Sales Select
Critical Path Strategies frequently hosts conference calls and Webinars about all things sales. Known as Sales Select events, they are a valuable forum for thought leadership, idea exchange, and knowledge sharing. Here are recordings of some recent Sales Select events.
Bringing Sales Process to the Field (Joint CPS/SAVO Webinar)
Investing in a sales process is just the beginning. How you bring it to the field and make it stick is the end game. Critical Path Strategies Managing Partner Ken Evans and Jim Moliski, SAVO's Vice President of Sales Enablement Strategies, gave participants a great play-by-play on institutional best practices that extend sales process adoption in effective and efficient ways.
Coaching for Sales Success
Selling is not just selling anymore. It takes a sales leader, a sales team, and a sales coach. Coaching can make the difference in the effectiveness of an individual sales team member, the entire sales team, and the selling organization as a whole.
Creating Opportunity
Capex budgets are dwindling. Opex budgets are constricting. Customers’ goals are to sustain, not grow. Other than that, your territory is wide open! Listen up to learn how to change the game to create opportunity where there is none.
How to Collaborate with Customers for a Win-Win
Through collaboration, companies, their customers, and their suppliers learn far more about each other—and themselves. Learn about the attributes common to companies that collaborate successfully with their customers, and how to effectively align the interests of both the buyer and seller to promote the highest bottom-line value for each party.
How to Determine the Vision of What Your Customer Really Wants
Too often, what your customer says they want is a response to a symptom rather than a clear view of their desired state. It’s up to you to probe what they are really trying to accomplish. This Webinar will teach you how to gain agreement to your customer’s vision, and dial in the scope of what your customer really wants to do.
How to Implement Global Sales Training
Your salespeople span the globe—from the Americas to Europe to Asia Pacific. How would you go about delivering sales training to them in an efficient and effective way? Critical Path Strategies' managing partner Ken Evans and Aspect Software’s curricula manager Jodie Boeldt review step-by-step how Aspect designed and implemented its sales training program around the world.
How to Leverage the Knowledge in the Room
Too often tribal knowledge is shared in ad-hoc ways: conversations, emails, blogs, portals. How do companies institutionalize information that is useful across sales and sales support organizations, especially with organization knowledge so fluid? Hear CPS managing partner Ken Evans and SAVO account executive Tim Sobocinski discuss best practices in collecting and serving information in ways that salespeople will use it.
How to Use Key Account Management to Manage Global Accounts and Grow Market Share
Florian Gruber, Sales Director for CAT Marine Power Systems, explains how he uses Critical Path Strategies’ key account management process to develop strategies for industry segments as well as strategic accounts. His end game? Increasing market share.
The Aim in Sales Strategy
Critical Path Strategies’ Principal, Lani Cathey, and colleague Anna Marie Cwieka, principal at Optimum Results, Inc., share three different scenarios in which clients needed to step back and reevaluate how they were focused—and deploying sales resources—around pipeline, organic growth, and new growth.
The Economic Value of Sales Enablement
Melissa Madian, Senior Director of Sales Enablement at Eloqua, and Critical Path Strategies’ Managing Partner Mike Morton gave listeners a great overview of sales enablement—what it is, what it does, and its economic value.
Urgency in Selling
How can you create a sense of urgency within your customers or prospects to close potential deals? How can you uncover their individual motivations to create motion and closure? Mary Ann Costello discusses some variables that could increase your chances to up the urgency in the minds of your customers.
What Does Your New Reality Look Like?
Recent market indicators suggest that the economic forecast appears brighter. And those flexible enough to deal with change stand to enjoy some just rewards. So how do you emerge from the recent head-down, in-the-bunker survival mode to the new reality? Understanding customers and being able to anticipate what they want is critical. CPS partner Ken Evans examines what companies are doing to prepare customer-focused growth plans best suited for their new reality.
White Boarding a Solution for Your Company
White boarding distills complex ideas to their essence, better engaging your customers and allowing them to participate in real time. This interactivity spurs your customer to action, and allows them to help build and own your solution. Listen up for a practical, hands-on approach to white boarding.