Upcoming Events & Webinars
P21WWUG Connect 2020 Virtual
NAED Virtual Suite Meeting
AA-ISP Virtual Leadership Summit 2020
Recorded Webinars
Explore recordings of previous webinars below.
How Sales Coaching Can Supercharge Your Sales Force
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Speakers
Doug WyattDirector of Product Management, SPARXiQDoug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.
Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.
Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.
Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.
Gerhard GschwandtnerFounder & CEO, Selling Power
Mike KunkleVP, Sales Effectiveness ServicesMike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
Sales coaching can make a significant improvement in the performance of your sales force, but, as a sales leader, how do you help your front line sales managers get the very best results possible for their time and effort? This is where many coaching initiatives fall short and often why they don’t stick. The potential is huge, but many don’t know how to realize it.
Join us for this webinar, to learn how you can help your managers:
- Use sales analytics to determine where sales managers should spend their coaching time to get the biggest impact
- Determine the best solutions – including the 1) best-practice content that will close the gap (the missing knowledge or skill) and 2) the best type of solution (training, coaching, or something else)
- Use simple field training and sales coaching models to support their reps in achieving skill mastery
- Establish a regular coaching cadence to help reps continue to develop skills and achieve their best possible results over time
Tips for Combatting Pricing Overrides from Industry Leaders
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Speakers
Brad MackDirector Customer Success, SPARXiQBrad Mack brings nearly 25 years of experience leading strategic projects to help companies profitably grow.
A graduate of the University of Florida Business School, Brad began his professional career at Hughes Supply (later became HD Supply), a 500+ location, multi-billion dollar distributor of construction supplies. Over the course of 15 years he held a variety of positions in Operations, Corporate Information Technology and Project Management.
Brad led over 100 enterprise business and technology projects including extensive ERP and acquisition integration and supply chain operations.
Brad has spent the last 10 years at SPARXiQ leading hundreds of clients through the implementation of pricing analytics to drive significant margin improvements.
Brad currently lives in the Orlando area with his two sons.
David BaudersCEO, SPARXiQDavid Bauders’ singular goal is to help his clients sustainably create and capture higher economic value.
After beginning his career at IBM and Booz & Company, in 1993 David launched SPA (Strategic Pricing Associates, Inc.). Since that time, SPA has generated $100+ Billion of profitable growth for over six hundred organizations, including twenty-five Fortune 500 companies, and is a leading provider of profit-maximizing analytics.
David also recognized a consistently growing skills gap in sales forces’ ability to navigate evolving buyer practices in today’s disruptive digital economy: core selling skills, negotiation skills, financial acumen, strategic client-relationship building, and emotional intelligence. In 2015, he established a second company, SPASIGMA, to fill that gap, as well as distributed sales teams’ need to access virtual sales training and sales enablement support. Uniquely, SPASIGMA produces binge-worthy content in Hollywood, transforming expert content into today’s modern media formats.
In 2019, David merged both companies to create SPARXiQ. SPARXiQ provides integrated analytics and training solutions that accelerate sales performance, profitability and long-term enterprise value.
Greg BlackVP Strategic Accounts, SPARXiQGreg Black brings over 25 years of experience with businesses of varying sizes serving both B2B and B2C markets.
A graduate of Miami University, Greg began his professional career at General Electric in the Lighting Division. Over the course of 12 years, he held a variety of positions in Purchasing, Pricing, Marketing and eBusiness, and was certified as a Six Sigma Black Belt.
Greg went on to hold several executive leadership positions in Pricing, Sales and Commercial Operations at Akzo Nobel Paints, where he delivered over $100 Million in pricing improvements in 3 years by developing and implementing organizational, commercial and strategic improvements for a $600 Million business unit.
He most recently spent 8 years at a $2 Billion division of Cardinal Health as Vice-President of Sales Operations, where he led teams responsible for Pricing, Contracting and Customer Support and later served as Vice-President of Operations overseeing 8 distribution centers and over 800 employees.
