Understanding buying is where selling should start.
Yet most sales processes and funnels focus on seller behaviors and goals, rather than the Buyer’s (often difficult) journey.
Salespeople have difficulty answering basic questions about a sales opportunity, and actual results often fall short of forecasts because they are based on intuition rather than evidence of customer actions.
In this webinar on February 28 at 11 AM MST with Garin Hess, CEO of Consensus and Kevin F. Davis, author of The Sales Manager’s Guide to Greatness, you will learn how to:
Understand the problems of a sales funnel which is based on the steps of selling
Develop an approach for connecting selling to customer buying behavior
Define basic exit criteria (customer actions that indicate they are moving from one buying step to the next)
Learn how to coach reps to drive deeper customer awareness and boost success rates
Understand how technology can reveal key Buyer behavior
About the Presenters
Author, The Sales Manager's Guide To Greatness
Kevin has more than 30 years of experience, having worked his way up from sales rep, to sales manager, to general manager. He, therefore, understands the particular challenges faced during the transition from sales to managing salespeople, and the transition from managing sales reps to managing managers.
Kevin founded his own company in 1989. Since then, he has delivered sales and management/leadership training to tens of thousands of tenured salespeople and sales managers.
Founder & CEO, Consensus
Garin Hess is a serial entrepreneur with over 18 years of hands-on in-the-trenches experience. Garin has founded two software companies, two industry conferences, and a non-profit organization.
He is currently the founder and CEO of CONSENSUS, an interactive demo automation software company that helps sales organizations scale the presales function.
Outside of work, he enjoys reading history, mountain biking, singing with and conducting community choirs, and spending time with his family. For Garin, nothing else beats a lazy morning cooking breakfast for his wife and three kids or trying hard to keep up with his son on the tennis court.