OasisLMS

Duration - 46 mins: By joining this event the participant will learn how to use differing sales methodologies to focus sales resources on their best existing and new customers.

Sales / Business Development managers new to managing B2B sales teams Sales / Business Development leaders of scale up companies Senior Sales / Business Development people looking to focus their energy CEO’s who want to mentor their sales teams

Selling high value, complex products, and services in a B2B environment is a costly and often lengthy process. Finding high quality prospects, truly understanding their needs then running an effective, timely and successful B2B sales program requires a sales approach that works for your company. There are well established B2B sales frameworks, I believe that each company should examine whether these could be effectively adapted to their own unique markets and the personalities they meet. The session examines those frameworks and shares practical examples how they can be successfully optimised, and where maybe not following the known process didn’t lead to the greatest result!

How you gain sales funnel clarity in a complex B2B environment Methods to increase the chance of successfully forming new client partnerships Why you have to keep qualifying – and what happens when you don’t Maintaining and developing long term client partnerships

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

John Toal has had a successful career building two private equity backed UK scale up technology companies and improving the performance of two £1bn American owned technology European sales organisations. After spending the last three years working with many B2B start-up and scale up companies in the UK technology and manufacturing sectors it became clear to John that often, despite huge entrepreneurial energy, these companies were failing to achieve their revenue goals. The impact was either disappointing growth or the inability to execute on their next phase of fund raising. He now works in an executive capacity with the founding teams of ambitious B2B technology companies defining and executing effective sales and marketing strategies.