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1. PROSPECTING

10

courses

93

Videos

 

Prospecting requires focus and an understanding of your potential buyers and where to find them. Whether you’re cold calling or attending networking events, being able to connect with potential clients is a critical skill.

Fill your pipeline with qualified buyers and get meetings with decision-makers. 

• Perfect Voicemail (10 Videos)

• Video Prospecting (Webinar)

• Getting Referrals (Webinar)

• Qualifying Real Buyers (Webinar) 

• Qualifying Sales Opportunities (9 Videos)

• 3 Ways to Qualify Buyers (Webinar)

• Getting Past the Gatekeeper (12 Videos) 

• Cold Calling Success (29 Videos)

• Power Prospecting (16 Videos)

• Getting in Front of Decision Makers (13 Videos)

2. PROCESS

Play Video

6

courses

56

Videos

Having a sales process will allow your salespeople to be consistent and be able to measure their sales effectiveness. Salespeople with a process earn, on average, 48% more than those without a solid process in place.

 

• Winning Sales Strategy (Webinar)

• Sales Reset (14 Videos)

• Selling Services to Contractors (Webinar)

• Sell More…, Faster (20 Videos) 

• Inbound Selling (8 Videos)

• How to Sell (12 Videos)

3. Product IQ

Play Video

7

courses

60

Videos

Clients are more demanding than ever and require salespeople to have an intimate understanding of their product and how it can help the client’s business. Take your team’s sales skills and knowledge beyond the features and benefits and into selling real value to your customers.

 

•Value Centric Selling (33 Videos) 

• 3-Step Demo (Webinar)

• Sales Conversations (8 Videos)

• Hero Story Narrative (Webinar)

• Customer Says “…” (15 Videos)

• No-Touch Selling (Webinar)

• Value-Lifters

4. Persuasion

9

courses

83

Videos

To influence and persuade a client to buy, you must first understand why they buy in the first place, and what they need from you. As salespeople, we provide solutions and nudge (never push) our clients in a productive direction. 

• Shifting the Buyer’s Mindset (9 Videos)

• Blocking Objections (11 Videos)

• Negotiation and Persuasion (16 Videos)

• Closing the Credibility Gap (11 Videos)

• Demand Side Selling (Webinar)

• Influencing Change (11 Videos)

• Influencing Decision Makers (Webinar)

• Sales Presence (10 Videos)

5. Pricing

6

courses

20

Videos

The toughest conversations are about price. Salespeople who don’t understand the value of their product will always find end up selling on price (discounts). Move the conversation away from pricing and towards the real benefits to the clients.

 

• Total Cost of Ownership (Webinar) 

 • Pricing Strategies (10 Videos)

• Death by Discounting (Webinar)

• 8 Discounting Countermeasures (Webinar)

• Freemium & Pricing (Webinar)

• Upselling (6 Videos)

6. Positive Mental Attitude

7

courses

26

Videos

A prerequisite in sales. Rejection, frustrations, and disappointments are commonplace. Gaining a positive mental attitude will be your best defense, and your greatest predictor of success in sales and your career.

• 5 Ways To Stay Motivated with Jeb Blount (Webinar) •  7 Upsides of Virtual Selling (Webinar) •  Time Management for Salespeople (12 Videos) • Next Level Thinking (Webinar) • Overcoming the Fear of Cold Calling (Webinar) • Building Better Sales Habits (9 Videos) • Accelerating Your Sales Performance (Webinar)

7. Presentation

7

courses

58

Videos

Presenting to a client is probably one of the most frequent skills you employ as a salesperson. Your team needs to know how to structure a message, develop a sense of urgency, create credibility, and commit to the next step in the sales process.

• Effective Sales Presentations (9 Videos) 

• Business Metrics for Salespeople (18 Videos)

• Elements of a Power Presentation (Webinar)

• 52 Best Practices (Webinar)

• Become a story(selling) Expert (Webinar)

• Asking Great Sales Questions (14 Videos)

• Body Language for Salespeople (11 Videos)

 

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A poor upbringing from one of the roughest areas of Chicago didn’t stop Victor from earning a B.S. Electrical Engineering, an MBA and building a 20 year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company.     

As Vice President of International Sales in a Fortune 500 $3B corporation at the time, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management. 

He has shared the stage with top business speakers: Zig Ziglar, Daymond John (Shark Tank),  Paul Otellini (CEO of Intel), and John May (CEO of FedEx Kinkos). 

Victor Antonio

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