6 Steps to Transition to Buyer-Centric Selling


Mk bio headshot (2)
VP, Sales Effectiveness Services, SPARXiQ
Director of Product Management, SPARXiQ
Webinar Recording Details
  • Date and Time
    Wed, Dec 16, 2020 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.



70% of today’s buyers wait until they have fully defined needs, and 44% identify the best solution on their own before engaging with sellers. As modern buyers embrace self-service (via the internet, social media, etc.) for much of their buyers’ journey, traditional selling techniques just aren’t cutting it anymore.

Being buyer-centric may be the single most impactful thing you can do to radically transform your sales force and the results they produce for your company. Buyer-centric selling is about selling the way modern buyers want to buy. This helps salespeople earn their buyers’ trust and become consultative problem-solvers.

Attend this Sales Enablement Straight Talk webinar with Mike and Doug to learn how to infuse buyer-centric thinking and behavior in everything you do throughout the entire sales cycle.

You’ll come away with modern sales techniques to:
  • Understand your buyers and decision makers
  • Flip the script to buyer-centric messaging
  • Do exceptional discovery to uncover true buyer needs
  • Qualify and ensure your solution’s alignment
  • Co-create solutions to solve buyers’ specific problems
  • Manage the process and meet decision criteria

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 Effectiveness Services for SPARXiQ, 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 SPARXiQ 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.