Most sales organizations believe in the value of a defined selling methodology. But when it comes to selecting a specific methodology, consensus can be hard to come by. Consultative selling, insight selling, challenge selling; the list of alternatives the list goes on and on. How should a sales leader select the right one?
This workshop presents decision frameworks that identity the best sales methodology for use by a specific sales force. Drawing on research from 1,800 salespeople and sales managers across multiple industries, presenter Leff Bonney illustrates when, and why, certain sales methodologies work better than others. By the end of the session, the answer to the question, "Which methodology?" will be much clearer and for some, very surprising.