THE CHANGING WORLD OF SALES: HOW TO USE THE MASSIVE CHANGES THAT ARE TRANSFORMING THE SALES WORLD TO MAKE MORE SALES AND BEAT YOUR COMPETITION.

09.00 - 10.00 Welcoming coffee. Participants’ registration.

10.00 11.30 Part 1. The changing world of sales

• How the world of selling is changing
• What it means when customers buy value not products or services
• How the worlds’ best sales forces are using value creation strategies
• The new ways to measure sales success
• Why more than half of the people selling today are failing –why it’s getting worse and what to do about it
• Enterprise, consultative and transactional sales: how they are different and how to succeed in each one
• Creating partnerships with key customers, suppliers and collaborators.
   

11.30 - 11.45 Coffee break

11.45 - 13.00 Part 2. Putting sales success under the microscope

• What scientific research tells us about successful selling
• The most common faults of experienced salespeople and how to correct them
• The buying steps of complex sales and how to use these to your advantage
• How to set sales call objectives that really work
• The art of asking powerful questions that change the way customers think
• Understanding the customer decision process
• Uncovering the hidden issues that delay the decision process and lose you business.

13.00 - 14.00 Lunch

14.00 - 15.30 Part 3. Managing the Sales Force

• Sales efficiency and sales effectiveness: how understanding the difference help you manage a sales force better
• How to manage top performers
• Skills and strategy coaching and how to do each one effectively
• Building a high performance sales culture
• Sales process: how to design it and how to use it to increase sales
• Sales forecasting: how to make more accurate sales forecasts
• Pipeline management: how to avoid the peaks and troughs that damage sales results.

15.30 - 16.00 Coffee break

16.00 - 17.15 Part 4. Ending the war between sales and marketing

• Why sales and marketing fight each other and what to do about it
• How to use marketing tools to develop better sales strategies
• Using value propositions to have more impact on customers
• How to launch products more effectively by changing how sales and marketing work together
• Using marketing to build powerful sales tools
• Getting better lead generation from integration of sales and marketing
• The world of the Chief Revenue Officer: sales and marketing in the future.

17. 15 - 18.00 Questions & Answers