Workshop: Putting Sales People in Front of Decision-Makers: How Great Sales Organizations Make It Happen

15 October 2015


Executive-level decision makers are adept at repelling salespeople. It's a skill borne of necessity. Most salespeople arrive ill-prepared, waste time in meetings, and add little value as potential suppliers. But there are exceptions...

In fact, a few salespeople have no trouble at all connecting with decision-makers. These salespeople run meetings differently. They know their customers' business, arrive prepared with insight and actionable ideas, and target relevant challenges important to management.

These salespeople not only sell differently, they're supported differently. This session examines how high-performing sales organizations support salespeople in "winning the meeting," through high-impact content, customer research, and focused selling competencies.

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