Our friends over at Vantage Point have a very significant webinar coming up that I thought you should all know about …
MOVING PAST THE CHALLENGER SALE:
RESEARCH REVEALS WHAT’S NEXT… AND BETTER
THURSDAY, DECEMBER 14, 1:00-1:45 PM EASTERN
Companies need to stop subscribing to the hype that there’s only one way to sell. Top performers are not Challenger, Consultative, Transactional, or Relationship sellers — they are ‘situational’ sellers who adapt their sales approach to different buying situations.
In fact, 83% of customers say a salesperson’s ability to adjust sales strategy was a major factor in their purchase decision. If you want 2018 to be transformational, you should abandon your rigid sales process and start building a more agile sales force.
Join Vantage Point’s Scott Runkle and Florida State University’s Leff Bonney as he discusses his groundbreaking research that shows:
- What makes the best salespeople great in their buyers’ eyes (hint: it’s not just because they ‘challenge’ them)
- How agility in the sales process is a key determinant of success
- Which critical steps world-class organizations take to build a more flexible sales capability
- What mistakes companies commonly make as they pursue more agile sales forces
- How an agile sales strategy impacts sales training, CRM, management, enablement, and marketing
Don’t wait for the New Year to decide how to improve your sales teams’ productivity… Join us for this insightful webinar that will show you how to make 2018 an unbelievable success!
Please register HERE
Meanwhile, today’s audio tip: “More Pipeline, Less Forecasting” from Jason Jordan Please listen here
The 3 articles that we are promoting today …
Goal Setting for the New Year by Mike Montague
As a salesperson, it’s easy to get wrapped up in your clients’ work and forget to save time for your own planning. How do you ensure that you end the current year on a perfect note? It’s important to finish strong and finalize your business plan before the calendar turns. Read More
Moneyball: ICP-driven Sales Performance by Stephen Trask, MT of SBI
Scoring the point that wins the game feels like closing a big sale. Sales and sports have a lot in common. They’re competitive institutions with high stakes and high rewards. Both arenas require players to possess many different skill-sets that … Read More
Why Sales People Should Enjoy Their Entitled Customers by Jeff Shore
I’ve been pondering something lately that many sales professionals complain about – the entitled customer. That moniker is usually offered in a derogatory way, but consider the very definition of the word entitled: en-ti-tled adjective: believing oneself to be inherently … Read More