Greg is a Northeast Ohio native and currently lives outside of the Cleveland area with his wife and two children.
When salespeople override pricing matrices or other predefined prices, they commonly sacrifice about 10 margin points. For many distributors, overrides represent 20, 40, or even 60 percent of their revenues – which reduces EBIT by 2.0, 4.0 or 6.0 percentage points, effectively shrinking EBIT by 33 percent or more. In a weakened economy, with increased competitive pressure and customer haggling, these losses can quickly grow, chipping away at much-needed profitability.
In this webinar, you will have the chance to hear firsthand from distributors who have shown success in making significant and meaningful reductions to overrides and improved their bottom line. View the recording for a candid conversation that includes:
- Tactics and strategies to gain and maintain sales team buy-in and reduce exceptions
- The ongoing role of leaders and managers in communication and pricing oversight
- How to leverage compensation & targeted incentives to change behavior
- How much to involve the sales team in standard pricing creation
How to Hire Sales Pros That Deliver Results
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Speakers
- Doug WyattDirector of Product Management, SPARXiQ
Doug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.
Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.
Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.
Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.
- Mike KunkleVP, Sales Effectiveness Services
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
Hiring right has always been important, especially for sales roles, which are like the Olympic athletes of business or corporate astronauts (they need to have “the right stuff”). Right now, this is even more true than it usually is, and even more important that your new sales hires can sell (possibly remotely, for a while) and deliver the results you need.
So, whether you are hiring right now, during our current pandemic crisis, or planning to ramp up or grow again as we move into an economic recovery, your hiring decisions for sales are going to be more critical than ever. You need to get it right.
Join Doug Wyatt and Mike Kunkle in this episode of Sales Enablement Straight Talk™, to learn how to implement a proven-effective system that combines selection methods to radically improve your hiring success.
Stop rolling the dice and hoping – and start hiring sales pros that deliver results!
How Distributors & Manufacturers Can Equip Their Sales Teams for Success
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Speaker
- David BaudersCEO, SPARXiQ
David Bauders’ singular goal is to help his clients sustainably create and capture higher economic value.
After beginning his career at IBM and Booz & Company, in 1993 David launched SPA (Strategic Pricing Associates, Inc.). Since that time, SPA has generated $100+ Billion of profitable growth for over six hundred organizations, including twenty-five Fortune 500 companies, and is a leading provider of profit-maximizing analytics.
David also recognized a consistently growing skills gap in sales forces’ ability to navigate evolving buyer practices in today’s disruptive digital economy: core selling skills, negotiation skills, financial acumen, strategic client-relationship building, and emotional intelligence. In 2015, he established a second company, SPASIGMA, to fill that gap, as well as distributed sales teams’ need to access virtual sales training and sales enablement support. Uniquely, SPASIGMA produces binge-worthy content in Hollywood, transforming expert content into today’s modern media formats.
In 2019, David merged both companies to create SPARXiQ. SPARXiQ provides integrated analytics and training solutions that accelerate sales performance, profitability and long-term enterprise value.
Distributors and manufacturers run their sales teams differently than the popular software companies out there. Their buyers and processes are different, so that means their tech stack and necessary skills are also different.
For this reason, even the best strategies that similar companies in other industries take don’t necessarily address the challenges distributors and manufacturers face with their sales process. We want to help sales and marketing professionals in these specific industries with actionable strategies.
Manufacturers and distributors need tools and strategies that work in their specific markets and sales situations. Watch the recording to discover how to equip your sales team to boost efficiency, productivity, and ultimately your bottom line!
How Sales Coaching Excellence Can Supercharge Your Sales Force
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Speakers
- Doug WyattDirector of Product Management, SPARXiQ
Doug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.
Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.
Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.
Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.
- Mike KunkleVP, Sales Effectiveness Services
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
Anecdotally, we all know it. Some have experienced it firsthand. Academic and corporate research supports it. Yes, sales coaching can make a significant improvement in the performance of your sales force.
