Sales organizations competing in increasingly commoditized markets seek ways to elevate the sales conversation, sell higher in the organization, and participate earlier in the buying cycle. In short, they seek entirely new ways of engaging prospects.
Similarly, buyers are looking for new ways to interact with partners. More than 230 decision makers around the world were asked what criteria they use when choosing an outside supplier; their answers offered several surprises. The top criteria were “Knows my business” and “Knows my industry.” The bottom criterion? “Knows me.” Buyers are looking for performance improvement insight; relationship selling is no longer enough. In its place, a new style of selling is emerging. This sales approach requires salespeople to put novel ideas on the table that impact a customer’s key business drivers, and to mobilize the customer to act upon these ideas. It requires advanced selling skills that are neither intuitively obvious nor easy to develop.
This Sales Management Association webcast provides practical examples of how organizations are successfully applying this approach to create new opportunities and sell higher.
Join us to hear:
- Insight from a recent global survey on what it takes to get to the table with senior-level decision makers; and
- How Siemens creates new and larger sales opportunities by educating prospective customers and provoking new thinking about business opportunities and risks; and
- The critical role sales leaders play in executing a point of view selling strategy
Speakers:
Jeffrey Baker, Vice President and Practice Leader - Sales Effectiveness, The Forum Corporation
Adrian Logan, Sales Programme Executive, Siemens
