Sales Performance International

Today’s sales professionals face an unprecedented set of challenges. The Internet has created a new breed of buyer, armed with a wealth of information (and disinformation) alike. Never have buyers had such access to potential offerings and alternatives from their suppliers. As a result, sales people are in desperate need of timely information that is buyer-relevant for each unique sales situation. Sales professionals that have the highest levels of situational fluency will clearly distinguish themselves from the competition.

Situational Fluency is the Key – But How?

If you want your customers to view your sales people as trusted partners instead of product sellers, institutionalizing a higher level of situational fluency especially in regard to problem>solution>value conversations has never been more important. Unfortunately, a lot of companies struggle with this problem, and some don’t even know where to start.

Please join Bob Schmonsees, SPI’s Solution Marketing Evangelist and author of Escaping the Black Hole: Minimizing the Damage from the Marketing-Sales Disconnect for a webcast on March 23, that will change the way you look at messaging and sales enablement forever. The webcast will cover:

• Why most solution messaging and sales enablement initiatives fail
• How to define “situational fluency” so you can actually improve it
• Why situational fluency isn’t just a sales problem
• Why buyer-aligned value models are just as important as buyer-aligned sales processes
• Four simple steps to enable sales and improve marketing’s strategic relevance in the process

At the end of the webcast we will give you an overview and five minute walkthrough of SPI’s Solution Selling® Messenger™, an innovative new website that marketing organizations can use to provide sales people with just-in -time knowledge and best practices for more effective and impactful problem>solution>value conversations.

Everyone who registers will receive a free copy of this whitepaper after the webcast.