defining the role of today's sales professional
DESCRIPTION
Selling is changing at a quarterly pace, how can we hope to meet the expectations of today's clients. How do we avoid solution fatigue and not adding value? How do we avoid those common blockers and objections. How do we over deliver and become a true partner.TRANSCRIPT
Defining the role of today's Sales Professional
Alexander GallagherSales Director Northern Europe
10.11.2013 – Sales Leaders Webcast Series
Perception of a sales person?
Sales is rapidly evolving..
● Closing Techniques
● Relationship Selling
● FABs
● Target Account Selling
● SPIN
● Customer Review
● Consultative Selling
● Solution Selling
● The Challenger Sale
● Evangelism
● Hybrid Sales
Clients are rapidly evloving...
Decision making is changing
Then..
Decision making is changing
Now...
What do you think they want?
What they actually want?
The Challenge...
What do you do?
● Become an expert– Study
– Read
– Talk
● Industry insight– Attend
– Network
– Absorb
What do you do?
● Customize– Innovate, Ideas
that lead to value
– Be specific!
● Deliver– Concise business
driven messages
Make it a passion.
About me
Alexander Gallagher
Sales Director
● LinkedinMy inception to selling was in the manufacturing community which developed into Oil and Gas, co-ordinating large contracts for North Sea Projects. From there I moved on to lead the Enterprise sales operation of a global infrastructure company and progressed to Sales Director. I now work for an operating system vendor in the fast paced and exciting world of Cloud.