Value Discovery: the Key to Elite Selling…and in Our New World, Key to Survival

In the shadow of CV-19, sales has become more demanding, especially in larger B2B opportunity pursuit. The type of discovery formerly performed by elite sellers and sales organizations is now a matter of survival for all; uncovering a customer’s value gaps during discovery is a critical skill, and we will explore it during this session. Please join Christine Gilroy, who has led technology sales for over two decades, and Mark Boundy who has not only sold, but has almost a decade of experience growing sales in a wide variety of industries as a sales consultant, coach, and facilitator. You will learn: 1. A definition of value you can measure, track, and execute against. 2. That the most Important part of selling is what salespeople do worst. 3. How value builds in your prospect’s mind, and how sellers help it grow. 4. Why discovery is where you win. 5. Why discovering, building, then selling value is now a key to survival.