Selling to the business as evolved.
With the advent of the Internet, corporate buyers are no longer reliant on the sales person for information. The balance of power has shifted.
The corporate buyers of today are also savieer being empowered by procurement training.
To add to the complexity of swaying the buyer, there is competition fighting for the same piece of business. They are not letting up.
There is no prize in sales for second place. It’s win or nothing. The masters know this and strive for – they fight for – that winning edge.— Jeffrey Gitomer
As with most war, there can only be one winner in sales.
Like a soldier in fighting in a new era or battlefield, the sales person of today has to be updated with the latest methodology to win.
Hence, a new approach is needed to engage with the savvy modern buyer.
From lead generation, qualification to contract closure, every step of the sales engagement has to be properly managed as each next step is dependent on the prior step. One misstep and the sales effort could go down the drain.
On what learners will learn about in on our workshop, please click here.
Why join our sales training?
Our sales trainer has been in B2b technology sales for over 15 years. He has worked for four leading sales organizations and has been trained in executive engagement, enterprise account management, and negotiation. He is also a practising Toastmaster, a Club President and Area Director.
He has also received sales awards for his sales achievements.
Beyond direct B2B account sales, he has also been involved in distribution, channel, and trade sales. He understands that not all sales are the same and each will require different approaches and is to be treated differently.
He believes there is no such thing as a lousy salesperson, just untrained ones.