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Speeches matching topic Sales Skills and Motivation
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Organizations—whether a corporation, salesforce or association of any size—perform at their best when people feel safe and confident about their ability to navigate troubled times. In Navy terms, combat readiness is a matter of life and death—every crewmember’s contribution matters. Mike Abrashoff tells the inspiring story of how the USS Benfold was transformed into the best ship in the Navy by empowering the crew to take ownership and improve every aspect of the way things were done. As Abrashoff shares the methods he used to create successful change within the confines of strict military regulations, audiences come away with dozens of practical and actionable ideas to make a difference in their own team. This first-hand account of the journey to organizational excellence is as invaluable as it will be memorable.

For organization’s who want a deeper understanding of grassroots leadership and want to take those principles to the next level, Mike Abrashoff addresses the challenges most on the minds of leaders in these challenging times. Collaboration, commitment, cohesion, accountability, engagement, rapid and continual innovation, engaging employees and dealing with generational differences in that workforce—these crucial issues are the ones that that successful leaders need to master. It's Our Ship is about creating a high performance culture where everyone takes ownership and responsibility using real lessons from the business world and focus on innovation, accountability and engagement.

In this session, your group will learn how fighter pilots achieve their missions in both training and combat. This keynote includes both a main speaker and a wingman fighter pilot and is highly customized to meet the needs of your audience.

This keynote covers four steps to Flawless Execution:

  1. Plan: Learn how fighter pilots plan for a mission using the Six Steps to Mission Planning.
  2. Brief: Communicate the plan to maximize the quality of frontline execution.
  3. Execute: Discover how fighter pilots ensure flawless execution in their missions by eliminating performance-draining task saturation.
  4. Debrief: Implement nameless and rankless feedback sessions in your squadron to guarantee maximum learning.

A half-day interactive training program that exposes your team to the Flawless ExecutionSM Cycle through an exciting experiential learning format. The Flawless ExecutionSM Cycle is a simple, scalable and endlessly repeatable process that helps individuals, teams and organizations rapidly adapt to change and improve execution and learning. Participants will utilize their learning in a simulation where each member is assigned a unique role requiring their involvement in order to create a common challenge for their entire team to debrief against. Consequently, the scenario develops teamwork and coordination. At the end of the day, participants will be equipped with tools they can immediately apply in their teams. This is the only team building program on the market that can accommodate groups of 30 to 2000.

The Gallup Organization states that 70 percent of human decision-making is emotional and 30 percent is rational. When buyers emotionally connect with a brand, they buy more, pay a higher margin, and tell others about their experience. It is imperative for sales professionals to stop selling and start connecting. When they sell, that’s a transaction. However, when they connect, a relationship is created for the life of the brand.

This shift in selling has tremendous upside potential as organizations experience disruptive market forces, a change in client needs, and unseen economic headwinds. Sales professionals who intend to grow market share by acquiring new customers and increasing margins from existing customers must examine their sales edge.

Upon completion of this session, your sales team will be inspired to:

  • Shift from selling to live to living to sell by creating a personal brand that attracts new opportunities and establishes credibility in the marketplace;
  • Shift from telling customers about features and benefits to asking high-grade questions that unearth other potential opportunities; and
  • Shift from just selling a service to fulfilling the customer’s wants and needs including how to set up internal team members for success by providing a seamless and consistent customer experience.

Customers who have a great experience with a company are 9x more likely to recommend them, 8x more likely to trust them, and 7x more likely to forgive their mistakes and to buy from them again.

94% of customers who have a low-effort service experience will buy from the same company again.

85% of buyers will pay more for a customer experience, but only 1% believe that vendors consistently meet their expectations.

Be inspired to create a simple and consistent customer interaction that produces loyalty, referrals, and higher revenue. Simon’s wisdom and expertise enabled an Orlando-based healthcare system to be acquired and a division of a hospitality company to be ranked #1 for customer service by Expedia.com.

His team also custom-designed a full-cay customer experience program for Boston Consulting Group entitled "Platinum Service with a Brilliant Touch."

Participants will have the following takeaways:

  • ? Accept personal responsibility for delivering exceptional service; do the right thing for customers not because one has to but because one wants to;
  • ? Become creative, innovative, and proactive in anticipating and satisfying customer needs;
  • ? Use the SPARK model for Branding the Moment through platinum service; and
  • ? Velcro your brand to your customers by focusing on meaningful personal connections rather than stale customer interactions.

Whether you are in a B2C or B2B business, selling goods and services is not easy. Sales leaders must have an ability to act quickly and be an expert in many categories. Most importantly, they must be impervious to rejection.

Using experiences from his unique background as case studies, J.B. Bernstein shares the six roadblocks to closing sales and how to bust through them. The presentation ends with an interactive sales challenge from Bernstein to the audience. These exercises will leave attendees inspired and thinking of new ways to redefine maximizing sales in their own organizations.

George Blankenship (Exclusively WSB)

Learn how to equip your company and deliver what your customers most want and need as George Blankenship conveys animated stories of challenge, strategy and demonstrated results. How far do you need to go to change the way people think and act? With 30 years of strategy, retail and real estate experience, the former Tesla and Apple executive believes in order to develop brand loyalty and earn the trust of customers, companies must first dedicate themselves to understanding the customer experience. Blankenship captivates audiences and energizes them with the tools they need to remove barriers to innovation, deliver outstanding customer experiences, and create a culture of service excellence. His high-energy presentation inspires audiences to rethink the challenges that face consumers in a modern market and develop groundbreaking, consumer-centric strategies that will transform and elevate organizations into global icons.

Laszlo Bock (Exclusively WSB)

Some people work to make a buck. Some people work to climb the ladder. And some people work because they know deep in their souls that their work *matters*. That they are building something greater than themselves. Something that has an impact way beyond the day-to-day. And that makes them happier, more committed, and even more productive. The amazing thing is that people who find meaning in their work exist in every profession, from doctors and executives to cleaning staff and deli workers. Laszlo Bock explains how to find the deeper meaning in your own organization's work and how to cultivate that connection in your people. If you want to be surrounded by passionate, motivated, high performing people, you need to connect them to a mission that matters.

In addition to rising to the top of the aviation community, "AB" has built a business career on sales excellence. After achieving accolades as "Top Producer in the Western US" for a prominent lending institution, "AB" led a team of 40 professionals to grow revenue at a California based start-up company from $500,000 to $65M in just three years. A quintessential sales professional, "AB" will teach your people that just like fighter pilots, "great sales people are made… not born." He draws comprehensive parallels between what makes great fighter pilots and what makes great sales people. For organizations looking to develop a sales team of "Top Guns," this dynamic, interactive speech is a must!

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