Yesterday on this blog, I wrote about sellers who drive commerce for their buyers have greater success than those who just drive sales. This led to a number of questions about how you specifically do that, beyond the things I spoke to in the post.
As it happens, rather than having to do a post about that, this coming Thursday, July 17th, I will be delivering a webinar along with the good folks at DiscoverOrg, addressing that specific process.
Date: July 17, 2014 at 1:00 PM Eastern
The webinar will discuss how all businesses have objectives relating to their market, their commerce, and their opportunities. Focusing on those objectives, and how they impact and are impacted by the commerce environment our clients compete and live in will drive more and better sales for all.
Objectives and the buyer’s desired return on those objectives, are the most effective way to engage and align with buyers, and help them win in a their commerce environment. With changes in the buying and selling dynamic, B2B buyers who are ready to buy are much better informed and more empowered than ever, you need to shift the conversation from your product to their objectives.
The webinar will cover how to take advantage of current realities and present specific ways sellers can successfully approach and engage prospects, and create selling opportunities where others may not see any, and in the process build credibility, expert status, and loyalty with existing and new buyers. You will be presented a process based, value driven approach for success in selling to Status Quo buyers, the most overlooked segment of the market.
- Breaking down “Value” to core components and why people buy
- Leveraging past experiences – Won, Lost and No Decision deals – 360 Degree Deal View
- Building a better question
- Proactive exploration
“I attended your presentation on Objective Selling, It was the most useful sales presentation I’ve viewed in a long time and I wanted to thank you for the insight you shared.” – Aous Shakra