In this high-energy, inspirational keynote, Jessica Stokes takes your audience on an unprecedented journey into the mindsets and core disciplines of the highest-earning sales professionals.

Jessica walks audience members step-by-step through the five disciplines of these ultra-high performers.

Your audience will learn:

• Time Discipline

• Pipeline Discipline

• Probability Discipline

• Emotional Discipline

• People Discipline

Expected Outcomes
As Jessica Stokes weaves these powerful lessons into engaging stories, your audience will laugh and be inspired to take action as they gain deep insight into the activities that maximize sales productivity, along with tactics and techniques for applying these disciplines in the real world.

Based on Jeb Blount’s mega-bestselling book Fanatical Prospecting, this powerful, high-impact keynote will inspire your audience to think differently about sales prospecting and embrace consistent prospecting activity.

Jessica Stokes pulls no punches as she delivers the cold, hard truth that “the number one reason for failure in sales is the failure to prospect for new opportunities consistently.”

She draws the audience in with examples, stories, and lessons that teach a systematic process and framework for identifying, engaging, and moving high-value, qualified prospects into the sales pipeline, including:

• Leveraging an omni-channel approach and sequencing to increase the probability of engaging the right prospects at the right time with the right message.

• Understanding how a full pipeline makes sales professionals better closers and negotiators.

• Applying time management, targeting, and qualifying strategies to accomplish more prospecting activity in less time, with better outcomes.

• Crafting relevant messages that reduce resistance and compel prospects to engage.

• Adopting the core mindsets of fanatical prospectors.

Expected Outcomes
This dynamic keynote will inspire your audience to transform their approach to sales prospecting and take consistent action. They will gain actionable tactics, tools, and techniques to become more proactive, confident, and successful in driving new business opportunities.

Legions of salespeople are coming face to face with a cold, hard truth: what once gave salespeople a competitive edge, controlling the sales process, command of product knowledge, and a great presentation are no longer guarantees of success.

A relentless onslaught of “me-too” competitors has made differentiating on products, services, and prices more challenging than ever. Buyers’ expectations have changed. They demand more than a canned pitch, they want a better buying experience.

In this provocative keynote, Jessica Stokes builds the case for why the buyer’s emotional experience during the buying journey is a more consistent predictor of outcome than any other variable. Through engaging stories and illustrations, Jessica Stokes demonstrates why sales professionals with high sales-specific emotional intelligence (Sales EQ) consistently outperform their peers.

Your audience will learn:

• The key elements of high Sales EQ.

• Why emotional discipline is at the heart of sales success and how to manage the seven disruptive emotions that derail salespeople.

• How to answer each buyer’s five most important questions so that it becomes nearly impossible for them to say no.

• The neuroscience of influence, gaining control of sales conversations and advancing opportunities through the pipeline.

• How to compel buyers to lean in, grab their attention, and keep them engaged.

Expected Outcomes
This entertaining and educational keynote takes your audience on a fascinating journey into the new psychology of sales and the real science behind influence, persuasion, and shaping buying decisions. They’ll learn the secrets to building deep relationships, keeping stakeholders engaged, and differentiating from competitors by delivering a legendary buying experience.

For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to avoiding the inevitable rejection.

But there is no avoiding rejection in sales. To be successful, sales professionals must learn to face rejection, effectively handle objections, and keep moving.

Jessica Stokes comes right out of the box to address the truth about rejection: we fear it more than death, and unchecked, the fear of rejection can become a debilitating demotivator for sales professionals that leads to failure. Yet, the fear of rejection isn’t an irrational psychological disorder. Instead, it’s a natural human reaction based on neuroscience.

Then, Jessica Stokes deftly leverages edge-of-your-seat stories of persistence and overcoming gut-wrenching emotional obstacles to give the audience the keys to pushing through fear, becoming rejection-proof, and developing an unstoppable mindset.

Finally, through live audience interaction, Jessica Stokes demonstrates how, by combining this new awareness with proven objection turn-around frameworks and techniques, salespeople can rise above their disruptive emotions and quickly turn no into yes.

The audience will learn:

• The most important discipline in sales and why persistence is a meta-skill in the new, hyper-competitive marketplace.

• The science behind the hurt and how to become rejection-proof.

• Why buyers resist and throw out objections.

• How to use the Ledge Technique to instantly gain control of disruptive emotions and respond to any objection with poise.

• Proven objection turn-around frameworks that give sellers confidence and control without sounding phony.

Expected Outcomes
The audience will walk away with the confidence to face and effectively handle objections in any selling situation.