Distinguished Sales Speaker Series: “The Art & Science of Professional Selling”

"Questioning Framework For Sales Success", David Hoffeld
January 25, 2023

Franklin’s Distinguished Sales Speaker Series: The Art & Science of Professional Selling is pleased to continue its three-part "Beginning A Career In Sales Workshop Series: Session 3, Questioning Framework For Sales Success!," with David Hoffeld, CEO and chief sales trainer of Hoffeld Group.  

In this final virtual session, David focuses on asking high-value questions. Helping learners understand the two parts of the sale where this makes the most impactful. Then he walks learners through some case studies that allow them to apply what they've learned and be ready to act on it. 

Listen today to be a part of this exciting sales training series that is backed by scientific evidence, and will enable you to shorten your sales cycle, grow your market share and increase your sales production!

*Recording coming soon!

"Aligning Your Selling Process With Buying The Buying Process", David Hoffeld
November 30, 2022

Franklin’s Distinguished Sales Speaker Series: The Art & Science of Professional Selling was pleased to bring you a 3-part "Beginning A Career In Sales Workshop Series: Session 2, Aligning Your Selling Process With Buying The Buying Process," with David Hoffeld, CEO and chief sales trainer of Hoffeld Group. 

In this virtual foundational session, David dives deeper into the sales process while providing a fun interactive exercise to help you identify your top focus to improve your sales results! 

Listen today to be a part of this exciting sales training series that is backed by scientific evidence, and will enable you to shorten your sales cycle, grow your market share and increase your sales production!

*Recording coming soon!

"Principles To Set You Up For Sales Success", David Hoffeld
October 26, 2022

Franklin’s Distinguished Sales Speaker Series: The Art & Science of Professional Selling was pleased to bring you a 3-part "Beginning A Career In Sales Workshop Series: Session 1, Principles To Set You Up For Sales Success," with David Hoffeld, CEO and chief sales trainer of Hoffeld Group. 

In this virtual foundational session, David shared six powerful principles that set anyone up for success in selling. Additionally, these principles also apply to those in a sales career who want to take their sales production to the next level.

David also led numerous exercises that guided participants in applying the information shared and gave them a plan of action to begin implementing what they learn.

Listen today to be a part of this exciting sales training series that is backed by scientific evidence, and will enable you to shorten your sales cycle, grow your market share and increase your sales production!

"Turn Transparency Into Your Sales Superpower", Todd Caponi
September 13, 2022

Franklin’s Distinguished Sales Speaker Series: The Art & Science of Professional Selling presented “Turn Transparency Into Your Sales Superpower” with Todd Caponi, author and founder, “The Transparency Sale” | Sales Melon LLC.

In this session, Todd shared how a consumer research study changed his life! As it turns out, transparency sells better than perfection. And, due to the proliferation of reviews and feedback on everything we do, buy and experience, we now have to be transparent anyway. If you’re interested in learning the science of how we, as humans, engage, prioritize, decide, and ultimately buy, this is the session for you!

Todd then shares his secrets on how to immediately apply these learnings to our messaging, positioning, and overall buying journey.

PODCAST: "Selling in a Global Environment", John Mercurio
August 15, 2022

Franklin’s Distinguished Sales Speaker Series: The Art & Science of Professional Selling presented “Selling in a Global Environment” with John Mercurio, senior manager of sales at Mitsubishi Electric Automotive American, Inc.

As an expert in global sales with 30 years of industry experience, John is thrilled to share his insights on the following objectives:

• The impact of culture, global supply chain, and the economy

• Challenges of selling across cultures

• Pivoting business strategies due to rapidly changing global climate

• Functioning outside the vacuum to reach goal attainment

If you’re ready to broaden your global mindset, tune into this *FREE* on-demand recording with John Mercurio!

PODCAST: "The Future of Sales", Matt Backiewicz
July 15, 2022

Franklin’s Distinguished Sales Speaker Series: The Art & Science of Professional Selling presented “The Future of Sales” with Matt Backiewicz, founder and CEO of Ephatha Group. Ephatha Group opens new opportunities to companies by providing high-level executive sales representation and training to achieve desired sales results.

With over 20 years of sales leadership and business development experience, Matt’s commitment and passion are evident when it comes to business development and sales leadership.

Tune in as Matt provides key insights on the future of sales as well as the training and skills needed to become a next-generation sales leader.

