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HOW TO FIX SALES COACHING IN A VIRTUAL WORLD

About this webinar
76 percent of sales leaders say that not being physically present with their
team has made it harder to observe and coach over the past year.

Yet, with advances in call recording and the absence of travel, those same sales
leaders now have more time and opportunity to coach—if they know how to do it
well.

In this webinar with George Donovan, Chief Revenue Officer at Allego, and Doug
Hutton, SVP of Products at Corporate Visions, you’ll learn how to:

- Create lasting behavior change using a science-backed coaching framework.

- Enable effective and personalized virtual coaching at scale.

- Support your sellers with high-impact training content when they need it most.

- Ensure new skills translate seamlessly from practice to the field.
 
Live online Dec 2 9:00 am United States - Los Angeles
or after on demand 61 mins
Your place is confirmed,
we'll send you email reminders
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Register for free
Presented by
Doug Hutton, Corporate Visions & George Donovan, Allego
Presentation preview:
Related topics:
 * Sales Coaching
 * Sales Acceleration
 * Sales Cycle
 * Sales Development
 * enablement
 * virtual training
 * Training Onboarding
 * Training ROI
 * Training Investment
 * Customer Engagement
 * more…


NETWORK WITH LIKE-MINDED ATTENDEES

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CORPORATE VISIONS

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 * 
   The Neuroscience of Digital Content Nov 18 2021 9:00 am United States - Los
   Angeles 61 mins
   Dr. Carmen Simon, Chief Science Officer at Corporate Visions
   Eighty percent of the B2B buying journey takes place online, with
   decision-makers preferring self-service discovery. That means your digital
   marketing content needs to do a lot more heavy lifting.
   
   Marketing isn’t just driving awareness—it’s guiding decisions through
   consideration and evaluation. And when buyers finally talk to your sales
   reps, your content must be ready for the virtual stage.
   
   In this webinar, Dr. Carmen Simon, Chief Science Officer at Corporate
   Visions, reveals surprising new brain study research that challenges
   long-held assumptions about marketing and sales content, and how that content
   influences buyers’ decisions.
   
   Specifically, you’ll learn answers to questions like:
   
   - What kinds of visuals make your marketing content memorable and actionable?
   
   - What needs to change in your slides to work better in virtual
   presentations?
   
   - How do you best present technical content to non-technical audiences?
   
   - How do decisions differ after viewing a static e-book vs. participating in
   a more interactive experience?
   Save your seat
 * 
   How to Get Executives to Your Business Reviews (and Keep Them Coming Back)
   Nov 11 2021 9:00 am United States - Los Angeles 58 mins
   Doug Hutton, SVP of Products at Corporate Visions
   Executives make 80 percent of B2B buying decisions, and sales reps must build
   a compelling ROI case to get their attention and win the business.
   
   But after that initial sale, most salespeople don’t maintain the same level
   of executive altitude. Busy executives skip your business reviews. Project
   teams get stuck reporting metrics that decision-makers don’t care about. And
   that makes the expansion sale harder to win later on.
   
   So, how do you keep executive decision-makers engaged, even after the initial
   sale?
   
   In this webinar with Doug Hutton, SVP of Products at Corporate Visions,
   you’ll learn a research-backed approach to:
   
   - Plan the partnership – Carry over the ROI case you make in the initial sale
   to plan the partnership after you win the business.
   
   - Maintain executive altitude – Document results and articulate your value in
   terms that executives care about.
   
   - Protect and grow the relationship – Solidify your Incumbent Advantage and
   identify new opportunities to expand the relationship.
   Save your seat
 * 
   Avoid the Parity Trap Nov 4 2021 9:00 am United States - Los Angeles 54 mins
   Doug Hutton, Corporate Visions, and Dr. Nick Lee, Warwick Business School
   No one wants to believe your solutions are the same as your competitors. Yet,
   in well-defined categories, multiple companies can feasibly do the same job
   with similar capabilities and pricing.
   
