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TRANSCRIPT
TOP SALES ACADEMY2014 - 2015
Sponsored by
Introduction 3
The Academy Faculty – Phase One 4
Academy Timetable 6
Summary 13
Sponsored by
2 Top Sales Academy 2014 - 2015
Contents
Here is what we know…
Around 50% of all frontline sales
professionals missed quota in 2012 - in fact,
it has been the same story for the past five
years.
The standard and quality of sales skills has
never been so poor – and are continuing to
decline alarmingly. Why?
We believe that one of the reasons – if not
the main reason - is that, when the financial
meltdown began more than five years ago,
most companies cut back on investment in
human capital, and have yet to re-open their
wallets...
This should not come as a surprise…
Current stock market thinking provides a
powerful disincentive for firms to re-invest in
their people on an ongoing basis, because
any such spend in ongoing training and
other forms of education, is not separable
from general expenditure - it therefore
appears as a cost on the corporate balance
sheet.
So, what’s the answer?
Sales managers and sales professionals
basically have two choices: They can wait
around for the economy to pick up - and
hope that their company will re-commence
their education - or they can take matters
into their own hands and work with the
mantra “If it’s to be, then it’s up to me”.
Here at Top Sales World, we are not going
to wait around, but rather we have designed
the most comprehensive online sales
program ever created, to be delivered by
some of the most successful sales gurus on
the planet.
Top Sales Academy launches on October
1st 2014, and will be delivered in four
phases – one phase per quarter.
Come and meet the Faculty that will be
presenting Phase One ….
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Introduction
Top Sales Academy 2014 - 2015
The Academy Faculty – Phase One
4 Top Sales Academy 2014 - 2015
Joanne BlackBest Selling Author & Founder ofNo More Cold Calling www.nomorecoldcalling.com
Barb GiamancoGlobally recognized expert in SocialSelling, Social Media Marketing andSocial Businesswww.scs-connect.com
Deb CalvertPresident of People FirstProductivity Solutions and author ofDISCOVER Questions™ Get YouConnectedwww.peoplefirstps.com
Matt HeinzSales acceleration expert andPresident of Heinz Marketingwww.heinzmarketing.com
5Top Sales Academy 2014 - 2015
Diane HelbigInternationally recognized businessand leadership development coach,author, and radio show hostwww.seizethisdaycoaching.com
Dave KurlanTop-rated speaker, best sellingauthor, radio show host, successfulentrepreneur and salesdevelopment industry pioneerwww.kurlanassociates.com
Bernadette McClellandFounder and Chief Advocate for“ChangeMakers Global, WomenWho Sell” and “The AccelerationProgram for Entrepreneurs” www.bernadettemcclelland.com
Linda RichardsonBest Selling Author & Founder ofRichardson www.lindarichardson.com
Jamie ShanksManaging Partner at Sales for Lifewww.salesforlife.com
Colleen StanleyBest Selling Author and President ofSalesLeadership Inc.www.salesleadershipdevelopment.com
Jill KonrathSales strategist and bestsellingauthor of Selling to Big Companies,a SNAP Selling and Agile Sellingwww.jillkonrath.com
Jonathan LondonBest Selling Author & President ofthe Improved Performance Groupwww.ipgtraining.com
Laurie PageManaging Partner of The BridgeGroup, Inc. http://www.bridgegroupinc.com/
Tamara SchenkResearch Director for the MillerHeiman Research Institute www.tamaraschenk.com
Kurt ShaverFounder of The Sales Foundrywww.thesalesfoundry.com
October 1st “Implementing a Corporate Social Selling Strategy” presented by BarbGiamanco, Jamie Shanks & Kurt ShaverTime: 12:00 Noon Eastern.
About the Panel:Barbara Giamanco is a globally recognized expert in Social Selling, Social Media
Marketing and Social Business. She heads up Social Centered Selling, and she is the co-
author of The New Handshake: Sales Meets Social Media and the Harvard Business
Review article Tweet Me, Friend Me, Make Me Buy. Barb is consistently a Top 25 Influential
Leader in Sales, a Top 25 Sales Influencer on Twitter and one of Top Sales World’s Top 50
Sales and Marketing Influencers. Based in Atlanta, Georgia, Social Centered Selling offers
Social Media and Social Selling Consulting, Advisory and Programs to sales and marketing
teams interested in driving sales results. Visit: www.scs-connect.com
Jamie Shanks is the Managing Partner at Sales for Life, the world’s definitive social selling
training and coaching company. Jamie is also one of North America’s leading social selling
experts and has developed social selling solutions in nearly every industry, ranging from
start-ups to Fortune 500 corporations. Visit: www.salesforlife.com.
