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Who’s driving the sales process? Today, it’s the customer.
Changes in the buying process are creating fundamental changes in the sales process. In fact, a sales process is not what salespeople need; today they need a way to facilitate the buying process. From the outset, buyers are in charge of the speed and direction of the process. They gather information about available solutions, screen potential providers, and select those providers they want to consider. Decision teams are the new norm, especially for strategically important buying decisions. Then the decision is handed off to Procurement departments who manage the actual purchase.
In this environment, how do salespeople differentiate their companies and themselves? Successful salespeople have learned to align their sales process with how the customer wants to buy. In this webcast learn how to help salespeople get a strong foothold in today’s buy–sell relationship. We will examine:
What it takes for salespeople to establish themselves as trusted advisors
How to move from discovering customer wants to helping customers uncover key gaps with clear motivation to fix the gaps
Key steps salespeople need to take to alter their sales process to align with their customers
With greater insight into today’s buying process, salespeople can understand how customers want and need to buy, adjusting their process to dramatically increase their sales results.
Who should attend: VP of Sales, RVPs, SVPs, Sales Managers & Team Leads, CLOs, COOs
About Michael Leimbach, Ph.D.,
Michael Leimbach is Vice President of Global Research and Development for Wilson Learning Worldwide. With over 25 years in the field, Michael provides leadership for researching and designing Wilson Learning’s diagnostic, learning, and performance improvement capabilities. Dr. Leimbach has managed major research studies in sales, leadership, and organizational effectiveness. He has developed Wilson Learning’s Impact Evaluation capability and return on investment models.
About David Yesford
David Yesford is Senior Vice President of Global Marketing and Support for Wilson Learning Worldwide. With over 27 years of experience developing and implementing human performance solutions around the world, David Yesford brings valuable experience, strategic direction, and global perspective.
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