WORKSHOPS for SALES & SALES LEADERSHIP
Transparency & Decision Science (all)
Transparent Negotiating (B2B Sales and Account Management/Client Success)
The Presentation Choreography (Sales, Marketing, Client Success, Senior Leadership)
Sales Leadership - Framework & Engagement Science (for novices to CRO's)
The future of sales is radically transparent. Are you ready?
ALL talks & workshops are focused on easy-to-implement, data and research backed, highly actionable techniques - which will leave you scratching your head as to why you didn't try them before!
Transparency, Decision Science & the Future of Sales
KEYNOTE | 1 HOUR WORKSHOP
The future is radically transparent. This session starts with an exploration of the new type of consumer influence driving the need to change, provide an understanding of our buying brain, and how we make decisions as consumers. Beyond just striving for authenticity, attendees will gain a foundational understanding of how decision making really works, which is key to getting better at selling anything to anyone.
Attendees will walk away from this session with a core understanding of the role of transparency and decision science throughout the sales cycle. Attendees will be armed with a few simple techniques they can immediately apply to their prospecting, positioning, presenting and negotiating efforts.
IMPACTS: SALES CYCLE LENGTHS, WIN RATES, DEAL VALUES, OPPORTUNITY PREDICTABILITY, CHURN REDUCTION
KEYNOTE | 1-2 HOUR WORKSHOP
Negotiations don't have to be trust eroders at the goal line! Instead, they can build trust through the finish, through the use of a cards-face-up framework/approach. It’s a simple framework Todd had created years ago (and his former sales orgs at ExactTarget and PowerReviews all used it passionately - as well as his clients today). It not only builds trust to the finish line, you get value for every dollar you give away in the form of a discount, clients will actually start negotiating their own renewals, and your deals become infinitely more predictable.
At the end of the session, attendees will have a framework for every negotiation, know how to implement the four levers during a negotiation (as well as during initial pricing discussions with a prospect and in your proposals) and have conversational turnarounds to the most common issues that come up. (i.e., termination for convenience, monthly billing requests, “we won’t be able to sign before the end of the quarter”, etc.). Attendees can also be armed to teach their teams this simple framework.
IMPACTS: DISCOUNT PERCENTAGES, DEAL PREDICTABILITY, DEAL VALUES, RENEWAL RATES
AUDIENCE: PRIMARILY B2B SALES AND ACCOUNT MANAGEMENT/CLIENT SUCCESS
The Presentation Choreography
30-MINUTE TALK | 1-2 HOUR WORKSHOP
In this session, we’ll explore why a typical presentation doesn’t work, and how to choreograph your sales presentations to not only tell a great story, but compel the audience to action. (hint: it involves reality makeover TV)
Attendees will leave this session with a choreography they can use to prepare and deliver presentations. It does not throw out an existing deck, it reorders it in a way that tells a consensus-building story. Your presentations will become focused not on how great you are, but instead on how great your prospect can be.
IMPACTS: SALES CYCLE LENGTHS, DEAL SIZES, WIN RATES, RENEWAL AND UPSELL RATES
AUDIENCE: ALL SALES, CLIENT SUCCESS, MARKETING AND SENIOR LEADERSHIP
The Sales Leadership Framework: The Five F's of Building Revenue Capacity
30-MINUTE TALK | 1-2 HOUR WORKSHOP
Do your managers really understand all of the elements that go into sales leadership? It’s not just about pipeline and goal attainment. Maximizing team performance is the optimization of five core areas required to build revenue capacity. In this portion of the workshop, leaders will be taught this vitally important framework, with each section dissected and discussed so your current and future leaders have the tools and mindset to maximize their impact. These five also become the means of planning, execution and communication throughout the organization.
In this section, attendees learn a simple framework to ensure they’re thinking about each of the 5 areas that drive revenue capacity, along with a simple means to ensure communication consistency with their leaders, board, investors, employees and teams. They will also have the structure on each so they can immediately apply the learnings.