PODCAST: "The Impact of Sales Education in Effecting Selling", Holly Sunderman
June 15, 2022

Franklin's Distinguished Sales Speaker Series: The Art & Science of Professional Selling presented "The Impact of Sales Education in Effecting Selling" with Holly Sunderman, packaging consultant at TricorBraun. As an expert in global packing sales with a decade of experience working with multibillion-dollar companies, Holly was thrilled to share insights on the following objectives:  

• Applying knowledge in practical settings
• Utilizing tools and models to problem solve
• Humanization – the differences between Psychology of Sales versus an MBA
• Why Sales is vital and relevant

If you're ready to broaden your global mindset, tune into our on-demand sales event with Franklin alumna, Holly Sunderman!

Date Your Leads and Marry Your Customers with Attract, Sell, Wow: How to Sell and Market Better!, Ramon Ray
May 19, 2022

Franklin's Distinguished Sales Speaker Series: The Art & Science of Professional Selling presented “Date Your Leads and Marry Your Customers with Attract, Sell, Wow: How to Sell and Market Better!” event, featuring Ramon Ray, founder of Smart Hustle Media, best-selling author, and four-time entrepreneur.  

Are you looking for a fresh perspective of how to build your brand, increase sales and get customers to buy again?

In this virtual presentation, you learned how to build an "attraction" engine that helps you get the right clients and customers! 

Key Learning Objectives: 

• Why selling is really about the power of education.
• How to WOW your customers so they buy from you again, and again and again.
• Making the SALE is only ONE STEP in the customer journey, if you want to grow a thriving business, learn the other two steps!

Sell More with Science, David Hoffeld
April 21, 2022

Franklin's Distinguished Sales Speaker Series: The Art & Science of Professional Selling presents “Sell More with Science” virtual event, with David Hoffeld, Author and CEO & Chief Sales Trainer, Hoffeld Group.

What creates heightened levels of sales performance?

In this thought-provoking, content-rich session, David Hoffeld helps you increase your sales with actionable science-backed insights from his new book “Sell More with Science” that will enable you to:

• Gain a significant competitive advantage by leveraging powerful science-backed insights that will differentiate you from your competitors
• Ask a specific kind of question that has been proven to dramatically increase the brain’s ability to perceive value
• Align your sales style with specific commitments within the sale that are required to trigger the brain’s decision-making capabilities

Sales Leadership Coaching, Mary Marshall Forrest
March 24, 2022

Franklin's Distinguished Sales Speaker Series: The Art & Science of Professional Selling presents “Sales Leadership Coaching” with Mary Marshall Forrest, President and Chief Learning Officer of Forrest Performance Group. 

This virtual program focuses on understanding your sales warrior’s exact goals, so you are able to lead with effective coaching style strategies while driving profitable revenue. 

Key Learning Objectives:

• How to understand your sales warriors exact goals so you can lead them to get what they want. 
• How to quickly uncover the most profitable area that your Sales Warrior needs to focus on. 
• A coaching process that accomplishes exactly what you want within the time frame you have. 
• How to eliminate what is holding your Sales Warriors back from executing 100% of the time. 
• How to overcome opposition to your sales coaching. 

If you're ready to lead your all-star sales warriors like a professional coach, this is the session for you!

*Recording Coming Soon!

6 Energies of a Complete Sales Warrior, Jason Forrest and Mary Marshall Forrest
February 17, 2022

Franklin's Distinguished Sales Speaker Series: The Art & Science of Professional Selling presents “6 Energies of a Complete Sales Warrior!” with Forrest Performance Group.

This virtual program focuses on transformational strategies, tactical real-world processes, the language of persuasion, removing the mental leashes and a training approach to Warrior Selling. 

If you're ready to unleash the dormant energies inside of you and double your conversation rate, this the session for you!

Key Learning Objectives:

• Learn the specific dormant energies that are inside of you, and if were unleashed would double your conversion rate.
• Learn the secret to getting your prospects to open up to you and tell you their fears, frustrations, desires, and dreams so you can serve them fully.
• Learn how to get your prospects and customers to notice you in the “noise” of your competition.
• Learn how to gain the leadership position from “Controlling Prospects” so you can improve their lives.
• And much more… 

Right on the Money, Colleen Francis
January 20, 2022

Franklin's Distinguished Sales Speaker Series: The Art & Science of Professional Selling presents “Right on the Money", featuring guest speaker Colleen Francis, best-selling author & certified sales professional (C.S.P.).

Colleen is driven by a passion for sales - and results. A successful sales leader for over 20 years, she understands the challenges of selling in today's market. Clients note her frank, no-nonsense approach to solving problems and addressing opportunities – an approach that delivers sales results.