Kurt Shaver is founder of The Sales Foundry, a sales training company that helps
businesses win new clients with social selling techniques. He brings an in-depth
understanding of social selling technologies and real-world experience gained over 20 years
in corporate sales. Kurt is the creator of the Social Selling Boot Camp and “Social Selling
Superstars”, the No. 1 social selling podcast on iTunes. Find out more and get your personal
LinkedIn Score (0-100) in 2-minutes. Visit: www.thesalesfoundry.com
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Academy Timetable
Top Sales Academy 2014 - 2015
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October 8th“Secrets to Becoming a Master at Sales Coaching” presented by DaveKurlanTime: 12:00 Noon Eastern.
About Dave Kurlan:Dave Kurlan is a top-rated speaker, best selling author, radio show host, successful
entrepreneur and sales development industry pioneer. Dave is the founder and CEO of two
companies, which between them, have been named four times to the Inc. 5000 list of fastest
growing private companies. Objective Management Group has been named the Top Sales
Assessment Tool for 3 consecutive years. Kurlan & Associates is a global sales consulting
firm. He has written two books, including the best seller Baseline Selling, and contributed to
many others, including Stepping Stones, with co-authors Deepak Chopra and Jack Canfield.
His Blog, Understanding the Sales Force, was named a Top Sales & Marketing Blog for 3
consecutive years, he was named a Top Sales & Marketing Influencer for 2012 and 2013,
and was a 2012 inductee into the Sales & Marketing Hall of Fame. Visit:kurlanassociates.com
October 15th“The Mindfulness of Selling” presented by Jonathan London Time: 12:00 Noon Eastern
About Jonathan London:Jonathan London - President of the Improved Performance Group, Jonathan has been in
sales and management for 34 years. He has been the #1 performer worldwide, (and in many
cases industry wide) for such companies as Olivetti Corporation, NBI Word Processing,
IBM/Rolm, BusinessLand, Wyse Technologies and PictureTel. Jonathan founded IPG in
1994, has trained over 15,000 people in 23 countries using the same techniques that made
his own selling career so successful. His books include “An Entrepreneurs Guide to Selling”
and "Using Technology to Sell". Visit: www.ipgtraining.com
7Top Sales Academy 2014 - 2015
Register
Register
October 22nd “Your Competitive Edge: Customer Focus” presented by Deb Calvert,Bernadette McClelland & Colleen StanleyTime: 12:00 Noon Eastern
About the Panel:Deb Calvert, President of People First Productivity Solutions and author of DISCOVER
Questions™ Get You Connected, is a speaker, sales trainer, field coach and consultant to
sales organizations. Deb’s work as a charter member of the Sales Force Advisory Board, an
executive coach and a Director with a Fortune 500 company enable her to support clients in
their alignment of sales productivity drivers and people practices. Visit:www.peoplefirstps.com
Bernadette McClelland is the Founder and Chief Advocate for ChangeMakers Global,
Women Who Sell and The Acceleration Program for Entrepreneurs. A thought leader and
expert obsessed with achieving best sales practice through identifying the vital, hidden
weaknesses of sales leaders and sales people, she will work with you through her executive
coaching, sales mentoring, workshops and conference keynotes to create the change to
shift your worlds. Having authored a number of books, having a sales background with
Xerox, Kodak and CA as well as having been the sole Asia Pacific sales and executive
coach for Anthony Robbins, she is clearly the full enchilada when it comes to combining your
skillset and mindset for commercial success. Visit: www.bernadettemcclelland.com
Colleen Stanley is president of SalesLeadership Inc., a business development consulting
firm specializing in sales and sales management training. The company provides programs
in prospecting, referral strategies, consultative sales training, sales management training,
emotional intelligence and hiring/selection. She is the author of ‘Emotional Intelligence For
Sales Success’ and ‘Growing Great Sales Teams.’ Reach Colleen at 303.708.1128 or visitwww.salesleadershipdevelopment.com.