IMPACTS: SALESPERSON PRODUCTIVITY, REP ENGAGEMENT, REP TURNOVER, OVERALL SALES TEAM PERFORMANCE
AUDIENCE: ALL SALES LEADERS - FROM NEWLY PROMOTED TO CRO (CHIEF REVENUE OFFICER)
Modern, Science Optimized Leadership
KEYNOTE | 1-2 HOUR WORKSHOP
According to Gallup, employee engagement is at an all-time high. Good news, right? Well, it’s only at 34%. Yes…that’s an all-time high. Meaning 66% are disengaged. And the bulk of disengagement (70%) is directly attributed to their manager. So, imagine the lift if we can teach a modern sales leadership framework coupled with a little engagement brain science? Imagine taking 34% up to even 40%?
Attendees will gain an understanding of the engaged employee brain, a process to regularly assess how they and their leaders are driving engagement, and a few approaches and techniques they can use to create the magnetic workplace.
IMPACTS: SALESPERSON PRODUCTIVITY, REP ENGAGEMENT, REP TURNOVER, OVERALL SALES TEAM PERFORMANCE
AUDIENCE: ALL LEADERS
1-2 HOUR WORKSHOPS & QUICK 30-MINUTE CLASSES
The Fundamentals of Modern Sales Process: Attendees learn what happens during a modern buying process, and how that conflicts with traditional “sales” centric processes. During this session, we’ll show how traditional sales process lead to a commoditization trap, how to reframe buyer requirements, then build a sales process aligned to recognizing buyer behaviors - which also leads to a more predictable forecast.
Feeling Centered Decision Making (aka - Why you really lost): As human beings, we make decisions using feelings and emotions, and only use logic to explain / justify those feeling centered decision. In this session, we explore the language your prospects and clients use when your deals get stuck, when you lose, or when a client chooses to leave, and how to truly diagnose and “unstuck” them.
The Results Formula: While, as selling professionals, we can measure countless activity and performance metrics, this section teaches attendees the four KEY performance metrics that contribute directly to “results”. We also explore the math around how to quickly find > 20% growth, and what types of skills, activities and focus drives the easiest path to attainment in each category.
Don’t Do BANT. Take the Prospect’s TEMP Instead | Modern Qualification: The original qualification acronym, BANT, is not only dated, but if used in organizations in today’s modern buying environment, will actually cause you to miss out on great opportunities. There’s a new way to think about it, and it involves taking the customer’s TEMP instead.
email@example.com | 847.999.0420
PRIVACY NOTICE Last updated November 08, 2019 Thank you for choosing to be part of our community at Sales Melon LLC (“Company”, “we”, “us”, or “our”). We are committed to protecting your personal information and your right to privacy. If you have any questions or concerns about our notice, or our practices with regards to your personal information, please contact us at firstname.lastname@example.org. When you visit our website www.transparencysale.com, and use our services, you trust us with your personal information. We take your privacy very seriously. In this privacy notice, we seek to explain to you in the clearest way possible what information we collect, how we use it and what rights you have in relation to it. We hope you take some time to read through it carefully, as it is important. If there are any terms in this privacy notice that you do not agree with, please discontinue use of our Sites and our services. This privacy notice applies to all information collected through our website (such as www.transparencysale.com), and/or any related services, sales, marketing or events (we refer to them collectively in this privacy notice as the "Services"). Please read this privacy notice carefully as it will help you make informed decisions about sharing your personal information with us. TABLE OF CONTENTS 1. WHAT INFORMATION DO WE COLLECT? 2. HOW DO WE USE YOUR INFORMATION? 3. WILL YOUR INFORMATION BE SHARED WITH ANYONE? 4. HOW LONG DO WE KEEP YOUR INFORMATION? 5. DO WE COLLECT INFORMATION FROM MINORS? 6. WHAT ARE YOUR PRIVACY RIGHTS? 7. CONTROLS FOR DO-NOT-TRACK FEATURES 8. DO CALIFORNIA RESIDENTS HAVE SPECIFIC PRIVACY RIGHTS? 9. DO WE MAKE UPDATES TO THIS POLICY? 10. HOW CAN YOU CONTACT US ABOUT THIS POLICY? 1. WHAT INFORMATION DO WE COLLECT? Information automatically collected In Short: Some information – such as IP address and/or browser and device characteristics – is collected automatically when you visit our Services. We automatically collect certain information when you visit, use or navigate the Services. This information does not reveal your specific identity (like your name or contact information) but may include device and usage information, such as your IP address, browser and device characteristics, operating system, language preferences, referring URLs, device name, country, location, information about how and when you use our Services and other technical information. This information is primarily needed to maintain the security and operation of our Services, and for our internal analytics and reporting purposes. 