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Are You Ready to Win In A World of Caveat Vendit? 5 Strategies to Dramatically Increase Your Win Rate

Posted by Doug Davidoff

Sep 23, 2013 5:33:00 AM

winning-graphFrom caveat emptor to caveat vendit…let the seller beware. As Daniel Pink, best-selling author of To Sell Is Human, shares the balance of power in business has moved from one where the seller had control, to one where the buyer seems to have total control.  The implications of this change are monumental and are having a destructive effect on companies that are not effectively making the adjustment. Studies, most recently by The Sales Executive Council, also show that buyers don’t even consider discussing issues with a salesperson until they’re 2/3rds of the way through their buying process.  The impact:
  • Less predictability for sellers.
  • High sales costs
  • Lower win rates.
  • Lower margins

It’s a new world today, and to succeed your business needs to follow a new roadmap.  Sales organizations need to reframe their approach to allow them to enter conversations earlier and to manage the process once they’re there.  Salespeople can no longer rely on feature, benefits and sales presentations to carry them through the sale, they must find ways to continually create value throughout the sales process. This change transformation requires more than a refitting of past approaches.  It requires organizations to adopt and commit to new mindsets, structures and disciplines. Join us on October 24th at 2pm EDT as we share this roadmap with 5 Strategic to Dramatically Increase Your Win Rate!  We’ll share successfully proven strategies to:

  • Engage with customers before your competitors have a chance.
  • Clearly demonstrate the value of your offering and reduce decision reluctance.
  • How to win with procurement.
  • Connect with high impact influencers.
  • Dramatically increase your win rates.

Plus, we’ll be able to answer any questions you have as well as providing a workbook that can give you and your sales team a jumpstart on results. As 2013 closes and we get set for 2014, this is a webinar you don’t want to miss. RSS Readers can click here to register for the webinar.

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Topics: Inbound Marketing, B2B Sales Strategy