8 Top Sales Academy 2014 - 2015
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October 29th “Retaining and Motivating Inside Sales” presented by Laurie Page Time: 12:00 Noon Eastern
About Laurie Page:Laurie Page, Managing Partner at The Bridge Group, is never shy to point out tactics
masquerading as strategy. It's both her honesty & ability to see through the day-to-day fray
that makes Laurie the go-to resource for dozens of Executives who run Sales and Marketing
organizations. Getting Sales strategy right is part vocation, part mission for Laurie. She's
applied that passion to every job she has ever had. Today, Laurie uses her two decades of
strategic & sales management experience on inside sales assessments, building inside
teams and interim management engagements. Visit: www.bridgegroupinc.com
November 5th “Quickstart Strategies for Overnight Sales Success” presented by JillKonrath Time: 12:00 Noon Eastern
About Jill Konrath:Jill Konrath, sales strategist and bestselling author of Selling to Big Companies, SNAP
Selling and Agile Selling, is a frequent speaker at annual sales meetings, kick-off events and
professional conferences. Visit: www.jillkonrath.com
9Top Sales Academy 2014 - 2015
Register
Register
November 12th “Generation Huh? Why Social Sellers Need to Focus on Relationships,Not Networks” presented by Joanne BlackTime: 12:00 Noon Eastern
About Joanne Black:America's leading authority on referral selling, and author of No More Cold Calling, JoanneBlack's Referral-Selling System builds revenue fast, converts prospect to clients more than
50% of the time, and aces out the competition. Contact Joanne at
[email protected]. Visit: www.nomorecoldcalling.com
November 19th “Sales Force Enablement - Getting To The Next Level” presented byTamara SchenkTime: 12:00 Noon Eastern
About Tamara Schenk:Tamara Schenk serves as Research Director for the Miller Heiman Research Institute. She
is a highly experienced sales business and enablement leader, a highly respected voice in
the sales and sales enablement community – have a look at her blog Sales Enablement
Perspectives Tamara will continue and expand her thought leading research in sales
enablement, account management strategies and Go To Customer models. Visit:tamaraschenk.com
10 Top Sales Academy 2014 - 2015
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Register
December 3rd “Changing the Sales Conversation: Insights > Ideas >Solutions” presented by Linda RichardsonTime: 12:00 Noon Eastern
About Linda Richardson:Linda Richardson is a New York Times bestselling author, educator, sales leader, and the
founder of the Richardson consulting firm. She has dedicated herself to helping
organizations around the world improve sales performance, process, and effectiveness.
Richardson began her career as a teacher and firmly believes that great selling is great
teaching—collaborative, relevant, and results driven. Visit: www.lindarichardson.com
December 10th “Building Sales Through Influence” presented by Matt HeinzTime: 12:00 Noon Eastern
About Matt Heinz:Matt Heinz brings more than 12 years of marketing, business development and sales
experience from a variety of organizations, vertical industries and company sizes. His career
has focused on delivering measurable results for his employers and clients in the way of
greater sales, revenue growth, product success and customer loyalty. Visit:www.heinzmarketing.com
11Top Sales Academy 2014 - 2015
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Register
December 17th “Creating a Sustainable Prospecting Plan” presented by Diane HelbigTime: 12:00 Noon Eastern
About Diane Helbig:Diane Helbig is an internationally recognized business and leadership development coach,
author, speaker, and radio show host. As a certified, professional coach, and president of
Seize This Day Coaching, Diane helps businesses and organizations operate more
constructively and profitably. As a speaker and workshop facilitator Diane merges energy
and enthusiasm with rich content. Her goal is to leave her audience with actionable steps as
well as the excitement to implement those steps. Diane has expertise in small business,
sales, networking, and leadership. She brings over 20 years of small business management
and sales to her coaching. Diane is the author of Lemonade Stand Selling, and the host of
Accelerate Your Business Growth Radio show. She is also a Solution Provider and
Authorized Local Expert for Constant Contact. Diane is past chairwoman of the Lakewood
Chamber of Commerce as well as a COSE board member, and the Marketing Chair for WIN
Cleveland. Visit: www.seizethisdaycoaching.com
The timetable for Phase Two of Top Sales Academy, which runs throughout Q1 2015,will be released on December 1st 2014.
12 Top Sales Academy 2014 - 2015
Register
Top Sales Academy offers you a full range of sales and sales leadership training.
It is all here. It gives you the power to take control of your career growth and develop the
skills and strategies critical for success in your role in today’s rapidly changing sales
environment.
Top Sales Academy brings to you with a simple click access to a roster of international sales
experts across sales disciplines as your coach and mentor. This global sales performance
resource is designed to fill the developmental gap that exists for sales professionals world-
wide but who are committed to sales excellence
Register today HERE
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Summary
Top Sales Academy 2014 - 2015
15Top Sales Academy 2014 - 2015
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Click on our Sponsors to find out what they can do for you.
Our Principal Sponsor is
A very special thank you to ourTop Sales Sponsors for their continuing
support and loyalty