   How do you avoid this parity trap and create the competitive separation you
   need to stand out? How do you position your solution in a way that persuades
   buyers to choose you?
   
   Join this B2B DecisionLabs webinar based on a brand-new behavioral research
   study conducted with 400 B2B decision-makers. Join Doug Hutton, SVP of
   Products, and Dr. Nick Lee, behavioral scientist and Professor of Marketing
   at Warwick Business School, to discover:
   
   - How positioning the exact same features in different ways can completely
   change your buyer’s perception of value and preference for you.
   
   - What popular approach to value propositions turns out to be the biggest
   loser across every measure.
   
   - Why the popular adage “less is more” may be the exact wrong advice, and a
   concept called “telling details” changes everything you may have believed.
   Save your seat
 * 
   Becoming a Memorable Marketer Recorded: Aug 17 2021 56 mins
   Leslie Talbot, Corporate Visions & Andrew Gaffney, DemandGen Report
   80% of the sales cycle now takes place in digital settings, according to
   industry analysts. That means it’s now up to marketing to move buyers further
   down the funnel — up to and including the point of purchase.
   
   But how can marketers — who have historically focused on brand awareness and
   top-of-funnel demand generation — adjust to this new reality?
   
   Corporate Visions’ research shows that the primary factor driving buying
   decisions is memory. Your buyer interacts with your marketing in one moment,
   but they decide to purchase later on. That means your marketing messages,
   content, visuals, and stories must all be memorable enough to influence
   buying decisions.
   
   In this webinar with Leslie Talbot, SVP of Strategic Programs at Corporate
   Visions, you’ll learn four science-backed skills that marketers need to
   become memorable enough to influence buying decisions:
   
   Messaging – Use situationally specific message frameworks designed and
   choreographed for maximum impact
   
   Content – Bring your messages to life in your presentations, landing pages,
   and other content assets
   
   Visuals – Create powerful, memorable designs that spark action
   
   Storytelling – Wrap everything in a compelling narrative and build the best
   stories for memory, decision, and action
   
   Find out how to influence buying decisions by making your marketing more
   memorable.
   Watch now
 * 
   The Science of Remote Selling Recorded: Jul 27 2021 64 mins
   Tim Riesterer, Corporate Visions & Jim Preston, Showpad
   When sales calls aren’t face-to-face, your sellers become a thumbnail on your
   prospect’s screen, and your presentation takes center stage.
   
   How can your sales reps hold buyers’ attention in a distracting virtual
   environment? How can they hook their audience, keep them engaged, and deliver
   a highly memorable presentation that inspires action?
   
   It takes more than just nice lighting and a decent background.
   
   In this webinar with Tim Riesterer, Chief Strategy Officer at Corporate
   Visions, and Jim Preston, Vice President of Sales, EMEA at Showpad, you’ll go
   beyond the basics and learn the science of remote selling.
   
   Tune in and get research-backed techniques to:
   - Control your message using neuroscience principles
   - Create compelling dialogue to keep people’s attention and focus
   - Build dynamic interaction to improve engagement and drive consensus
   - Engage for impact to make your message more persuasive
   Watch now

Conversations That Win
Corporate Visions, Inc. is the leading provider of science-backed sales,
marketing, and customer success training and consulting services. Global B2B
companies work with Corporate Visions to articulate value in their customer
conversations in three ways:

- Make Value Situational by distinguishing between customer acquisition and
customer expansion

- Make Value Specific by aligning conversations with the Customer Deciding
Journey

- Make Value Systematic by unifying marketing, sales, and customer success to
speak in one voice

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 * Upcoming webinars (4)
 * Recorded webinars (2)
 * Subscribers (297)

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 * Title: How to Fix Sales Coaching in a Virtual World
 * Live at: Dec 2 2021 9:00 am
 * Presented by: Doug Hutton, Corporate Visions & George Donovan, Allego
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