2. HOW DO WE USE YOUR INFORMATION? In Short: We process your information for purposes based on legitimate business interests, the fulfillment of our contract with you, compliance with our legal obligations, and/or your consent. We use personal information collected via our Services for a variety of business purposes described below. We process your personal information for these purposes in reliance on our legitimate business interests, in order to enter into or perform a contract with you, with your consent, and/or for compliance with our legal obligations. We indicate the specific processing grounds we rely on next to each purpose listed below. We use the information we collect or receive: For other Business Purposes. We may use your information for other Business Purposes, such as data analysis, identifying usage trends, determining the effectiveness of our promotional campaigns and to evaluate and improve our Services, products, marketing and your experience. We may use and store this information in aggregated and anonymized form so that it is not associated with individual end users and does not include personal information. We will not use identifiable personal information without your consent. 3. WILL YOUR INFORMATION BE SHARED WITH ANYONE? In Short: We only share information with your consent, to comply with laws, to provide you with services, to protect your rights, or to fulfill business obligations. We may process or share data based on the following legal basis: Consent: We may process your data if you have given us specific consent to use your personal information in a specific purpose. Legitimate Interests: We may process your data when it is reasonably necessary to achieve our legitimate business interests. Performance of a Contract: Where we have entered into a contract with you, we may process your personal information to fulfill the terms of our contract. Legal Obligations: We may disclose your information where we are legally required to do so in order to comply with applicable law, governmental requests, a judicial proceeding, court order, or legal process, such as in response to a court order or a subpoena (including in response to public authorities to meet national security or law enforcement requirements). Vital Interests: We may disclose your information where we believe it is necessary to investigate, prevent, or take action regarding potential violations of our policies, suspected fraud, situations involving potential threats to the safety of any person and illegal activities, or as evidence in litigation in which we are involved. More specifically, we may need to process your data or share your personal information in the following situations: Vendors, Consultants and Other Third-Party Service Providers. We may share your data with third party vendors, service providers, contractors or agents who perform services for us or on our behalf and require access to such information to do that work. Examples include: payment processing, data analysis, email delivery, hosting services, customer service and marketing efforts. We may allow selected third parties to use tracking technology on the Services, which will enable them to collect data about how you interact with the Services over time. This information may be used to, among other things, analyze and track data, determine the popularity of certain content and better understand online activity. Unless described in this Policy, we do not share, sell, rent or trade any of your information with third parties for their promotional purposes. Business Transfers. We may share or transfer your information in connection with, or during negotiations of, any merger, sale of company assets, financing, or acquisition of all or a portion of our business to another company. Third-Party Advertisers. We may use third-party advertising companies to serve ads when you visit the Services. These companies may use information about your visits to our Website(s) and other websites that are contained in web cookies and other tracking technologies in order to provide advertisements about goods and services of interest to you. 4. HOW LONG DO WE KEEP YOUR INFORMATION? In Short: We keep your information for as long as necessary to fulfill the purposes outlined in this privacy notice unless otherwise required by law. We will only keep your personal information for as long as it is necessary for the purposes set out in this privacy notice, unless a longer retention period is required or permitted by law (such as tax, accounting or other legal requirements). No purpose in this policy will require us keeping your personal information for longer than __________. When we have no ongoing legitimate business need to process your personal information, we will either delete or anonymize it, or, if this is not possible (for example, because your personal information has been stored in backup archives), then we will securely store your personal information and isolate it from any further processing until deletion is possible. 