What does sales success require today?
Two generations ago, success in sales depended on personal relationships. In the 70's and 80's, success in sales depended on product knowledge and expertise. In the 90's, it depended on the ability to bundle capabilities into solutions that met customer needs.
Today, the need for all those skills has not gone away; they're just not enough anymore.
Due to escalating customer expectations and a tough competitive environment, success in selling today requires an evolution from a sales force that communicates the value of its offerings to one that must individually and collectively add value during the entire sales process. The sales force that is better equipped to understand its customer's business and accelerate their customer's success is the next generation of professional selling.
As the rules of the game change, new kinds of sales professionals, sales managers and sales leaders are emerging. And the results are astounding. In this brave new sales world, a handful of companies already excel.
In this interactive presentation, we will explore the four ways those companies - leaders like UPS, Toyota, Nokia and others - behave differently than their peers and achieve business results. These strategies will be presented in practical, actionable terms and will be illustrated by the use of actual examples and approaches that cross the bridge from theory to practice.
^ to Topic List
