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[/et_pb_code][/et_pb_column][/et_pb_row][/et_pb_section][et_pb_section fb_built=”1″ _builder_version=”3.22.3″ custom_padding=”0px|0px|0|0px|false|false” locked=”off” global_colors_info=”{}”][et_pb_row column_padding_mobile=”on” admin_label=”row” _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” custom_padding=”0px||0px|” locked=”off” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text admin_label=”Intro Paragraph” _builder_version=”4.0.6″ header_text_align=”center” background_size=”initial” background_position=”top_left” background_repeat=”repeat” module_alignment=”left” custom_margin=”30px||0px|” text_font_size_tablet=”” text_font_size_phone=”” text_font_size_last_edited=”on|tablet” global_colors_info=”{}”]C-Suite Chats With Christian Valiulis, May 2018
Our very own CRO, Christian Valiulis, is a member of the Forbes Business Development Council. Once a month, these members come together for Q&A sessions about relevant, important topics in the business world. The topics this month range from sales team success tips, to artificial intelligence (AI), to charitable work within organizations. Here’s what Christian had to say:[/et_pb_text][et_pb_divider show_divider=”off” _builder_version=”3.2″ global_colors_info=”{}”][/et_pb_divider][/et_pb_column][/et_pb_row][et_pb_row column_structure=”1_3,2_3″ _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” locked=”off” global_colors_info=”{}”][et_pb_column type=”1_3″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_blurb use_icon=”on” font_icon=”||divi||400″ content_max_width=”1100px” admin_label=”Question 2″ _builder_version=”4.13.0″ header_font=”museo_sans_300||||||||” header_text_align=”left” global_colors_info=”{}”]1. AI is being adopted in a myriad of industries this year. How can you use AI so that your sales team can achieve better results more predictably?
[/et_pb_blurb][/et_pb_column][et_pb_column type=”2_3″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_divider show_divider=”off” _builder_version=”3.2″ global_colors_info=”{}”][/et_pb_divider][et_pb_text quote_border_color=”#6cadbb” _builder_version=”3.27.4″ quote_font=”museo_sans_300||||||||” global_colors_info=”{}”]
Christian: Use Data to Predict Target Sales
The key to success predictability driven by AI is data. Quality data inputted yields valuable information like buying trends, likelihood to close, and industry specifics. This allows sales reps to determine what phase of the buying process prospects are in and if their interest is genuine or they’re merely info searching and self-educating. AI supports more concentrated efforts where it counts.
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Check out this Forbes article, Adopting AI Into Your Business Can Strengthen Sales, to see how Christian and other Business Development Council members have used AI in their organizations.
[/et_pb_blurb][/et_pb_column][/et_pb_row][et_pb_row column_structure=”1_3,2_3″ _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” locked=”off” global_colors_info=”{}”][et_pb_column type=”1_3″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_blurb use_icon=”on” font_icon=”||divi||400″ icon_color=”#64c6bf” content_max_width=”1100px” admin_label=”Question 3″ _builder_version=”4.13.0″ header_font=”museo_sans_300||||||||” header_text_align=”left” global_colors_info=”{}”]2. Now that Salesforce has announced that it is teaming up with United Way to create a philanthropic cloud, what is the best way for biz dev professionals to promote charitable work inside their sales organizations?
[/et_pb_blurb][/et_pb_column][et_pb_column type=”2_3″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_divider show_divider=”off” _builder_version=”3.2″ global_colors_info=”{}”][/et_pb_divider][et_pb_text quote_border_color=”#6cadbb” _builder_version=”3.27.4″ quote_font=”museo_sans_300||||||||” global_colors_info=”{}”]
Christian: Think Local
For mid-market companies like APS, it’s important to first start the giving initiative locally. Getting our staff members, executives, and even clients involved in charitable efforts gives everyone in our business an opportunity to give back. Fundraising competitions or seasonal donations encourage company-wide bonding and cultivates a positive work culture.
[/et_pb_text][/et_pb_column][/et_pb_row][et_pb_row _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” locked=”off” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_blurb content_max_width=”816px” admin_label=”Forbes Article” _builder_version=”4.13.0″ body_text_align=”left” box_shadow_style=”preset1″ global_colors_info=”{}”]
Check out this Forbes article, Six Ways For Business Development Pros To Promote Charitable Work, to see what Christian and other Business Development Council members had to say on how to encourage charitable efforts within your sales team.
[/et_pb_blurb][/et_pb_column][/et_pb_row][et_pb_row column_structure=”1_3,2_3″ _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” locked=”off” global_colors_info=”{}”][et_pb_column type=”1_3″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_blurb use_icon=”on” font_icon=”||divi||400″ icon_color=”#338dcc” content_max_width=”1100px” admin_label=”Question 4″ _builder_version=”4.13.0″ header_font=”museo_sans_300||||||||” header_text_align=”left” global_colors_info=”{}”]3. Training new sales hires can be difficult. What’s the most effective sales training technique that you use?