But, as a Sales Enablement leader, how do you help your front line sales managers get the very best results possible for their time and effort? This is where many coaching initiatives fall short and often why they don’t stick. The potential is huge, but many don’t know how to realize it.
In this episode of Sales Enablement Straight Talk™, Doug and Mike share how you can help your managers:
- Use sales analytics to determine where to spend their coaching time to get the biggest impact
- Use the ROAM model with field observation to analyze the targeted performance gaps, validate root causes, and establish possible solutions
- Determine the best solutions – including the 1) best-practice content that will close the gap (the missing knowledge or skill) and 2) the best type of solution (training, coaching, or something else)
- Use simple field training and sales coaching models to support their reps in achieving skill mastery
- Establish a regular coaching cadence to help reps continue to develop skills and achieve their best possible results over time
Building Strong Customer Relationships in the Virtual Economy
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Speakers
Bianca LemaireTraining Instructor, SPARXiQ- Gerhard GschwandtnerFounder & CEO, Selling Power
Marc JablonTraining Instructor, SPARXiQ
Relationships have always been important in selling. Connections based on trust, integrity, and assisting in goal achievement remain one of the most important functions of a salesperson today. Yet, surprisingly, too many sales reps take relationship building for granted as something that just happens on its own.
While Coronavirus may have disrupted face-to-face interactions, the right relationship approaches are alive and well, even in the virtual economy. This webinar will focus on how sales professionals can build strong customer relationships, with or without face-to-face interaction.
Attend this webinar to learn:
- How to know where your key business relationships stand – are they as strong as you think?
- Relationship-building mindsets and strategies that work as well virtually as they do face-to-face
- The critical steps to building strong business relationships from the first interaction
- How the experience learning and teaching these topics has affected the day-to-day lives of these training instructors.
Revenue Challenge: Preparing Sales to Meet Evolving Buyers
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Speaker
- David BaudersCEO, SPARXiQ
David Bauders’ singular goal is to help his clients sustainably create and capture higher economic value.
After beginning his career at IBM and Booz & Company, in 1993 David launched SPA (Strategic Pricing Associates, Inc.). Since that time, SPA has generated $100+ Billion of profitable growth for over six hundred organizations, including twenty-five Fortune 500 companies, and is a leading provider of profit-maximizing analytics.
David also recognized a consistently growing skills gap in sales forces’ ability to navigate evolving buyer practices in today’s disruptive digital economy: core selling skills, negotiation skills, financial acumen, strategic client-relationship building, and emotional intelligence. In 2015, he established a second company, SPASIGMA, to fill that gap, as well as distributed sales teams’ need to access virtual sales training and sales enablement support. Uniquely, SPASIGMA produces binge-worthy content in Hollywood, transforming expert content into today’s modern media formats.
In 2019, David merged both companies to create SPARXiQ. SPARXiQ provides integrated analytics and training solutions that accelerate sales performance, profitability and long-term enterprise value.
After seemingly endless weeks of COVID-19 lockdown, the economy that eventually emerges will be quite different from the one we once knew. CFOs have an immediate need to ensure their companies protect revenue from their most valuable customers.
You’re inevitably asking yourself: Are our sales teams the right size for today and the right fit for tomorrow? Defining your Now > Next > Later is of utmost importance.
Top-line revenue for the remainder of 2020 is the hardest to predict and manage. Your sales teams need the right tools and approaches to boost sales productivity and value-add to successfully rebound from the economic fallout, while operating efficiently. Lean sales is the new norm.
Join AchieveNEXT CEO, Nick Araco, for an informative Q&A with David Bauders, CEO of SPARXiQ in a must-attend webinar that will help you make sense of the current, medium-term, and long-term issues and opportunities behind revenue protection and post-Covid growth, including:
- What playbook is your salesforce consistently executing on to protect and add economic value to the most important customer relationships?
- Do you have the right salespeople on the bus, in the right seats, to drive revenue in the new economy?
- How do you attract, hire and retain top performers?
- How can you cost-effectively train and develop salespeople in the age of social distancing?
