Sales leadership does not have a defined framework in most organizations. When Todd was promoted, like many others, to a sales leadership role from that of a sales executive, he found himself drowning in activity without having a definite direction. This led him to analyze the role of the Sales Leader and target key focus areas that sales leaders need to concentrate upon. The session on “The Transparent Sales Leader” challenges long-held sales leadership standards, providing a modern, cards-face-up, science-backed, easy-to-implement framework for today’s sales leaders. He dives deep into the five core responsibilities of the sales leader. He also goes to great lengths to explain the behavioral science that explains why sales teams act in the way they do, and what inspires them.
The session on “Buyer Centered Selling” focuses on the buyer mentality and helps the seller to understand what problem the buyer is trying to solve. By understanding buyer psychology, the seller is able to make better value propositions. It combines “seller’s challenges” with “buyer’s dilemmas.” Without the collaborative efforts of both seller and buyer, many buying processes are doomed by lethargy, fear, and eroding internal support from the buying community. The session will enable sellers with strategies and tactics that help the buyer address eleven dilemmas likely to slow and obstruct the buying process. The attendee will discover quickly that buying and selling are inextricably connected in their focus on helping the customer buy.
Lisa’s session will cover one of the biggest struggles that key account teams and new opportunity teams struggle with, executive engagement. Lisa’s book elucidates 16 key ‘Plays’ to exponentially grow revenues and drive leadership success. Her play around executive engagement is one of the most popular. Crucially, the book is meant as a playbook for sales leaders, as opposed to being a sales playbook. So it shows how to organize the sales leadership teams to win big deals using the 4 pillars of Leadership, Methodology, Execution and Culture.
In her session, Ashley will explain how the idea of Design Thinking is linked to Sales and addresses the business needs of the customer’s customer. It answers the question– “what is my customer trying to solve for their customer”. Only then can the sales organization become effective in taking a consultative role, helping the proximal customer, and as a consequence becoming a valuable partner to the buyer organization. The model takes into account factors that affect the customer’s buying decision, such as desirability, feasibility, and viability.
Ted Olson – author of Feel Good About Selling.
Buying has changed. Traditional sales & marketing techniques are out of date. Few buyers want to talk to sales people – even sellers (and marketers) are tired of the “tactics” that feel inauthentic and fake. This session takes a deep look into the three key areas that make or break sales & marketing efforts.
Ted’s approach helps today’s sellers to lead with empathy and professionalism. His unique three-step sales approach rejects all high-pressure tactics and rigid sales methodologies, focusing instead on building trust and confidence (in the buyer’s mind), ultimately leading to more business. Selling is helping. And it should feel good.
Keeping customers active and engaged is essential for any business that relies on recurring revenue and repeat sales. Customer turnover—or “churn”—is costly, frustrating, and preventable. Carl Gold shows how to leverage data to avoid churn by identifying the warning signs and stopping churn before it happens. He talks about data-driven techniques for converting raw data into measurable metrics, and testing hypotheses, to ultimately maximize customer retention and minimize actions that cause them to stop engaging or unsubscribe altogether.
In her session around “Enabler? I Hardly Know Her!” Melissa Madian explains what Sales enablement is, why it is important to the sales process today, and what it means to sales leaders and sales managers. In a sense, it is a ‘Sales Enablement for Dummies’ book, starting from the very basics, and progressing to how to successfully implement it within the organization, aligned to your buyer’s journey. Ultimately the goal of sales enablement is to realize revenue using the tools of enablement, while creating a great experience for the buyer, without spending millions of dollars.
‘Selling Through Partnering Skills’ models the VALUE framework as a way to sales success through thinking like a partner.
The VALUE framework consists of the processes Validate, Align, Leverage, Underpin and Evolve. It focuses on using PQ – Partnering Intelligence – the lessor known cousin of IQ and EQ. Using this way of thinking can make you a better salesperson especially in complex B2B and Enterprise sales. PQ consists of 6 elements including Trust – crucially important for creating win-win relationships.
In his session Fred dives into explaining how collaborative selling works, acknowledging interdependence and being transparent. He will talk about how helping customers to think is the secret behind building relationships.
“Buyer First”, as the name implies, is a book exhorting the salesperson to change the narrative from sales-focused to buyer-focused. Carole will cover research involving 2.3 million sales professionals who took assessments and evaluations to evaluate what it takes to make salespersons successful— their beliefs, their mindsets, and the behaviours and skill sets that lead to success in her session.
The Covid-19 pandemic which arrived like a bolt from the blue served as a rude reminder that we live in awkward times. It led the authors to introspect and understand why challenges motivate us, and how we survive and come out stronger in the process. Hence germinated the idea for this book. The distinction between a cyclic upheaval and a Black Swan event lies only in perspective. What is rare in one lifetime, may be a cyclic event over a longer period of time such as every 200 years. The truth is that we constantly deal with crises in our lives. The consequences of some of these crises are far worse than those posed by the pandemic. T N Hari delves into the surprising conclusions they arrive at and identify five leadership qualities that make people shine even during crises.