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Christian: Focus On Coaching Rather Than Training
There is a big difference between training a sales hire and coaching a sales hire. During training, they are learning and absorbing knowledge you offer them. During one on one coaching and role playing, on the other hand, they are putting into practice the knowledge you’ve imparted to them. The key difference is that through coaching, they are learning it, practicing it, and competing with it.
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Check out this Forbes article, 13 Winning Sales Training Techniques, to see where Christian and other Business Development Council members have found success when training their sales staff.
[/et_pb_blurb][/et_pb_column][/et_pb_row][et_pb_row column_structure=”1_3,2_3″ _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” locked=”off” global_colors_info=”{}”][et_pb_column type=”1_3″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_blurb use_icon=”on” font_icon=”||divi||400″ icon_color=”#47c3cd” content_max_width=”1100px” admin_label=”Question 5″ _builder_version=”4.13.0″ header_font=”museo_sans_300||||||||” header_text_align=”left” global_colors_info=”{}”]4. Preparing your sales staff to sell well is critical in building a successful business. Given the number of ways you can prepare your team, what does sales enablement mean to you?
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Christian: A Guide For Their Actions
A puppeteer can give team members a puppet, provide a backdrop and stage, and expect a show. That doesn’t mean it will be a success. They may not know how to manipulate their actions or which strings to pull at the appropriate times to achieve the desired result, despite having all the necessary tools. Sales enablement is learning which strings (prospects) to pull and which won’t be successful.
[/et_pb_text][/et_pb_column][/et_pb_row][et_pb_row _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” locked=”off” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_blurb content_max_width=”816px” admin_label=”Forbes Article” _builder_version=”4.13.0″ body_text_align=”left” box_shadow_style=”preset1″ global_colors_info=”{}”]
Check out this Forbes article, What Does Sale Enablement Look Like When Training A Successful Team?, to see what sales enablement means to Christian and other Business Development Council members.
[/et_pb_blurb][et_pb_divider show_divider=”off” _builder_version=”3.2″ global_colors_info=”{}”][/et_pb_divider][/et_pb_column][/et_pb_row][et_pb_row column_structure=”1_3,2_3″ _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” locked=”off” global_colors_info=”{}”][et_pb_column type=”1_3″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_blurb use_icon=”on” font_icon=”||divi||400″ icon_color=”#6cadbb” content_max_width=”1100px” admin_label=”Question 1″ _builder_version=”4.13.0″ header_level=”h2″ header_font=”museo_sans_300||||||||” header_text_align=”left” global_colors_info=”{}”]5. What’s the best way you’ve found to organize and optimize sales territories?
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Christian: Utilize A Self-Healing System
In my experience, a self-healing system is more effective than geographically split sales territories as skill sets don’t always translate across territories. This method naturally favors those who take initiative and close deals while putting those who don’t at a disadvantage. Sales reps are more incentivized to close deals when artificial barriers like geographic limitations are eliminated.
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About Forbes Business Development Council:
Forbes Business Development Council is an invitation-only organization for senior-level sales and business development executives. Find out if you qualify at forbesbizdevcouncil.com/qualify.
About Christian Valiulis
Chief Revenue Officer Christian Valiulis at APS is a member of the Forbes Business Development Council. As a national human capital management and full-service payroll processing company, APS delivers a unified cloud solution backed by guaranteed payroll tax compliance services. Christian oversees marketing and sales, channel partnerships, and strategic product and service alliances. Connect with him on LinkedIn to stay up-to-date with his most recent publications.
