Friday, July 16 | 1 PM Eastern (10 AM Pacific)
Strategic Account Planning

In the B2B world, selling has both "art" and "science" components, and they are equally important. While the "art" of selling refers to the interpersonal skills a salesperson utilizes when they are engaging with their customer, the "science" of selling is all about deciding how and where a salesperson should focus their time.This webinar examines some tried and tested tools for analyzing your territory, prioritizing the accounts in your territory, and identifying sales opportunities within those accounts. It also looks at the typical components of a Sales Plan and how to avoid the 70% failure rate due to poor execution of the Plan. You will also receive a link for a Digital Download of this session.

Complimentary Webinar

Friday, June 11 | 1 PM Eastern (10 AM Pacific)
Winning Opportunity Management

The B2B world is characterized by long sales cycles, multiple buyers, often complex business solutions, and aggressive competition. We often tell salespeople in these situations that it is better to come last than come 2nd in the race, because to come in 2nd means they have probably devoted a huge amount of their time, and the organization’s time, in trying to win the business. This Webinar will discuss tools to help your salespeople qualify the opportunities they are working on, analyze their position in these opportunities, both from a competitive and political perspective, and determine the competitive and political strategies that will help them to win these opportunities. You will also receive a link for a Digital Download of this session.

Complimentary Webinar