Colleen is the best-selling author of popular sales books including the recent Nonstop Sales Boom. She is a Certified Sales Professional (C.S.P.) and an inductee into the Speaking Hall of Fame. She is recognized as one of the foremost thought leaders on the future of selling by leading publications worldwide, including being named the #1 sales influencer to follow by LinkedIn.

The rules have changed in today's buying culture. The customers are different. How they buy is different. And even the economy in which you sell to them is different. Buyers have embraced these changes quickly and dramatically. They want more. Have your selling models evolved to profit from this change? If they haven't, it's a mistake that's costing you money and customers every day.

This program takes you deep inside the mind of today's customer. Price sensitive, yet strapped for time. Mobile powered and yet crave personal connection. They are overwhelmed by choice and dependent on trusted others for help with who they do business with. 

Discover How You Can:

• Nail down the fine line between persistence and stalking to give you an instant 80% increase in call-back ratios
• Adopt a winning combination of frequency and market reach to improve your closing speed by 40% and your closing ratios by 30%
• Use your secret salesforce to influence your buyers before they even hear from you

Sales Force Management, Dr. Shane Hunt
November 18, 2021

Franklin's Distinguished Sales Speaker Series: The Art & Science of Professional Selling presents Dr. Shane Hunt, professor, author, and sales force management expert shares recent trends and applications for “Sales Force Management” that combines real-world sales management best practices and strategies to drive success!

In this program, Dr. Hunt will discuss the challenges facing sales managers in a rapidly changing economy and provide insights that will help executives and sales managers. 

Key Learning Objectives:

• Develop a deeper understanding of the impact of salesperson management control strategies in a post pandemic world
• Implement Strategies for Compensation Plan Design to drive success
• Utilize the important relationship between sales and pricing strategy to increase profitability
• Prepare the next generation of great salespeople to build a brighter future for their organization

Dr. Shane Hunt brings his experience as the Dean of the College of Business and a Professor of Marketing at Idaho State University, and numerous collegiate scholar awards, such as the National Teaching Innovation Award from the Association of Collegiate Marketing Educators and the Lt. Col. Barney Smith Award as Professor of the Year to his presentation. His research has appeared in The Journal of Personal Selling and Sales Management, and The Journal of Business Logistics. Dr. Hunt is also the co-author of a brand-new Professional Selling textbook that is used by students across the country and throughout the world.

How Artificial Intelligence is Changing the World of Selling!, Victor Antonio
October 21, 2021

Victor Antonio is a corporate sales trainer and leadership expert. He has a B.S. in Electrical Engineering, and MBA and has built an impressive 20 year career as a top sales executive and then CEO of a multi-million dollar high-tech company.

Victor explores “How Artificial Intelligence is Changing the World of Selling!” This Al in sales keynote explores how every stage of the traditional sales pipeline is now ripe for disruption and how business leaders can optimize sales performance with Al.

In this program, sales leaders and executives alike can gain clarification and strategize on their future AI strategies with Victor to sharply enhance critical sales functions. With his unique perspective as an engineer and sales executive, Victor can bring experience, and insight to any business looking to leverage Artificial Intelligence.
This keynote has it all – energy, engagement, and an innovative, empowering message!

Key Learning Objectives:

• Give a big-picture context of how AI will change the landscape of business in the next few years.
• How machine learning will augment different areas of a sales process.
• Current problems with the sales cycle and why salespeople aren't hitting quota.
• What technologies will provide a large impact on revenues for sales teams?
• How sales leaders can begin investing in different AI technologies.

Sales Negotiation Boot Camp, Ed Brodow
September 30, 2021

Ed Brodow is the CEO for Negotiation Boot Camp® and world’s top spokesman on the art of negotiation, and bestselling author of eight books including the business classic Negotiation Boot Camp: How to Resolve Conflict, Satisfy Customers, and Make Better Deals.

For more than two decades, Ed's acclaimed seminars have set the standard for "how to make a deal" in Corporate America. His impressive client list includes: Microsoft, Goldman Sachs, AT&T, Starbucks, Johnson & Johnson, Hyatt, The Gap, and McDonald's, to name a few. As an industry professional, Ed thrives on showing American consumers how to make betters deal - shadowed by top news outlets: ABC National News, Fox News and Inside Edition. Adding to his credentials, Ed is a former US Marine officer, Fortune 500 sales manager, and Hollywood movie actor.

In today's fast-paced business climate, the ability to negotiate can make the difference between success and failure. In this program Ed will teach you how to overcome any economic challenge and outpace your competition by utilizing core negotiation strategies, such as aiming high, questioning negative assumptions, and improving listening skills. These are the same proven strategies and tactics taught by Ed to professional negotiators at: The Hartford, Learjet, Novartis, McKinsey, the IRS and the Pentagon. 

