$30

Aligning Sales Efforts With Your Prospect’s Sales Strategy

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Philadelphia, PA

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Aligning Sales Efforts With Your Prospect's Strategy.

Just like you, your sales prospect has a daily set of must-do objectives that are pieces of a larger master plan. When you know which direction their momentum is headed, you can use that force of energy to propel your own sales objectives. Instead of pushing your agenda, use some strategic thinking to allow your prospects to fall head over heels for your products using less force and more finesse.

Every business has a strategy and business model that structures how the business operates to make money. Even if your sales prospect doesn’t think in terms of strategy and business models, the drivers that affect their own success are real and always looming. Understanding how their business operates will provide insight into how to structure discovery questions, who will be inside influencers, what product features to highlight, and how to position yourself as a strategic partner.

This workshop will explain how to use the concept of business models as a tactic to improve your sales preparation and closing. You’ll gain a quick and easy 1-page template for targeting prospects, communicating your value proposition, and guiding the discovery process.

Led by Jen Reiner, president of align, and Donna Valente, leadership and development coach.

Learn more about Jen here.

Presented by the Enterprise Sales Institute. Learn more about the Institute here.

Date: Thursday, November 30th, 2017

Time 2:30 pm – 3:45 pm

Agenda:

1. Overview of business model concept

2. Sketch out key pieces of your company’s model; including customer segment, customer’s problem, your value proposition and strategic sources of referrals

3. Identify the relevant decision-drivers for a hypothetical prospect

4. Test the process in a role play

Session is limited to 18 participants.

Registration cost only $30.00

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Zoom Video Conference

Philadelphia, PA

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