Complimentary Messaging Help
In support of sales organizations looking to be poised and ready for our country's reopening, Bill Walton Sales Training is offering a set of complimentary tools for prospecting. Areas will include message support, email structure and contact management tips. First Series: free taglines.

Video #3: Sales Leader as Pivot Point - If salespeople ever needed their manager it's now. In this video we chronicle four competencies of crisis-hardened sales managers:

• Enabler of Success
• Business Operator
• Visionary
• Expert

These complementary competencies are critical for keeping sales teams focused and their spirits high.  You'll also learn valuable ways for reinforcing the need to calibrate the right approach with prospects and clients. This video will also speak to four proven pipeline management tips to keep opportunity flowing. 

Video with Bill Walton - Making the Shift to Virtual Learning for Sales:                                         Most companies have invested in great content suited to their sales process and their people. But classroom learning is not a 1:1 transference when going virtual. Listen to Bill Walton as he talks about his firm's process for creating and delivering engaging virtual learning experiences for sales with the "Define, Train and Sustain" approach. 

Video #1: Selling During Times of Crisis: Watch my video as I describe the mindset and tactics for selling during times of crisis. I'll speak to a need for high empathy, the need to go deep in your business acumen, and the need to reach out to your centers of influence with a "giving hand" mindset. Send me your feedback at bwalton@billwaltonsalestraining.com.

​The current COVID-19 Pandemic is forcing us all to shift – personally and professionally. With lockdowns in affect in most states and municipalities, workers of all types are being forced into remote work. For some, it’s no big deal. For others, it’s a huge transition as limited human contact, lack of access to printers, and the removal of informal networks is now gone. 

March 16, 2020: As we enter another week of our National Emergency surrounding COVID-19, I wanted to share with you a few tips that may help us all better manage ourselves, our loved ones and our businesses over the coming weeks. We are featuring an online event at the end of the month that will delve deeper into these areas where we'll help you leverage your energy versus your time to achieve personal success and renewal.

For those selling personal insurance solutions, commitment from high net worth prospects can be tough to come by.  But it’s not impossible. The HNW prospects we speak with continue to articulate that they want counsel and advice on new insurance solutions, but they're not getting it in the way they want it. From our research, high net worth individuals value three things deeply: 

1. Help me understand what I need...specifically
2. I value advice but I also value choice and control
3. I need to feel I made the right choice and my time was and is well spent

So in your HNW prospecting efforts, the approach needs to be more than dialing for dollars and a reliance on COI referrals. The competition does this. Rather it needs to feel and sound like an intentional process that's tailored toward a client type, with a hypothesis or insight in mind that your prospect would likely find valuable. In a way, it’s about knowing more to mean more – a process that leverages your own "issue fluency" to start a conversation. 

Want more? Please visit  www.billwaltonsalestraining.com  and download our newest Whitepaper on prospecting in the High Net Worth Segment or reach out to Bill Walton at bwalton@billwaltonsalestraining.com. 

For more information regarding this Executive Briefing or for programs to help you grow in 2020, contact Bill Walton at bwalton@billwaltonsalestraining.com or visit us at www.billwaltonsalestraining.com .