SMMConnect presents a complimentary webinar             Why Sales 101 Doesn’t Work Anymore             Dave Stein, CEO and...
Session Description:Selling in today’s hyper-competitive business environment forces sales teams to    gain and maintain n...
1. Financial and business acumen. Due to the significant demands for cost andvalue justification and the tremendous resist...
During this session we will explore these three areas of competitive sellingadvantage and discuss how to assess a sales te...
About Dave SteinDave Stein, CEO and Founder of ES Research Group, Inc., is recognized as the   world’s leading independent...
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Why Sales 101 Doesn’t Work Anymore

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Selling in today’s hyper-competitive business environment forces sales teams to gain and maintain new capabilities. Sure, basic Sales 101 is required.  If a sales person doesn’t possess those basic skills they are not going to perform to expectations.  But the problem doesn’t stop there.  A sales person with excellent basic skills pursuing business against another sales person with the same basic skills will not have any competitive advantage.   ES Research’s ongoing research based on our work with companies across many industries in many geographies has yielded some potential areas for significant competitive advantage.  ESR now recognizes that there are three skill areas that can be significantly leveraged for a greater degree of performance, depending on the industry.

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Why Sales 101 Doesn’t Work Anymore

  1. 1. SMMConnect presents a complimentary webinar Why Sales 101 Doesn’t Work Anymore Dave Stein, CEO and Founder of ES Research Group, Inc. Thursday, September 13, 2012 10 AM / 1:00 PM Eastern (60 Minute Session) REGISTER or VIEW RECORDING: http://bit.ly/RhR8Ce
  2. 2. Session Description:Selling in today’s hyper-competitive business environment forces sales teams to gain and maintain new capabilities. Sure, basic Sales 101 is required. If a sales person doesn’t possess those basic skills they are not going to perform to expectations. But the problem doesn’t stop there. A sales person with excellent basic skills pursuing business against another sales person with the same basic skills will not have any competitive advantage. ES Research’s ongoing research based on our work with companies across many industries in many geographies has yielded some potential areas for significant competitive advantage. ESR now recognizes that there are three skill areas that can be significantly leveraged for a greater degree of performance, depending on the industry. REGISTER or VIEW RECORDING: http://bit.ly/RhR8Ce
  3. 3. 1. Financial and business acumen. Due to the significant demands for cost andvalue justification and the tremendous resistance of corporate procurementorganizations, salespeople need to be better prepare to present their solutionsin financial terms to finance people and business managers.2. Political selling (leveraging corporate politics) Although vendor evaluationsand selections appear to be unbiased and fair, post-mortems on lost businessreveal that decisions are often made for political reasons, then justified withlogic. Sales professionals with the ability to understand and leverage politicalsituations fare far better than those who don’t.3. Competitive strategies and tactics. Competing today isn’t just about whatyou sell. It’s about how you sell it, and protecting yourself from competitiveattack, understanding the competitor’s selling strategy, and having anunbeatable sales plan are what helps win the million dollar deals (and smallerones as well) REGISTER or VIEW RECORDING: http://bit.ly/RhR8Ce
  4. 4. During this session we will explore these three areas of competitive sellingadvantage and discuss how to assess a sales team’s needs for these capabilities.Specifically you will:· Learn the 2 flavors of corporate politics and the risks and rewards associatedwith each· Discover the 10 political selling competencies· See why effective political selling will yield as many as 8 significant outcomes· Learn what financial acumen is and 8 areas of leverage it will provide· Understand what specific competitive strategies and tactics are and 5 criticalcompetencies· Be provided with a tool to assess your sales team’s advanced sellingcapabilities. REGISTER or VIEW RECORDING: http://bit.ly/RhR8Ce
  5. 5. About Dave SteinDave Stein, CEO and Founder of ES Research Group, Inc., is recognized as the world’s leading independent expert on sales training. His research and advisory firm profiles, evaluates, and compares sales training programs and the companies that provide them. His blog is widely read by both sales training providers and sales training buyers worldwide. REGISTER or VIEW RECORDING: http://bit.ly/RhR8Ce

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