Which three habits create magnetic human beings? They are simple to do, yet seldom done well.

To be magnetic is to build deep relationships with your stakeholders through deliberate practice with feedback, posing the right questions and listening with your heart. 

How do we build trust with, and create value for, our customers? By making and delivering on promises.

The primary goal of being a promise seller and using promise selling approach = TRUST.

What’s in it for sellers?

Sellers who build & maintain trust with customers build deeper customer relationships, shorten deal cycles and expand deal sizes, lessen risk of ghosting or deal loss while improving chances for upsell or renewal and build a network of raving fans!

Conversations are not just about something. Instead, they quite literally create the future. We often relate to conversations as “mere talk”, not noticing the power they hold.

Conversations are creative forces that inspire and create the possibility for all of the actions and all of the progress that occurs in the world. They provide the structure and container for humans to turn abstract concepts into tangible outcomes.

In this session, we’ll explore four types of “creative” conversations: Reconnaissance, Pathway, Enrollment and Milestone, to support customers in moving from their present challenges to their ideal future opportunities.

Planning and prioritizing initiatives is just the beginning. Once we have priorities in place, we need to create the conditions for those priorities to take shape. That requires our teams to change what they do today.

The reason change is so hard is because it’s a habit problem! The solution? Designing new habits into the fabric of your work and team. 

How do we do that?

We understand behavior change through the lens of habit change, we explore why changing habits is a context design problem and we learn to encode new habits into the contexts that surround all human beings for the purpose of effectively creating new habits, driving culture change and improving performance at scale.

Let's discover how deliberate practice, coaching and feedback create seller excellence!

The traditional approach to performance improvement, which is some version of having a desired outcome PLUS time PLUS effort, continues to fall short for many people in most situations.

Research shows that what separates average from expert in any field of performance is a particular kind of practice that helps you create ability and confidence, incrementally, bit by bit. 

As humans, our goal should not be to just reach our potential but to deliberately build it and make things possible that were not possible before.

We'll explore why deliberate practice is the key to peak performance and why enrolling coaches and using feedback is critical to the process.

Many wonderful sellers get promoted to managers or sales leaders, only to discover they’ve inherited one of the hardest jobs there is in most organizations and that they are charged with managing the complex ambiguity between the C-suite and their sellers. The most effective managers learn their sales skills are not something to be shelved, but are instead their greatest asset in helping their team of sellers make progress in their lives, their careers and for their customers.

We will identify the parallels and differences between leading, managing and selling and reconnect managers with their inner seller while brushing up on the skills and high-impact habits that define great managers and leaders.