A NEW WHITE PAPER from SPI 

A 2 part series:  

Buyer 2.0 and Solution Selling 

Today’s B2B buyers are connected, impatient, self-sufficient, elusive, impulsive, and highly informed. The abundance of information available to buyers can put even the best sales professionals on the defensive – in a position of reacting and competing on price. The new breed of informed buyers requires re-thinking both sales process and sales methodologies. Is you sales organization confronting this new reality and making the necessary changes?

The ability to position and sell value effectively – with agility - is more critical now than ever. “Socially and situationally fluent” sales professionals that can adeptly validate or challenge a customer’s vision of a solution will have a distinct edge. Our complimentary, two part white paper entitled “Buyer 2.0 and Solution Selling” explores new thinking for sales process, methodology, and training in the world of Buyer 2.0.

Part 1 of a 2 part series: The New Buyer Landscape		Part 2 of a 2 part series: Adapting to the New Paradigm

In Part 1, The New Buyer Landscape, we explore the new buyer landscape – the world of Buyer 2.0. In this rapidly evolving environment, buyers’ have unprecedented access to information and are less reliant on sellers to lead them through their buying process. In many cases, buyers can identify their own business issues to address, conduct research… reach out to peers… participate in blogs and forums… and they can attempt to diagnose their own needs and their own evaluation criteria.

In Part 2, Adapting to the New Paradigm, we introduce the concept of a “buyer/seller framework” and consider ramifications of the new buyer landscape on sales organizations. This framework provides direction for the types of skills, activities, and tools that are becoming new essentials for effective sales execution, and explores how sales process, methodology, and selling skills need to adapt to the new world of buyers.

Sales Process & The New Buyer 2.0  

Recorded Webcast: Hosted by Keith Eades and Jurgen Heyman
Thanks to our international audience for joining us in November. Click the link below to view the recorded version. 

Watch the RECORDED WEBCAST >>> 

The world of buying and selling is in a state of constant change. Instant access to information on the Web has changed the way buyers buy and how sellers must sell. Organizations must adapt and provide their sales channels with multiple sales models and sales processes to align with the new buyer behavior. A single sales process or a "one size fits all" approach no longer works in the 2.0 world.

You will learn: 

• How new buyer patterns are impacting various sales processes
• What is the new buying cycle?
• What is the distinction between models, process and methodology?
• How can you adapt to win in a Buyer 2.0 world?

Watch the RECORDED WEBCAST >>> 

Hosted By:

Keith Eades, Founder and CEO of Sales Performance International, is one of the world's leading experts on sales process and sales methodology. Keith was a featured speaker at the Selling Power Sales 2.0 conference in San Francisco in October. He discussed the distinction between sales models, processes, and methodologies, as well as how they relate together to drive world-class sales execution. Additionally, he presented how new buyer patterns are impacting various sales models and discussed real-world examples of winning sales processes in a Buyer 2.0 world.

In this timely and relevant webcast, Keith Eades reveals these issues to a broader audience and provides an opportunity for you and your sales team to better understand and align with the new Buyer 2.0.

Learn more about Keith Eades and view video of recent presentations >>> 

Jurgen Heyman, Director of SPI's Europe Operations, is a veteran business leader with more than 20 experience in leading roles with successful global companies. Jurgen's experience within technology driven and entrepreneurial companies has led to regular invitations to speak at business school and industry events.

As co-host of this webcast, Jurgen examins the impact Buyer 2.0 is having on European sales organizations and offers insights into the evolving needs of sales teams to adapt.

Learn more about Jurgen Heyman and view a recent video presentation>>> 

“Sales process is often the most complex aspect when sales organizations adopt a new Sales 2.0 solution; and industry research provides compelling evidence that sales process is a key driver for improved performance metrics. We’re delighted to have Keith Eades, CEO of Sales Performance International address this critical aspect of successful selling, and how new thinking needs to shape sales process in the buyer 2.0 world.”
Gerhard Gschwandtner, Founder and CEO, Selling Power 

Keith Eades was a featured speaker at the Selling Power Sales 2.0 Conference, learn more >>> 

About the Speakers: 

Keith M. Eades
Founder and Chief Executive Officer   

Keith Eades has dramatically changed the face of selling in the past thirty years and is a leading authority of marketing and sales performance improvement. The bestselling author of The New Solution Selling and co-author of The Solution-Centric Organization, Eades’ powerful message and influential style have motivated thousands of professionals across the globe to re-think their sales and marketing activities and to make dramatic improvements in their organizations. Eades is founder and Chief Executive Officer of Sales Performance International (SPI). Since 1988, SPI has been the leader in helping global companies successfully transition from selling products to marketing and selling high-value solutions.

Mr. Eades is also a frequent speaker at client and partner events. Learn more...  

Jurgen Heyman
Managing Director, SPI Europe  

Jurgen Heyman has joined Sales Performance International in January 2011 to head its European Operations. Jurgen is focusing on expanding SPI’s organization in Europe. He has over 20 years experience in starting and managing Technology companies. He started his career at Alcatel, and held management positions at CTG, Frango and Econocom. Jurgen is passionate about Sales Process Transformation. In being with Solution Selling previously he has extensive experience with the methodology and its implementation in large customers. He is a regularly invited guest speaker in Business School programs and a coach for Technology Startups. He holds an Engineering degree and a Masters in Innovation and Entrepreneurship.