Sales Methodology as the Force Multiplier
Speakers
Sr. VP, Wilson Learning Worldwide
President, Strategic Enhancement Group, Inc.
Webinar Recording Details
-
Date and TimeWed, Nov 11, 2020 at 11AM Pacific / 2PM Eastern
-
Duration1 Hour
-
Cost$0 (Free)
-
Want Access?Register to view the recording.
Handouts
Handouts will be available when you log in to the webinar.
Watch for a prompt from the moderator upon login.
Watch for a prompt from the moderator upon login.
Description
As the marketplace spends significant amounts of money on tools to support the sales process, there still seems to be a troubling fact: more than half of salespeople miss their quota. The sales process or even the technology might not be the issue; often, it is an absence of an effective sales methodology.
Most salespeople follow a sales process to facilitate the buy/sell process. While the degree of formality and number of sales process steps varies, most (if not all) B2B sales organizations have clearly delineated sales process stages and associated activities. The sales process specifies the what of moving a deal from prospecting to the close and, ideally, to repeat business.
On the other hand, sales methodology is the how of selling. Sales methodologies are the way that effective salespeople establish strong, productive working relationships with customers, discover what matters to them and why, and then provide solutions for their top priorities.
We will share with you a sales methodology that has been proven to increase sales and achieve quota by 54%.
In this webinar, we will examine how to:
Most salespeople follow a sales process to facilitate the buy/sell process. While the degree of formality and number of sales process steps varies, most (if not all) B2B sales organizations have clearly delineated sales process stages and associated activities. The sales process specifies the what of moving a deal from prospecting to the close and, ideally, to repeat business.
On the other hand, sales methodology is the how of selling. Sales methodologies are the way that effective salespeople establish strong, productive working relationships with customers, discover what matters to them and why, and then provide solutions for their top priorities.
We will share with you a sales methodology that has been proven to increase sales and achieve quota by 54%.
In this webinar, we will examine how to:
- Recognize the critical elements needed to build the mindset of a trusted advisor
- Gain insight into the key skills you need to uncover customers’ specific business challenges and create solutions they value
- Understand steps you can take to help the customer recognize the benefit you bring and how to leverage your expertise to their advantage
About David Yesford
David Yesford is Senior Vice President of Wilson Learning Worldwide. With more than 33 years of experience developing and implementing human performance improvement solutions around the world, Mr. Yesford brings valuable experience, strategic direction, and global perspective to his work. Over the years, he has held strategic roles in Wilson Learning Worldwide’s core content areas of sales and leadership, as well as e-learning and strategic consulting. Mr. Yesford is the contributing author of several books including Win-Win Selling, Versatile Selling, The Social Styles Handbook, and The Sales Training Book 2. He has also been published in numerous business publications throughout the United States, Europe, Latin America, and Asia Pacific. Mr. Yesford frequently speaks at international engagements, focusing on issues such as sales and sales strategy, leadership, employee and customer engagement, brand, and strategy implementation.
About Andrea McOwen
Andrea McOwen has over 30 years of sales and overall business experience and has been with Strategic Enhancement Group, a Wilson Learning Authorized Distributor, for 28 years. As the President of Strategic Enhancement Group she is leading the day to day and future direction of the company. Andrea manages the business relationships with Strategic Enhancement Group’s international business partners and coordinates the appropriate resources needed around the world to meet our global clients’ needs. Andrea has managed large global implementations for many diverse global clients and is experienced managing projects in 36 countries in every region of the world. Andrea has a strong foundation in sales, service and management
Sponsored By