Using a wealth of examples from real-life encounters, Ed reveals how to develop the skills and confidence you need to achieve your career goals!

Key Learning Objectives: 

• Conquer your fear of confrontation
• Learn to identify the other side’s weaknesses
• Influence the other side to make concessions
• Master the art of listening
• Create an atmosphere of trust
• Break an impasse and close the deal
• Understand when to walk away

Account Based Marketing: "ABM Demystified", Henry Bruckstein
August 18, 2021

Henry Bruckstein, founder of Campaign Stars, where personalized conversations ignite meaningful relationships that drive revenue. Henry is passionate about transformative customer growth and helping clients find meaningfully ways to engage with their ideal buyers. Previously, he co-founded CloudSquads (acquired by NSE: PERSISTENT) which helped F100 brands drive peer-to-peer sales and activate the true power of their customer base. Henry has held executive roles in sales, marketing, services and alliances at Salesforce.com, Microsoft, and Lithium Technologies.

In this program, Henry takes you back to the future to take a deeper dive into the hottest ways that businesses are selling to businesses. It’s called Account Based Marketing (ABM) and it brings together sales, marketing and operations teams to have a singular focus on a target group of buyers to drive revenue. Sound familiar? This is the way businesses sold before the days of mass marketing!

Join Henry Bruckstein, founder of Campaign Stars as he walks through the TEAM methodology that has deployed over 1,000 ABM programs.

Key Learning Objectives:

Learn the fundamentals to build and deploy an ABM program:

• How to align around a target set of accounts
• How to engage those accounts
• How to enable and energize sales
• How to measure results in an ABM world

Field vs. Inside Selling, What's the Difference, Lauren Bailey
July 28, 2021

Lauren Bailey is the Founder and President of three successful brands: Factor 8, providing front-line job training for inside sellers and managers, The Sales Bar, a subscription-based virtual sales training platform, and #GirlsClub, a community and development program helping more women earn leadership positions in sales. Before entrepreneurship, Lauren led multiple sales divisions in the technology sector and then switched hats to building corporate training departments and launching virtual sales programs Globally for IBM and SAP. Today, Lauren and her teams at Factor 8, The Sales Bar, and #GirlsClub are on a mission to change lives by helping all levels of sales professionals feel more confident and more successful at work.

Learn more about the evolution of selling, when and why companies embrace inside sales and why others don’t (and shouldn’t!). Field sales, virtual sales, inside sales, telesales, channel sales – what is the difference and which career is right for you? Plus, quick tips on what skills, attributes and behaviors are lock-fits for the many roles in each lane and how to rise quickly to the top.

Key Learning Objectives: 

• The benefits of “inside” vs. “outside” sales teams and when leaders deploy each
• How a career in each type of sales differs and which is best for you!
• What attributes sales leaders want when hiring sellers
• Key sales skills that help some sellers hit quota faster than others
• How to rise quickly to the top and get on the promotion path

THRIVE: Turning Uncertainty To YOUR Competitive Advantage, Meridith E. Powell
June 16, 2021

Competitive, challenging and constantly changing – that is today’s marketplace! To grow and compete you need a new perspective and a new approach to sales, marketing and business growth. In this high-energy, power-packed session, Motivational Speaker Meridith Elliott Powell shares the innovative strategies you need to redefine disruption, put you in the driver’s seat, and turn uncertainty to your competitive advantage.

Based on research from her newest book, “Thrive: Turning Uncertainty to Competitive Advantage“, where Meridith studied nine companies (who started in the late 1700s to early 1800s) that are still thriving in business today. Businesses that have survived World Wars, Economic Depression, and yes, even a Pandemic. Her research revealed a powerful methodology for what it takes to navigate change at this level, to find opportunity in crisis, and how to inspire your members to move from reacting to change to driving it.

In this program, Meridith walks you through the steps you need to strategically move forward, proactively prepare for disruptions, standout from the competition, and dominate your marketplace. You’ll leave this session with a personal strategy that ensures you have what you need to stay razor-like focused, highly flexible and ready to turn uncertainty to your competitive advantage.

This keynote has it all – energy, engagement and an innovative, empowering message.

Key Takeaways:

• Meridith’s research based 9-STEP formula for Thriving in Uncertainty ™
• Proven techniques for predicting the changes coming in the marketplace
• Powerful strategies that ensure longevity and success in highly volatile times.
• Secrets to making the RIGHT and critical decisions that move your organization forward.
• Personal plan of action to turn uncertainty to competitive advantage.

