to speak with you? Is your sales opportunity pipeline full of stalled opportunities? Do you find it difficult to close sales? Each of these challenges can result from a single flaw in the sales process - failing to engage your prospects' emotions!
Alan Rigg, author of How to Beat the 80/20 Rule in Sales Team Performance and How to Beat the 80/20 Rule in Selling, has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. In this program he will teach you how to engage prospects' emotions at the beginning of the sales process and how to re-engage their emotions throughout the sales process.
You will learn:
Suggested Attendees: Salespeople, sales managers, small business owners, entrepreneurs
2. The Keys to Effective Time, Territory and Account Management
Chances are you have heard the old adage, “Time is a salesperson’s only inventory.” It may be old, but it is just as true today as it was when first spoken. We all have a fixed amount of time and, once we apply it to any activity, that time is gone forever. We can never get it back.
Are you using your valuable time in the manner that will maximize your sales outcomes? Are you strategic in how you plan your sales territory coverage? Have you developed a comprehensive plan for maximizing penetration of every one of your assigned accounts? If you cannot answer a confident “yes” to all three of these questions, you will benefit from attending this program!
Alan Rigg, author of How to Beat the 80/20 Rule in Sales Team Performance and How to Beat the 80/20 Rule in Selling, has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. In this presentation he will share the most effective time, territory and account management strategies he has uncovered during his 32 years in sales and sales management.
You will learn:
Suggested Attendees: Salespeople, sales managers, small business owners, entrepreneurs
3. The Secret to Closing More Sales
Closing is certainly an important sales activity as the time, effort, and resources invested in managing sales cycles are wasted if orders are not secured. However, the real secret to closing sales is doing a great job at the front end of the sales cycle. In other words, it is the quality of the work that is done during the opportunity qualification stage of the sales process that determines whether a sale will close, as well as how hard or easy it will be to close.
Alan Rigg, author of How to Beat the 80/20 Rule in Sales Team Performance and How to Beat the 80/20 Rule in Selling, has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. In this program he will teach you his proven, four-step process for doing an outstanding job of sales opportunity qualification, plus how to leverage this information throughout the sales cycle.
You will learn:
Suggested Attendees: Salespeople, sales managers, small business owners, entrepreneurs
4. Win More Business by Selling Value Instead of Price
What kind of response do you usually get when you present the price of your company's products or services? Do your prospects say, "Wow, that sounds cheap - how soon can I get it?" Or, is their response more like, "Oh...I wasn't expecting to pay that much." If you get the second response with any regularity, you will want to attend this program!
Alan Rigg, author of How to Beat the 80/20 Rule in Sales Team Performance and How to Beat the 80/20 Rule in Selling, has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. In this program he will teach his proven strategies for winning more business at higher prices.
You will learn:
Suggested Attendees: Salespeople, sales managers, small business owners, entrepreneurs
5. How to Develop an Effective Sales Compensation Plan
Developing a sales compensation plan can be a pretty intimidating undertaking. What are the most critical decisions you need to make? What compensation plan structure will motivate your salespeople to achieve the targets you set for them…without producing unintended consequences?
Sales and sales management expert Alan Rigg has helped hundreds of organizations develop effective sales compensation plans. Key questions and concepts from his popular sales compensation product drive this real-world discussion about how to develop a customized compensation plan that will motivate your company’s salespeople to achieve their sales goals.
You will learn:
Suggested Attendees: Business owners, executives, sales managers, sales operations managers, general managers, finance managers
6. How to Eliminate Stalled Opportunities from Your Company’s Sales Opportunity Pipeline
What is the condition of your company’s sales opportunity pipeline? How many of the opportunities have been stalled at the same step in the sales cycle for weeks…or months?
If sales forecasts and opportunity pipelines are inaccurate, or if opportunities do not close in predictable time frames, it can wreak havoc on vital financial measurements such as revenue, profit, and cash flow. This makes maximizing the accuracy of sales forecasts and opportunity pipelines critical to your company's success!
Alan Rigg, author of How to Beat the 80/20 Rule in Sales Team Performance and How to Beat the 80/20 Rule in Selling, has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. In this program he will teach you his proven process for eliminating stalled opportunities from your company’s sales opportunity pipeline, once and for all!
You will learn:
Suggested Attendees: Business owners, executives, sales managers, sales operations managers, general managers, finance managers
7. How to Help Your Salespeople "Get Dangerous Quickly" with New Products and Services
When your company trains salespeople to sell a new product or service, what level of adoption do you typically see?
In many organizations, just 10% to 20% of salespeople make any headway in selling the new product or service. This issue is compounded when companies attempt to train new salespeople to sell the company's entire portfolio of products and services.
These types of sales training failures are frustrating for both employers and salespeople. Employers are frustrated because they don't earn the returns they expect from their training investments. Salespeople are frustrated because they feel the time spent attending training was wasted.
Alan Rigg, author of How to Beat the 80/20 Rule in Sales Team Performance and How to Beat the 80/20 Rule in Selling, has helped business owners, executives and managers at hundreds of companies end the frustration of 80/20 sales team performance (where just 20% of salespeople produce 80% of sales results). In this program he will explain four key reasons why sales training programs fail and what you can do to maximize your chances of achieving desired training outcomes...and ROI!
You will learn:
Suggested Attendees: Business owners, executives, sales managers, sales operations managers, training professionals, human resources professionals
8. How to Hire More Top Sales Producers and Jump-Start New Hire Sales Performance
How expensive are sales hiring mistakes? To answer this question, take a look at the difference in revenue, gross margin or profit (whichever number is most important to you) produced by your company’s top sales producers and your bottom sales producers. Then add in the costs of recruiting and training new salespeople. What do these numbers add up to for YOUR company?
Alan Rigg, author of How to Beat the 80/20 Rule in Sales Team Performance and How to Beat the 80/20 Rule in Selling, has helped business owners, executives and managers at hundreds of companies end the frustration of 80/20 sales team performance (where just 20% of salespeople produce 80% of sales results). In this program he will teach you his proven, step-by-step processes for consistently sourcing, identifying and hiring top sales producers and jump-starting new hire sales performance.
You will learn:
Suggested Attendees: Business owners, executives, sales managers, human resources professionals, training professionals
For More Information
If you would like to explore the possibility of having Alan address your group, please contact us. We will be happy to schedule a no-obligation telephone appointment to discuss your organization's specific situation.