OasisLMS

Duration: 52mins - As a result of joining this event the participant will know how to better prepare for and then execute their prospect discovery process, which will enable them to better fit the prospects' needs and win more business!

B2B salespeople who typically work on large, complex deals, their managers and leaders

UK and International

In this session, Jim brings his experience of selling - both himself and then leading ever larger (often multinational) teams. He will lead you on a journey through the critical ‘discovery’ process. From the best preparation process, and then how to excel once you have established interest. Jim will look at research, questioning and listening, REALLY understanding the prospect and then preparing to move towards winning the business. Along the way, he will share real-life large ticket deal experiences and provide tips on how to stand out, outmanoeuvre and outperform your competition. Jim views this session not as an event or presentation but rather as a knowledge transfer exercise. Jim’s award winning books and decades of coal face experience, plus his active mentoring and training of his own clients will make for a practical and enlightening start to your day.

How to better prepare to enter the discovery phase. How to find out what you need through questioning and analysis. How to differentiate you and your company and win more deals!

CPD Points: Two (when attending live) or one (watching the recording)

Jim Irving Jim is a Founding Fellow of the ISP. He has worked in tech sales for 44 years, moving from selling to leading major US tech company operations in the UK/EMEA. For the last 15 years he has trained and supported start-ups. He has written 3 successful books on B2B Sales.