Speaking

How to Differentiate with Thought Leadership that Attracts World-Class Clients and Talent

*Most Popular*

Your industry has a new competitive battleground: thought leadership. Why? The way people research and make purchase decisions has changed dramatically. 70%+ of the buyer’s journey is now over before you even know about a particular opportunity. Are you keeping up? Or living in the past?

During this session, you’ll learn how to create content that attracts the right influencers and decision makers, prioritize SMART goals, build a world-class thought leadership team, break down silos, and cover the full buyer’s journey.

This way, you can earn a seat at the table as a trusted advisor and subject matter expert, shorten sales cycles, improve profit margins, retain your best clients and staff, and close the loop on revenue growth.

Available in 20 minute, 40 minute, 60 minute (most popular), and 2 hour lengths

10 Ways to Find the Right Niches and Avoid Commoditization

Across dozens of industries, new disruptive competition and the digital transformation are forcing businesses of all sizes to refocus. In most cases, it's no longer cost-effective or profitable to sell to "anyone" and "everyone."

The companies that nail this, with the right niches, will have a bright future -- at least for a while. Those who ignore this will in most cases end up as commodity brokers with little pricing power and lousy profit margins.

Learn how to assess your product/market fit, take stock of your assets, get in front of today’s buyer’s journey, analyze your competition, identify market opportunities, generate more highly-qualified leads, accelerate more opportunities, scale revenue growth, position your company for profitable growth, and use your data and buyer personas to dictate niches.

Available in 60 minute length

LinkedIn Social Selling for Executives

Are you social selling or social spamming? Are you helping or harassing?  Learn how to start with the right goals that support your sales funnel, position yourself as an industry expert and thought leader, and build meaningful connections with the right people in the right context.

Decide what kinds of content to share that helps and adds value, identify and participate in the LinkedIn Groups that help you reach your goals, and use LinkedIn to research and connect with your prospects.

Nurture leads with LinkedIn to accelerate the sales cycle, and connect the dots between LinkedIn, lead generation, sales acceleration, and closing new customers.

Available in 60 minute (most popular), 90 minute, and 3 hour workshop lengths 

Sales Has Changed. Is Your Team Living in the Past?

The modern buyer has changed the sales process. Long gone are the days where purchase decisions are heavily influenced by direct mail, trade journal advertising, banner ads, email spam, cold calling, and other relics of the traditional, interruption-centric, marketing and sales.

Learn how to update your sales playbook, adapt to the way that today’s buyers research and make purchase decisions, add value to their buyer’s journey, identify and connect with prospects, personalize your approach, transform how you position yourself to gain more leverage in the sales process, be more productive, and close sales faster on your terms.

Available in 60 minute length

Blogging Best Practices for Lead Generation and Sales Cycle Acceleration

Many executives, sales directors, and marketers blog. However very few are blogging in a way that helps with revenue-focused goals -- such as lead generation and sales acceleration.

Learn how to stand out as a thought leader in your industry, build trust among your key stakeholders, select the right topics and titles, connect the dots between blogging and lead generation, position your blog to support your entire sales funnel and accelerate sales, promote your blog to grow your reach, analyze what's working and what's not, and adopt key best practices that set you up for success.

Available in 60 minute (most popular), 90 minute, and 3 hour workshop lengths

Inbound Revenue Growth Fundamentals

Companies looking to reach influencers and decision makers face very different buying habits than as recently as five years ago. The traditional marketing and sales playbook has been massively disrupted as prospects now do tons of upfront research before they're ready to even engage in a conversation.

Is your company arriving early enough to be in the consideration set? Or is it living in the past? Learn why an Inbound mindset is critical, how to create the right content for the right person, how to tailor your message depending on context, how to thrive in a world where competition for eyeballs and attention is so intense, and how to educate and build trust at scale.

Available in 60 minute length

Lead Generation and Acceleration for Larger Sales

Today as much as 70% of the decision-making process is usually over before you even enter into the conversation. That’s a lot of their mind already being made up and tough to overcome. This can be a huge challenge, but it’s also an enormous opportunity for those that can get found early and earn a trusted advisor seat at the table, in the right context.

Learn how to get to decision makers in mid-market and enterprise companies, differentiate from the competition, attract more of the right net-new prospects into your sales funnel, convert more prospects into highly-qualified leads, nurture and educate to build trust, and close more opportunities into new clients at a faster rate.

Available in 60 minute length

How to Attract Great Channel Partners

How do you find the right partners? And how do you grow a vibrant channel partner ecosystem?

Learn how to focus your efforts on the most important metrics, build your channel strategy, attract the right potential partners in the right context, build trust with and educate potential partners, delight and onboard new partners so that they become a well-trained extension of your company, sidestep potential conflicts of interest, and stay relevant in today's marketplace.

Available in 60 minute length

Webinar Best Practices

Are you facing very different buyer's journey compared to as recently as five years ago? Evaluators and decision makers now do so much research online, by using search engines and social media, that often as much as 70% or more of their decision is made before you're even invited in. This is a big challenge, but also a big opportunity -- if you can command trusted advisor status.

One of the best ways to do this: hosting remarkable, educational webinars. Learn how to set SMART goals. select the right topic, speakers, audience, and timeslot, promote your event in the right places, get more mileage out of the recording, and create CRM templates and workflows that boost registrations and post-event conversations.

Available in 60 minute length