Jeff Beals

The Five Crucial Keys to Sales Prospecting
What’s the single most important thing a salesperson does? Prospecting! It separates the good from the great. It’s the reason 20 percent of sales reps do 80 percent of the business. But there is some bad news: prospecting has never been more difficult than it is today. Here’s the good news: there are five key things you can do to overcome prospecting challenges, crush your natural fear of rejection and attract all the new clients you need. This presentation shows you how to generate new leads while developing an organized prospecting system.

What to Say to Get a Cold Prospect to Engage
Salespeople are good at learning about features and benefits, but very few of them know how to actually grab a prospect’s attention. How do you engage cold prospects in today’s challenging sales environment? You need compelling language that captivates a prospect’s imagination. You must quickly prove that you’re a trusted adviser, a problem solver, and an industry expert. This presentation helps sales practitioners develop business acumen and use it to engage cold prospects.

Sales Prospecting Master Class
This in-depth workshop gives sales reps and their managers a step-by-step guide to prospecting as well as actual language you can use to engage prospective clients as soon as you return to your office. This master class will help you develop a prospecting mindset that allows you to overcome call reluctance and sell more confidently. This program is offered in both half-day and full-day formats.

Selling to Goliath: How to Do Business with Major Corporations
Have you ever heard the old saying, “the smaller the deal, the bigger the headache?” As often as not, the saying is true. That means it’s well worth your time to prospect inside large corporations. But how do you get noticed and make the right contacts at companies with thousands of employees and multiple departments? This presentation will show you how to break into Fortune 1000 firms and turn them into long-term clients.

Social Media & Sales Prospecting
Social media has become an important form of prospecting, but many sales practitioners miss out on its benefits because they make critical mistakes. This workshop teaches sales practitioners that the long-standing fundamentals of personal branding, networking, and prospecting apply regardless of the communication medium used while at the same time explaining the unique and powerful benefits that come from a well-thought and properly executed social selling strategy.

How to Sell in Brutally Competitive Environments
Today’s marketplace is simultaneously the best and worst in the history of human civilization. It’s the best because untold and unprecedented opportunity awaits savvy and sharp-eyed professionals. It’s the worst because there has never before been a market so loud, crowded, and full of competing distractions jockeying for your client’s attention. This presentation shows you how to unearth what your clients truly value while building trusting, career-long relationships.

Self Marketing Power: Branding Yourself as a Business of One
In order to get ahead, land a big client, or make a difference in the community, professionals need to establish and promote their “personal brands”. Today’s competitive marketplace is crowded and noisy, making it difficult to stand out. This presentation shows you the secrets of personal branding and how to become a celebrity in your own sphere of interest.

Goal-Based Networking: How to Turn Your Social Life into Profitable Relationships
Networking has never been more important, yet most professionals don’t do a great job of it. Successful professionals are the ones who cut through all the noise in today’s frenzied world and find ways to build trusting relationships with clients, colleagues, and persons of influence. Now is the time to get out and meet new people! Once you master goal-based networking, your colleagues will be left wondering just how you became so well connected both locally and within your profession. This session will introduce you to “goal-based networking,” a technique that sharply focuses your communication efforts.

Sales = Storytelling
From civilization’s earliest days, human beings have been captivated by stories. That’s why high-producing sales pros effectively use stories to educate, persuade and reassure prospects. The key to making a winning sales pitch is to paint a picture in the prospective client’s mind, to tell a good story. As a sales professional, you need to listen twice as much as you talk, which means you have to make it count when it’s finally your turn to communicate. When you become a master storyteller, it becomes much easier to capture greater market share and improve sales per client! This humorous and story-filled presentation shows you how to increase profitability and speed up sales cycles through the art of storytelling.

Sealing the Deal: How to Make the Close a Foregone Conclusion
Winning the sales race requires the investment of time, effort and discipline, but that investment is made long before you ask for the order. Too many people believe that success in sales comes down to the closing, a magical time when a slick salesperson utters the most eloquent, carefully chosen words thus dazzling a spellbound buyer into helplessly making a purchase. That belief is simply false. If you’re waiting until the close to win the deal, you’ve already lost. Good closers start at the beginning and ultimately make the close a foregone conclusion. This session will show you how to win more business by making the close an anticlimactic formality, just another step on the way to a sale.

How to Hold Your Sales Team Accountable
More than 90 percent of sales reps say “lack of accountability” is a major problem in their companies. Do you wish your company had a stronger “accountability culture?” The good news is that accountability does not have to be difficult, uncomfortable or even challenging. In today’s sales environment, you can hold your team accountable in a way that helps your reps drive greater outcomes.

Kickoff Rallies & Annual Sales Meetings
Many companies hold kickoff rallies or annual sales meetings each year. Typically, these meetings are filled with product-centric training sessions, PowerPoint slides, and bleary-eyed sales reps wishing they were somewhere else.
This program energizes kickoffs, rallies, and annual meetings for a wide range of companies around the world helping sales teams exceed their goals.

Annual Goal-Setting Workshops
Sales reps are historically lax when it comes to planning and thinking strategically. That’s because they tend to be independent mavericks who like to “wing it.” However, research indicates that those reps who make a detailed plan and monitor it throughout the year, end up making substantially more commission revenue. As a professional sales trainer and consultant, Jeff Beals leads sales teams through in-depth workshops that result in clear, quantifiable, and measurable goals for the coming year.