5. DO WE COLLECT INFORMATION FROM MINORS? In Short: We do not knowingly collect data from or market to children under 18 years of age. We do not knowingly solicit data from or market to children under 18 years of age. By using the Services, you represent that you are at least 18 or that you are the parent or guardian of such a minor and consent to such minor dependent’s use of the Services. If we learn that personal information from users less than 18 years of age has been collected, we will deactivate the account and take reasonable measures to promptly delete such data from our records. If you become aware of any data we have collected from children under age 18, please contact us at email@example.com. 6. WHAT ARE YOUR PRIVACY RIGHTS? In Short: In some regions, such as the European Economic Area, you have rights that allow you greater access to and control over your personal information. You may review, change, or terminate your account at any time. In some regions (like the European Economic Area), you have certain rights under applicable data protection laws. These may include the right (i) to request access and obtain a copy of your personal information, (ii) to request rectification or erasure; (iii) to restrict the processing of your personal information; and (iv) if applicable, to data portability. In certain circumstances, you may also have the right to object to the processing of your personal information. To make such a request, please use the contact details provided below. We will consider and act upon any request in accordance with applicable data protection laws. If we are relying on your consent to process your personal information, you have the right to withdraw your consent at any time. Please note however that this will not affect the lawfulness of the processing before its withdrawal. If you are resident in the European Economic Area and you believe we are unlawfully processing your personal information, you also have the right to complain to your local data protection supervisory authority. You can find their contact details here: http://ec.europa.eu/justice/data-protection/bodies/authorities/index_en.htm. 7. CONTROLS FOR DO-NOT-TRACK FEATURES Most web browsers and some mobile operating systems and mobile applications include a Do-Not-Track (“DNT”) feature or setting you can activate to signal your privacy preference not to have data about your online browsing activities monitored and collected. No uniform technology standard for recognizing and implementing DNT signals has been finalized. As such, we do not currently respond to DNT browser signals or any other mechanism that automatically communicates your choice not to be tracked online. If a standard for online tracking is adopted that we must follow in the future, we will inform you about that practice in a revised version of this privacy notice. 8. DO CALIFORNIA RESIDENTS HAVE SPECIFIC PRIVACY RIGHTS? In Short: Yes, if you are a resident of California, you are granted specific rights regarding access to your personal information. California Civil Code Section 1798.83, also known as the “Shine The Light” law, permits our users who are California residents to request and obtain from us, once a year and free of charge, information about categories of personal information (if any) we disclosed to third parties for direct marketing purposes and the names and addresses of all third parties with which we shared personal information in the immediately preceding calendar year. If you are a California resident and would like to make such a request, please submit your request in writing to us using the contact information provided below. If you are under 18 years of age, reside in California, and have a registered account with the Services, you have the right to request removal of unwanted data that you publicly post on the Services. To request removal of such data, please contact us using the contact information provided below, and include the email address associated with your account and a statement that you reside in California. We will make sure the data is not publicly displayed on the Services, but please be aware that the data may not be completely or comprehensively removed from our systems. 9. DO WE MAKE UPDATES TO THIS POLICY? In Short: Yes, we will update this policy as necessary to stay compliant with relevant laws. We may update this privacy notice from time to time. The updated version will be indicated by an updated “Revised” date and the updated version will be effective as soon as it is accessible. If we make material changes to this privacy notice, we may notify you either by prominently posting a notice of such changes or by directly sending you a notification. We encourage you to review this privacy notice frequently to be informed of how we are protecting your information. 10. HOW CAN YOU CONTACT US ABOUT THIS POLICY? If you have questions or comments about this policy, you may email us at firstname.lastname@example.org or by post to: Sales Melon LLC 1415 N Briar Patch Ct Palatine, IL 60067 United States HOW CAN YOU REVIEW, UPDATE, OR DELETE THE DATA WE COLLECT FROM YOU? Based on the laws of some countries, you may have the right to request access to the personal information we collect from you, change that information, or delete it in some circumstances. To request to review, update, or delete your personal information, please submit a request form by clicking here. We will respond to your request within 30 days.