Don’t miss the opportunity to define your Now > Next > Later to drive top line revenue.
The Renewed Importance of Relationships in the Age of High-Tech
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Speakers
Anita NielsenPresident, LDK Advisory Services, LLC.Anita Nielsen, the President of LDK Advisory Services, is a Sales Enablement Consultant and Coach with over 20 years-experience in B2B sales and sales support. As an advocate for sales professionals, Anita is dedicated to coaching and equipping them for long-term success. She is also the Author of the recent best-seller “Beat the Bots: How Your Humanity Can Future-Proof Your Tech Sales Career.” She holds a bachelor’s degree in psychology and an MBA from the New York Institute of Technology. Anita lives in Chicagoland with her husband and two teenaged children.
- Doug WyattDirector of Product Management, SPARXiQ
Doug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.
Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.
Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.
Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.
- Mike KunkleVP, Sales Effectiveness Services
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
Relationships have always been important in selling. We don’t mean the donut-delivering, golf-handicap tracking, back-slapping stereotypical sales behaviors, but connections based on trust, integrity, demonstrating other-centric behavior, keeping commitments, and supporting buyers and customers in achieving what matters most to them. And, of course, the deeper personal connections that form throughout that journey, not before it. The “Human Differentiators,” as we sometimes call them. We’ll discuss why this is now more important than ever – especially in the world of advancing technology (like AI, machine learning, robotic process automation, chatbots, and more) – and how you can differentiate your sales force and get better results because of it.
For this discussion on Sales Enablement Straight Talk™, Mike and Doug are pleased to be joined by sales enablement consultant, Anita Nielsen, author of the recent best-seller “Beat the Bots: How Your Humanity Can Future-Proof Your Tech Sales Career.
Surviving the COVID-19 Economy and Thriving During the Recovery
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Speaker
- David BaudersCEO, SPARXiQ
David Bauders’ singular goal is to help his clients sustainably create and capture higher economic value.
After beginning his career at IBM and Booz & Company, in 1993 David launched SPA (Strategic Pricing Associates, Inc.). Since that time, SPA has generated $100+ Billion of profitable growth for over six hundred organizations, including twenty-five Fortune 500 companies, and is a leading provider of profit-maximizing analytics.
David also recognized a consistently growing skills gap in sales forces’ ability to navigate evolving buyer practices in today’s disruptive digital economy: core selling skills, negotiation skills, financial acumen, strategic client-relationship building, and emotional intelligence. In 2015, he established a second company, SPASIGMA, to fill that gap, as well as distributed sales teams’ need to access virtual sales training and sales enablement support. Uniquely, SPASIGMA produces binge-worthy content in Hollywood, transforming expert content into today’s modern media formats.
In 2019, David merged both companies to create SPARXiQ. SPARXiQ provides integrated analytics and training solutions that accelerate sales performance, profitability and long-term enterprise value.
Join David Bauders, CEO of SPARXiQ, as he discusses a speedy, impactful path to adapting to this environment:
- An overview of the four critical business levers to defend cash and profitability
- Tips for right-sizing and optimizing sales resources
- Approaches for strengthening and defending strategic accounts
- Potential margin opportunities that don’t disrupt customer relationships
- Opportunities for controlling operating costs
- Building the sales foundation for a successful rebound
This webinar provides actionable steps that electrical distributors can take to weather the storm today and emerge stronger than ever as the recovery ramps up.
Delivering Effective Pricing Guidance to Your Salespeople with WPCRM and SPARXiQ Price Bands
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Speakers
Gregory SmithVP of Strategic Accounts & Partnerships, SPARXiQGregory has over thirty years of leadership experience in Electrical Distribution, as CEO or Senior Vice President. Greg’s responsibilities spanned Mergers & Acquisition, Sales & Marketing, brand management, corporate sponsorships, strategic pricing, vendor relations, contracts, rebates, and E-commerce strategies. Greg’s entrepreneurial spirit drove him to start and successfully run four different companies over the last thirty-five years.
