Webinar: Forget selling – You need to HELP your prospects to buy!

Presented by

Kevin Dixon - Boxxstep

About this talk

B2B sales are tough right? Well, I’ve got news for you, buying is even tougher! Have you ever wondered why so many deals end in no decision? Do you know why sales cycles are now longer? Do you think that product or service differentiation is how to win? Do you even know how your prospects decide and buy? You’ve all heard about Sales Enablement, but how many of you know about Buyer Enablement? Smart salespeople have worked out that helping can be more effective than selling. Smart sales leaders focus on the buyer’s perspective. Find out how. It’s for: Anyone involved in complex or enterprise B2B sales – Salespeople, Sales Leaders, Sales Enablement 1.How are companies deciding and buying? 2.What is the buyer committee and what do you need to know about them? 3.How can you help your internal champion? 4.How can you help and collaborate with the buyer committee? 5.Why should you review your sales engagements?
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Since our formation in 1911, The Institute of Sales Management (ISM) has had one aim; to represent sales professionals across the world. We were the first to host a sales conference, offer sales qualifications, deliver a sales award ceremony and arrange regional groups. We set the standard for all who follow. We are the trailblazers.