The Science of Selling, David Hoffeld
May 13, 2021

David Hoffeld is the author of the best-selling book The Science of Selling and the CEO and chief sales trainer at Hoffeld Group, one of the nation’s top research-based sales and consulting firms.  He’s pioneered a revolutionary sales approach based on research in neuroscience, social psychology and behavioral economics that’s been proven to radically increase sales. 

What creates sales success? Today, because of the explosion of scientific research into how our brains make choices and the specific factors that enable heightened levels of sales performance, we know the answer to this important question.  

In this thought-provoking, content rich session, David Hoffeld shares actionable science-backed insights that will immediately increase your sales by helping you:

• Aligning how you sell with the specific commitments our brains make to create buying decisions
• Boost your ability to influence potential clients and present more effectively by leveraging the rules our brains follow when making choices
• Understand the benefits you’ll experience when you base your selling process on science
   

Exactly What to Say – The Magic Words for Influence and Impact, Phil M Jones
April 21, 2021

Phil M Jones is a master of influence and persuasion – the author of the best-selling “Exactly” Book Series with almost 1 million copies sold – and producer of the “Most Listened To” Audiobook of 2018. An entrepreneur since the age of 14, formerly the youngest sales leader of a major fashion retailer who also worked with a host of Premier League Football Clubs, Phil’s “Magic Words” give leaders more impact, sales teams improved conversions, and team members more influence in their daily conversations.

This thought-provoking session will have you enthralled from the very start as you discover the power that language has over the subconscious brain, gain practical examples that you can apply instantly and learn how the “Magic Words” from Phil’s best-selling book, “EXACTLY What To Say”, are applied to your specific business-critical situations.

This session delivers immediate actionable outcomes, where you can expect to be keen to work on your new word choices as early as the next break that follows!

EXACTLY Right For: sales, leadership, client-facing team members

Key Learning Objectives:

• Discover the power that language has over the subconscious brain.
• Learn the right things to say, in the right way and at the right time to create an instant positive outcome on your results.
• Learn how the “Magic Words” from Phil’s best-selling book, “EXACTLY What To Say”, are applied to specific business-critical situations.

Emotional Intelligence for Sales Success, Colleen Stanley
March 30, 2021

Colleen Stanley is president and founder of SalesLeadership, Inc., a sales development firm. She is the author of two books, Emotional Intelligence For Sales Success, now published in eight languages and Emotional Intelligence For Sales Leadership. Salesforce named Colleen one of the top sales influencers of the 21st century. She has also been named one of the Top 50 Sales & Marketing Influencers, Top 10 Women in Sales Experts to Follow and Top 30 Global Sales Gurus. 
Emotional intelligence is a competitive tool for salespeople. Most salespeople know what to do, however, during tough selling situations they often buckle. Lack of EQ affects a salesperson’s ability to execute the right behaviors under stressful situations. It’s the classic ‘knowing and doing gap.’ Emotions start running the sales conversation rather than effective sales and influence skills.  

Key Learning Objectives: 

• Learn how soft skills, emotional intelligence skills, affect hard sales results.
• Master the physiology and psychology behind effective selling. Avoid getting derailed on sales calls. 
• Discover key EQ skills needed to be successful in sales such as emotional self-awareness and empathy.

*Video recording of this event is unavailable.

The Mindset of a Sales Warrior, Jason Forrest
February 24, 2021

Jason Forrest, CEO of Forrest Performance Group, lives on the leading edge of the sales industry. As a behavioral change expert and maverick entrepreneur, Jason believes the only way to break your sales plateau is to completely change the way you look at sales. And that means an extreme focus on pulling the future of sales into the present.

Jason’s mission is to give every sales professional, manager, and executive the tactical, real-world knowledge so they can remove any limiting beliefs keeping them from breaking their plateaus. In the course of that decades-long mission, Jason’s trained billion-dollar companies and everyone from high-powered CEOs to frontline salespeople to increase their effectiveness by driving more profit.

“The Mindset of a Sales Warrior” encompasses Jason’s 40 years of learning and experience in sales. Through transformational strategies you’ll learn the beliefs of how you can become a true sales warrior!

Key Learning Objectives:

• Selling is noble!
• A Sales Warrior is the primary source of confidence, motivation, hope, and certainty for their customer-no matter the circumstances. 
• Selling is easy, but our psychology gets in the way.
• A career in sales is the only career that is economically invincible.