Change or Die! Adapting Value Selling to Buyer 2.0
Complimentary Webcast: Change or Die!
Thursday, September 22, 1pm EST
Hosted by Tim Sullivan, Director of SPI and Michael Nick, Owner of ROI 4 Sales
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Are you still applying the same sales techniques that that preceded the Internet revolution? The buyer landscape has changed forever. 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 competing on price. The ability to position and sell value effectively with this new breed of buyers is more important than ever for sales organizations.
This webinar will explore:
- How we sold in the past;
- And how the new Buyer 2.0 is changing how we sell now
- How to rethink the sales process and selling methods
- How can you better align with the current marketplace
- What is a defensible, differentiated value proposition
- Adapting Value Selling to your sales process to survive
Today’s sellers need to be quick and proficient at positioning a defensible, differentiated value proposition. Please join us for this timely webinar where Tim Sullivan of Sales Performance International, and Michael Nick of ROI4 Sales will discuss the techniques and tools you will need to make the critical “value connection” with your prospects.
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About the Hosts:
Michael Nick is president and founder of ROI4Sales, Inc. and author of The Key to the C-Suite (AMACOM Books 2011), ROI Selling (Dearborn 2004), Why Johnny can’t sell (Kaplan 2006) and How to Create the Perfect ROI (2002 eBook). He is a nationally recognized expert in value estimation, ROI, Sales tool strategy and Business Intelligence gathering. Michael has been published in magazines like Selling Power and Sales and Service Excellence. For more information, visit: www.roi4sales.com.
Tim Sullivan brings over 25 years of sales, marketing and management consulting experience to his role as Director of Development at Sales Performance International. Tim works with SPI’s innovation team to find and capture the best practices of the world’s top performing sales professionals and teams. He is a sought-after speaker and author on advanced sales and marketing topics. Tim is co-author of “The Solution Selling Fieldbook” (McGraw-Hill 2006) as well as a contributing writor and editor of the Solution Selling blog, found at www.solutionsellingblog.com. His columns on sales and marketing practices have been published in Sales and Marketing Management, Sales & Field Force Automation, Marketing Management, Selling!, SellingPower, VARBusiness, and other magazines, newsletters, and online resources.
