Are You Selling the Way Your Customers Are Buying? Strategies to Align Your Sales Process with Your Customer
Date and TimeThu, Jan 16, 2014 at 10AM Pacific / 1PM Eastern
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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 David Yesford
About Michael Leimbach, Ph.D.
Michael Leimbach, Ph.D., is Vice President of Global Research and Development for Wilson Learning Worldwide. With more than 35 years in the field, Dr. Leimbach provides leadership for researching and designing Wilson Learning’s diagnostic, learning, and sales performance capabilities and has managed major research studies in sales, leadership, and organizational effectiveness. He also developed Wilson Learning’s impact evaluation capability and return on investment models. Dr. Leimbach has served as a research consultant for a wide variety of global client organizations, is Editor-in-Chief for a major professional journal, and serves on the ISO Technical Committee on Quality Standards for Learning Service Providers. Dr. Leimbach has coauthored four books, published more than 100 professional articles, and is a frequent speaker at national and global conferences.