OasisLMS

Duration 51 minutes: As a result of joining this event, you will be able to better appreciate the ways in which your organisation's sales processes can be more effectively aligned with your prospective customer's buying decision journeys, which will enable you to differentiate your unique value, to win more of the right sort of business more quickly, and to lay the foundations for long-term customer satisfaction.

B2B sales leaders, sales managers and salespeople who are engaged in lengthy and potentially complicated sales situations, together with the sales enablement and marketing professionals who support them.

UK and International

Traditional wisdom suggests that implementing a well-defined sales process can significantly improve sales effectiveness – but what about facilitating our customer's buying decision journey? Traditional sales processes tend to be very linear and primarily focused on what the salesperson needs to do. But as Gartner's research demonstrates, our customers' actual buying journeys are far from linear and rarely predictable, particularly when they are trying to acquire something they haven't bought before. In these environments, insisting that salespeople comply with over-rigid, vendor-centric sales processes actually reduces sales effectiveness rather than increasing it. This webinar will show how salespeople and sales organisations can better understand and facilitate each customer’s buying decision journey through a series of value creating conversations that both advance the sale and help the customer to make the best possible decision.

How to recognise the key differences between sales processes and buying journeys, and how to facilitate both. How to identify the key "jobs to be done" by both salespeople and prospective customers that are required to achieve positive outcomes. Emerge with simple frameworks that will enable you to put these principles into practice in your own organisations.

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

Bob Apollo FF.ISP, Chief Outcomes Officer, Inflexion-Point Strategy Partners Bob Apollo is the Founder and Chief Outcomes Officer of Inflexion-Point Strategy Partners, a UK-based sales effectiveness consultancy. Bob works with CEOs and sales leaders of ambitious B2B-focused sales organisations, encouraging, equipping and enabling them to implement a business-outcome-focused mindset across their sales organisationsn, enabling them to reap the benefits of implementing Outcome-Centric Selling®.