[/et_pb_text][et_pb_divider color=”#42c2cd” _builder_version=”3.23.4″ height=”0px” locked=”off” global_colors_info=”{}”][/et_pb_divider][/et_pb_column][/et_pb_row][/et_pb_section][et_pb_section fb_built=”1″ disabled_on=”on|on|on” _builder_version=”4.0.1″ custom_padding=”0px||0px|||” disabled=”on” global_module=”37542″ locked=”off” global_colors_info=”{}”][et_pb_row _builder_version=”4.2.2″ global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.2.2″ global_colors_info=”{}”][et_pb_text _builder_version=”4.2.2″ text_font=”||||||||” text_font_size=”18px” header_font=”||||||||” header_3_font=”||||||||” text_font_size_tablet=”16px” text_font_size_phone=”” text_font_size_last_edited=”on|phone” z_index_tablet=”500″ global_colors_info=”{}”]
The APS Experience
[/et_pb_text][/et_pb_column][/et_pb_row][et_pb_row column_structure=”1_3,1_3,1_3″ module_class=”support” _builder_version=”3.29.3″ global_colors_info=”{}”][et_pb_column type=”1_3″ _builder_version=”3.29.3″ global_colors_info=”{}”][et_pb_blurb title=”Training” image=”https://apspayroll.com/wp-content/uploads/2019/04/icon-1-1.png” alt=”icon-1-1″ icon_placement=”left” image_icon_width=”50px” _builder_version=”4.13.0″ header_font=”|700|||||||” header_text_color=”#205160″ header_font_size=”26px” body_font=”Museo Sans 700||||||||” body_font_size=”14px” custom_margin=”||20px|” custom_padding=”|||” animation=”off” header_font_size_tablet=”” header_font_size_phone=”20px” header_font_size_last_edited=”on|phone” custom_css_blurb_image=”width:50px;||” image_max_width=”50px” locked=”off” global_colors_info=”{}”][/et_pb_blurb][et_pb_text _builder_version=”3.29.3″ text_font=”||||||||” text_font_size=”18px” header_font=”||||||||” header_3_font=”||||||||” text_font_size_tablet=”16px” text_font_size_phone=”” text_font_size_last_edited=”on|phone” z_index_tablet=”500″ locked=”off” global_colors_info=”{}”]Receive lifetime training from our team of experts to help you master the APS system at no additional cost to you.[/et_pb_text][/et_pb_column][et_pb_column type=”1_3″ _builder_version=”3.29.3″ global_colors_info=”{}”][et_pb_blurb title=”Support” image=”https://apspayroll.com/wp-content/uploads/2019/04/icon-2-1.png” alt=”icon-2-1″ icon_placement=”left” image_icon_width=”50px” _builder_version=”4.13.0″ header_font=”|700|||||||” header_text_color=”#205160″ header_font_size=”25px” custom_margin=”||20px|” animation=”off” header_font_size_tablet=”” header_font_size_phone=”20px” header_font_size_last_edited=”on|phone” custom_css_blurb_image=”width:50px;” image_max_width=”50px” locked=”off” global_colors_info=”{}”][/et_pb_blurb][et_pb_text _builder_version=”3.29.3″ text_font=”||||||||” text_font_size=”18px” header_font=”||||||||” header_3_font=”||||||||” text_font_size_tablet=”16px” text_font_size_phone=”” text_font_size_last_edited=”on|phone” z_index_tablet=”500″ locked=”off” global_colors_info=”{}”]Your dedicated support team is just a phone call, email, or support request away to answer any questions you may have.[/et_pb_text][/et_pb_column][et_pb_column type=”1_3″ _builder_version=”3.29.3″ global_colors_info=”{}”][et_pb_blurb title=”Success” image=”https://apspayroll.com/wp-content/uploads/2019/04/icon-3-2.png” alt=”Employee Communication” icon_placement=”left” image_icon_width=”50px” _builder_version=”4.13.0″ header_font=”|700|||||||” header_text_color=”#205160″ header_font_size=”25px” custom_margin=”||20px|” animation=”off” header_font_size_tablet=”” header_font_size_phone=”20px” header_font_size_last_edited=”on|phone” custom_css_blurb_image=”width:50px;” border_color_all_image=”#42c2cd” image_max_width=”50px” locked=”off” global_colors_info=”{}”][/et_pb_blurb][et_pb_text _builder_version=”3.29.3″ text_font=”Museo Sans 300||||||||” text_font_size=”18px” header_font=”Museo Sans 700||||||||” custom_margin=”||” text_font_size_tablet=”” text_font_size_phone=”16px” text_font_size_last_edited=”on|phone” locked=”off” global_colors_info=”{}”]Work with APS experts who understand your business, your challenges, and your goals for a quicker return on your investment.[/et_pb_text][/et_pb_column][/et_pb_row][/et_pb_section][et_pb_section fb_built=”1″ custom_padding_last_edited=”on|tablet” _builder_version=”3.22.3″ custom_padding=”0px||0px|||” custom_padding_tablet=”20px||0px” custom_padding_phone=”” locked=”off” global_colors_info=”{}”][et_pb_row column_structure=”1_2,1_2″ disabled_on=”on|on|on” module_class=”subscribe-search” _builder_version=”3.22.7″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” width=”90%” custom_padding=”54px||0px|||” disabled=”on” global_module=”31545″ saved_tabs=”all” locked=”off” global_colors_info=”{}”][et_pb_column type=”1_2″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”3.27.4″ text_font=”||||||||” text_font_size=”18px” header_font=”||||||||” header_3_font=”||||||||” text_font_size_tablet=”16px” text_font_size_phone=”” text_font_size_last_edited=”on|phone” z_index_tablet=”500″ global_colors_info=”{}”]
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