Basho Technologies

Accelerating Deals in Any Economy

Eric Shaver and Chris Kelley discuss how to gauge the health of the deals in your pipeline and ensure your Q4 forecast comes to fruition.

Unstick Your Deal: Best Closing Story

Eric Shaver interviews the winner of the Basho Community Best Closing Story contest. Learn how Rob advanced his deal.

Selling to Non-Exclusive Channels

Your channel partners are an extension of your sales force; equip them with the right tools and they will take ownership and drive revenue.

The Sales Prospecting Blitz

Load your pipeline with prospecting strategies to gain the attention of executives.

Successful Selling in a Down Economy

Discover the keys to successful selling in times of diminished budgets and pushed-out deals.

Prospecting That Yields 21% Response Rates

Stop waiting for the leads to be dropped in your lap and start prospecting the right way. Learn strategies that yield 21% response rates to your cold calls and emails.

HOW TO USE SOCIAL MEDIA FOR PROSPECTING

Learn how sales professionals can and should be using social media for prospecting success. Gain access to your target organizations through blogs, podcasts and other social media technologies.

RE-ENERGIZE SALES FOR THE SECOND HALF

The 6-month checkup for your sales strategy – recharge your batteries, check in with your clients, and review the goals that you set earlier in the year.

TAKE FULL ADVANTAGE OF YOUR COMPENSATION PLAN

Learn how reps and managers can take advantage of compensation plans.

THE SALES COACHING PROCESS

Getting better at sales requires shifts in behavior. Explore the topic of sales coaching with Jeff Hoffman and Boyd Peterson as they discuss how salespeople can open up to the coaching process to improve their sales results.

SALES HORROR STORIES

What do you do when a deal falls apart? Learn techniques to handle bad sales calls and be aware of the warning signs of a failing deal.

THE FIVE MOST ANNOYING SALES HABITS - LEARN HOW TO TURN THEM AROUND

What stands in the way of sales success? Explore the buying side of the sales process and learn how to avoid common mistakes.

INCENTIVES FOR SALESPEOPLE

Inspire top sales performance with SPIFFs that show you value your team.

SUCCESSFUL CHANNEL SALES STRATEGIES

Jeff Hoffman and Tim Haller provide strategies for building successful relationships with channel partners.

OVERCOME SALES FEAR

Learn how to overcome the fear of asking hard questions in the sales process through careful planning.

CONNECTING SALES & MARKETING

The steps to create a joint sales and marketing campaign.

THE TECHNICAL WIN

Tools and techniques that make the sales engineer an invaluable part of the selling team.

HOW SALESPEOPLE SHIFT FROM DEFENSE TO OFFENSE

Learn how to become more proactive with your sales activity and create new sales opportunities.

SALES KICKOFF 2008

Make a few small resolutions this year to make a major impact on your sales results. Jeff and Tim provide some new strategies to make your New Year a successful one.

GETTING TO REAL POWER

Sales reps often complain that their deals are “stuck” because they are working with those who do not have real power within their target organizations. But, as sales professionals, we absolutely have control over who we engage with; these techniques enable you to uncover true power.

MAXIMUM PRODUCTIVITY FOR SUCCESSFUL SALESPEOPLE

Top sales pros know how to maximize their time and take advantage of all possible opportunities. Learn the techniques they use to become more productive and get more disciplined in your approach.

QUICKLY RAMP UP NEW SALESPEOPLE

Instead of the typical new hire training, employ these strategies to quickly engage your new sales reps and enable them to be successful from the very start.

SELLING IN EUROPE: WHAT TOP SALES REPS NEED TO KNOW

In order to successfully sell overseas, sales professionals must be aware of cultural differences and how to appropriately build relationships with international clients. In this podcast, Basho Strategies explores the cultural sensitivities that are necessary when selling internationally.

SELLING INTERNALLY: HOW DO YOU SELL THE DEAL WITHIN YOUR OWN ORGANIZATION?

Selling within your own company requires a plan. How do you get to power and build the right relationships at the right time to advance your agenda?

THE SALES WARRIOR AS ROAD WARRIOR

Make the most of your hectic travel schedule; make it more productive, more bearable and more interesting with these strategies when you are on the road.

STRATEGIES FOR SELLING INTANGIBLE PRODUCTS

Selling intangible products such as software products, insurance or services is quite different from selling tangible items and requires a focused strategy. By developing strong client relationships, creating a post-sale vision and appropriately selling to pain and pleasure, sales professionals can seize key opportunities in selling intangible products.

HOW TOP SALES PROFESSIONALS MAINTAIN CONSISTENT ENERGY & MOTIVATION

Sales professionals must know how to handle setbacks and move on to maintain top performance. Basho Strategies' CEO Jeff Hoffman interviews Mike Sadeghpour, founder and CEO of ReGenerate, to explore strategies to stay motivated and energized.

YOUR FIRST 5 DAYS AS A NEW SALES MANAGER

What are the first things you should do in your new role as a sales manager? Learn the strategies that you can implement in those first critical days as you establish yourself in a management role.

NLP FOR SALES SUCCESS

Neuro-Linguistic Programming is a powerful tool for building rapport and communicating with prospects. Learn how to use it to your advantage.

SALES RESOURCES THAT WILL MAKE YOU MORE MONEY

Educational and reference resources that enable you to be more successful at selling and give you tactics for increasing your sales efficiency.

SEVEN INGREDIENTS IN A HEALTHY NEGOTIATION

By developing a custom bargaining checklist and a formal negotiation strategy, you will create the most favorable environment for negotiations.

GAIN CLARITY INTO YOUR PIPELINE WITH A-I-D-A

Attention, Interest, Desire and Action: these are the emotional states that great sales professionals must inspire in their prospects.

SPECIAL "AFTER THE SHOW" PODCAST: IMPROVE PROSPECTING & WIN MORE CLIENTS

Colleen Honan, Vice President of Global Sales & Service for OneSource and Tim Haller, Vice President & General Manager for Basho Strategies answer prospecting questions that are on everyone's mind.

HOW TO CRAFT A GREAT ELEVATOR PITCH

What are the key elements to a great elevator pitch? Should you have more than one? Get tips on how to create one and use it to your advantage.

HOW TO FIND YOUR CHAMPION

What is a champion and why is this person such an important part of our sales efforts? Jeff Hoffman and Tim Haller explore the significance of this role in the world of sales.

THE 4 KEYS TO NETWORKING SUCCESS

We all know that networking is important and attend all kinds of networking events and conferences. But how many times have you actually gotten meetings and referrals as a result of attending a networking event? Tim Haller and Jeff Hoffman uncover the four keys to successful networking.

WHAT ARE THE QUALITIES OF GREAT SALESPEOPLE?

Jeff Hoffman and Tim Haller explore the qualities that great salespeople have in common that make them successful. And for those who are interested in pursuing a career in sales, do you have what it takes to be great at this profession?