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Latest Resource – January 2023 Podcast
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ACADEMY POINTS RECEIVED
Webinars
This Month’s Webinar (and Archives below)
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Lesson Plans
This Month’s Lesson Plan
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November 2022 Getting into Large Opportunities Early
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September 2022 – Emails and Salespeople
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August 2022 – Public Speaking
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July 2022 – Closing Sales
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June 2022 – Selling into Vertical Markets
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May 2022 – Interpersonal Skills for Salespeople
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April 2022 – Selling Services to Enterprise (Large) Accounts
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March 2022 – How Salespeople Can Get the Most From LinkedIn
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February 2022 – Qualifying Leads and Opportunities
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January 2022 - Having Difficult Conversations with Customers
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December 2021 – Creating an Annual Sales Plan
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November 2021 – Powerful Storytelling
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October 2021 – Research and Organization - The Forgotten Stage of Sales
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September 2021 – Selling to Technical People
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August 2021 – Getting it Done
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July 2021 – Winning More Business From Current Customers
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June 2021 – The True Value of Hosted and Managed Services
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May 2021 – How to Spark Transparent Dialogue from Probing Questions
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April 2021 – Twenty Ways Salespeople Can Differentiate Themselves
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March 2021 – The First Four Minutes of a Sales Call
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February 2021 – How to Make Outbound Calls in the 2020's
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January 2021 – Vision Meetings - The Best Technique to Winning Life-Long Clients
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December 2020 – Staying Motivated & Managing Sales Performance Anxiety
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November 2020 – Nine Things Salespeople Can Expect in 2021
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October 2020 – Writing an Executive Summary
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September 2020 – Navigating Complex Accounts
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August 2020 – Forecasting and Pipeline Management
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July 2020 – Asking Personal Questions
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June 2020 – Growing with Partners
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May 2020 – Creating Unsolicited Ideas
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April 2020 – How to Lead Virtual Sales Calls
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March Special Session - Five Stay-at-Home Ideas Salespeople Can Implement Immediately
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March 2020 – How to Handle the Top Three Objections - Price, Lead Time, "We Already Have a Provider"
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February 2020 – How to Handle Objections
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Janaury 2020 – Your Outbound Calling Plan
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December 2019 – Setting and Achieving Sales Goals
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November 2019 – How to Handle Changes at Your Accounts
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October 2019 – Selling to the DIY Customer
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September 2019 – Twelve Quick and Easy Business Development Ideas
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August 2019 – Selling Managed Services to New Prospects
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July 2019 – Protecting Your Turf – Seven Ideas to Keeping Competition Out of Your Accounts
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June 2019 – Time Management for Sales People – Part 2
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May 2019 – Time Management for Sales People - Part 1
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April 2019 – Proposal to Close...How to Win
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March 2019 – Selling Cloud (Hosted) Services
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February 2019 – Ten Ideas to Building and Nurturing Relationships in Today’s Environment
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January 2019 – How to Sell Your Value Proposition
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December 2018 – Winning the Committee Decision
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November 2018 – Five Tactical Ways to Get in the Door
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October 2018 – How to Sell Service Agreements
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September 2018 – Digital Tools to Assist Sales People
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August 2018 – 7 Ideas to Beat Low-Cost Providers
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July 2018 – Delivering Excellent Sales Presentations
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June 2018 – Bionic Listening
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May 2018 – Modern Day Networking
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April 2018 – Modern Day Prospecting (delivered live from Las Vegas)
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March 2018 - Developing Relationships with A&E Firms and Consultants
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February 2018 - How to Ask Questions – Part II
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January 2018 - How to Ask Questions
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December 2017 - Proactive Account Management
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November 2017 - Building Your 2018 Sales Plan
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October 2017 – Making an Immediate Impact with New Prospects
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September 2017 - Social Selling for the Security Sales Pro
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August 2017 - Strategic Prospecting – Getting in the Door Using Email
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Account Management
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Virtual Selling
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New Members
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2021 Academy Sprints
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On-Boarding Track
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2020 Academy Sprints
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Academy Sprints
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New Salespeople
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Prospecting
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Selling Recurring Revenue
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October 2022 Building Your Personal Brand
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December 2022 Habits of Sales Excellence
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January 2023 Prospecting in 2030
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