OasisLMS

Duration: 50mins Learning objective: How to use digital resources well to drive consistent growth whilst addressing the ever-changing macro and micro-economic challenges.

C-level business leaders / Sales & Marketing Leaders

UK and International

Buyers would rather do research online and with colleagues than speak to a seller. Surveys back this up. Research by Gartner revealed that 72% of buyers prefer a rep-free experience, with cold calling the number-one reason a buyer will not buy from a seller. Cold emailing is the fifth most cited objection and annoying ads the seventh reason a buyer won’t buy from a company. Vendor websites and blogs are no longer believed by buyers who would rather make up their own minds with a free trial or by asking their trusted network for advice on who might solve their business problems. The data doesn’t lie. Buyers do not want to speak to sellers, making our job, the job of prospecting and selling more difficult than ever. There is a global skill shortage across our industry because many sales and marketing folk do not know how to walk digital corridors safely and effectively. Social selling is selling on social and social marketing is marketing on social. It's not possible to analog sell on social. A different skill is required, one that is less about selling and more about encouraging your audience to walk towards you by developing your personal brand and creating compelling content that shows you are authentic and an expert at what you do.

Learn how to create a steady flow of new business conversations, every week. Learn how to improve your call progression rate. Build relationships at scale using the power of social media and digital networking platforms. Learn how to earn trusted adviser status quickly, before your prospect is in purchase mode.

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

Alex Abbott F.ISP, Founder, Supero Alex is a sales veteran with 30 years' experience, 23 of those in B2B sales across three continents. His proudest career moments are: Building a region from scratch to 40 people, $22m annual recurring revenue, $5m in professional services and maintaining a 90% customer retention rate. Transforming the sales approach across his team of 43 (37 reps and six leaders) from a product-led sales approach to a value-based approach, quadrupling the average order value.