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

Sales Force Management, Dr. Shane Hunt

November 18, 2021

Join us as 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.

Join us as 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.