Why Relationship Selling isn’t Dead and How it Supports Modern Buying
Date and TimeWed, Sep 18, 2019 at 11AM Pacific / 2PM Eastern
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You’ve heard that Relationship Selling is dead, right? Well, maybe…
If you mean the old-style, wine-and-dine, golf-course, donut-delivering customer schmoozing, yeah, you’re right. It’s dead and it should be.
But, if you mean getting to know your customer’s Goals, Passions and Struggles (GPS) and establishing Credibility through Integrity and Authenticity (CIA), you would be dead wrong. This is the type of relationship selling that is – or should be – alive and well.
Do Modern Buyers need more than relationships? Of course, they do. They also need trusted advisors who can solve their pressing problems, enable opportunities, and help them achieve their desired outcomes. But decisions, even business decisions, are still made emotionally as well as logically, and personal needs do play a role, too – as does trust.
To learn more about how to maximize relationships with your modern buyers the right way, join sales experts Mike Kunkle, Doug Wyatt, and Jason Levinson in this webinar, where your questions are welcomed and expected.
About Mike Kunkle
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and sales enablement expert. He’s spent 34 years in the sales profession and 24 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class learning strategies and his proven-effective sales transformation methodologies. Today, Mike is the Vice President of Sales Enablement Services for SPA and SPASIGMA, where he advises clients, writes, speaks, leads webinars, publishes sales training courses, and designs sales enablement systems that get results.
You can connect with Mike on LinkedIn or follow him on Twitter at @Mike_Kunkle.
About Doug Wyatt
Doug Wyatt spent 10 years in an industrial B2B sales organization where he developed a suite of skills training and tools to drive revenue growth.
His initiatives established a track record of providing significant impacts in the performance of new sellers and veterans alike. Since joining SPA and SPASIGMA as Director of Sales Enablement, Doug has worked closely with clients to equip their sales teams with strategies, tools, and training needed to retain and grow revenue in today's evolving B2B marketplace. He has spoken at national sales industry conferences and led hands-on workshops to help attendees approach their own sales enablement and training efforts strategically. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner. Currently he is developing a number of training courses and sales analytics tools designed to accelerate growth in industrial B2B organizations.
About Jason Levinson
Jason Levinson has enjoyed parallel careers in business and entertainment.
He cut his teeth in sales as a real estate broker and sales manager in Manhattan while performing with an Emmy-winning comedy troupe off-Broadway at night and operating online businesses during late-night. Since 2010, Jason has applied entertainment-industry techniques to create compelling content and conduct engaging business training for companies large and small, all over the world. Jason has been the instructor of choice for numerous companies and organizations, most notably, NASA. He is also an award-winning content creator and filmmaker. Jason has written projects for NBC, made appearances on NPR, was a 6-time panelist on the HBO series "Chat Zone," and has written and directed numerous plays and short films that have been featured in festivals from Los Angeles to New York. Jason has an 11-year-old step-daughter, a 3-year-old daughter, and a newborn son. He splits his time between Winston-Salem, NC and Los Angeles, CA.