Greg has appeared in an array of articles over the years about the electrical industry, especially around the subject of e-commerce, data analytics, and optimized pricing and the impact to margins. Greg sat on IMARK’s marketing committee for years, as well as holding a position on NAED Eastern Regional council and the NAED Board of Directors for several years.
James GerdesPresident & CEO, WebPresentedPresident and CEO of WebPresented, James Gerdes spent 5 years as a senior architect for a major ERP and has now been delivering solutions to customers for over 20 years. Uniquely positioned to understand wholesale distributors’ business and technological needs, James is a dynamic and insightful speaker.
Uncover a day in the life of a sales rep using WPCRM and how the SPARXiQ Price Bands seamlessly fits in to drive revenue and margin. SPARXiQ has partnered with WebPresented to integrate Price Bands into the WPCRM Quoting and CRM tool. This plugin helps your sales organization grow revenue and margin by providing users with pricing intelligence directly into quoting and order entry. In this webinar, explore the WPCRM platform and how the latest features, including SPARXiQ Price Bands, can help distributor sales reps maximize efficiency.
WayPoint Presents Switch by SPARXiQ
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Speaker
- David BaudersCEO, SPARXiQ
David Bauders’ singular goal is to help his clients sustainably create and capture higher economic value.
After beginning his career at IBM and Booz & Company, in 1993 David launched SPA (Strategic Pricing Associates, Inc.). Since that time, SPA has generated $100+ Billion of profitable growth for over six hundred organizations, including twenty-five Fortune 500 companies, and is a leading provider of profit-maximizing analytics.
David also recognized a consistently growing skills gap in sales forces’ ability to navigate evolving buyer practices in today’s disruptive digital economy: core selling skills, negotiation skills, financial acumen, strategic client-relationship building, and emotional intelligence. In 2015, he established a second company, SPASIGMA, to fill that gap, as well as distributed sales teams’ need to access virtual sales training and sales enablement support. Uniquely, SPASIGMA produces binge-worthy content in Hollywood, transforming expert content into today’s modern media formats.
In 2019, David merged both companies to create SPARXiQ. SPARXiQ provides integrated analytics and training solutions that accelerate sales performance, profitability and long-term enterprise value.
Modern Method for Resolving Buyer Concerns
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Speakers
- Mike KunkleVP, Sales Effectiveness Services
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
Tinique LendermanDirector of Sales Effectiveness Services, SPARXiQTinique is a sales enablement practitioner, trainer, coach, and program manager with years of experience providing impactful learning experiences and performance initiatives for thousands of sales professionals and leaders.
Since 1994, Tinique has worked with sales forces, leaders, and business stakeholders to deliver sales growth quickly through effective training and sales enablement best practices. She shifts the way that sales professionals and their managers think about their roles and delivers the uncommon sense that helps them maximize their influence, impact, and revenue.
As a sales trainer and coach, Tinique is known for her inspiring, dynamic, and humorous speaking style. With experience creating programs for sales onboarding, continuous learning, and leadership development, Tinique has delivered workshops on buyer-centric value selling, prospecting, opportunity management, resolving concerns, sales coaching, mentoring, presentation skills, as well as mindset, image, and career counseling. To get the best possible training results, Tinique has implemented multiple Sales Training Systems using The 5 Stages of Sales Mastery & Behavior Change.
As a sales enablement leader, Tinique has implemented The Building Blocks of Sales Enablement and guided organizations to establish effective sales enablement functions that deliver results by improving sales productivity, win-rates, sales velocity, and quota attainment.
Do you really believe that modern B2B buyers want you to resolve their concerns with “overcoming objections”? Can you imagine anything more combative?
In the sales profession, we’ve been using stereotypical sales language from 30 years ago for far too long.
Join Mike Kunkle and Tinique Lenderman in this episode of Sales Enablement Straight Talk™ to learn a better way to identify and resolve your buyers’ most pressing concerns. Your sales force will thank you, and so will your buyers.