Upcoming Events & Webinars
Recorded Webinars
Explore recordings of previous webinars below.
The Four Profit Levers Distributors Need to Master
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Speaker
David BaudersCEO, SPARXiQDavid Bauders’ singular goal is to help his clients sustainably create and capture higher economic value.
After beginning his career at IBM and Booz & Company, in 1993 David launched SPA (Strategic Pricing Associates, Inc.). Since that time, SPA has generated $100+ Billion of profitable growth for over six hundred organizations, including twenty-five Fortune 500 companies, and is a leading provider of profit-maximizing analytics.
David also recognized a consistently growing skills gap in sales forces’ ability to navigate evolving buyer practices in today’s disruptive digital economy: core selling skills, negotiation skills, financial acumen, strategic client-relationship building, and emotional intelligence. In 2015, he established a second company, SPASIGMA, to fill that gap, as well as distributed sales teams’ need to access virtual sales training and sales enablement support. Uniquely, SPASIGMA produces binge-worthy content in Hollywood, transforming expert content into today’s modern media formats.
In 2019, David merged both companies to create SPARXiQ. SPARXiQ provides integrated analytics and training solutions that accelerate sales performance, profitability and long-term enterprise value.
Industry-leading distributors are continuing to find more ways to integrate data and analytics into strategic plans and daily decision making. This is, in part, a response to unpredictable economic and market forces shifting buying behavior in our industry. With more technology and innovative tools available than ever before, it’s a great time to discover opportunities for refining and optimizing your business.
In this webinar, SPARXiQ CEO David Bauders shares the four key profit levers today’s distributors need to focus on in order to maximize their performance in the market.
Tune in to learn how unlocking your data can help you to:
- Deploy data-driven sales recommendations that help grow new and existing accounts
- Use analytics to set price points that optimize margin while staying competitive
- Uncover operational and cost-to-serve issues that are draining profitability
- Optimize vendor costs and rebates to boost margins on the purchasing side
A Framework to Coaching Sales Reps to Success
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Speaker
- Mike KunkleVP of Sales Effectiveness Services, SPARXiQ
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
We all seem to recognize that sales coaching can significantly improve the performance of your sales force. But as a sales leader, how do you help your front-line sales managers get the best results possible for their time and effort?
Many coaching initiatives fall short or don’t always stick because sales leaders don’t know how to realize the huge potential. Find out how to turn your managers into force multipliers that boost the results of your sales force.
Join Mike Kunkle in this episode of Sales Effectiveness Straight Talk™ to learn how to help your managers:
- Identify where they should spend their coaching time
- Determine the best-practice content to close the gap and the best type of solution
- Support their reps in achieving skill mastery
- Establish a regular coaching cadence
Don’t settle for less. Register now and learn how to use a sales coaching framework to supercharge your sales force!
Decoding The Buying Process
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Speakers
- Doug WyattDirector of Product Management, SPARXiQ
Doug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.
Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.
Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.
Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.
- Mike KunkleVP of Sales Effectiveness Services, SPARXiQ
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
Today’s B2B buying processes are more fluid – and convoluted – than ever. More decision makers. More factors to consider. More alternatives. Not always linear. All of this can obscure what’s really happening in the buying process.
To cut through the noise and stay connected with buyers, today’s sellers must apply buyer-centric thinking to sales activities and interactions. There is no silver bullet or quick fix, but the right approaches will help your sales team get the results you want, while better serving your buyers.
On this episode of Modern Sales Straight Talk, hosts Mike Kunkle and Doug Wyatt share what it takes to decode your buyer’s buying process and improve your win rates.
Tune in to learn how to:
1. Capture an understanding of where your buyer is within the customer lifecycle
2. Uncover the key stages of the buyer’s process
3. Fully understand what you need to deliver to keep the buying process moving forward
4. Gain commitment at each stage of the buying process and ultimately commitment to purchase
Join us on the first Thursday of each month at 2:00 pm Eastern on The Sales Experts Channel!
Hire Sales Pros That Deliver the Results You Need
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Speaker
- Mike KunkleVP of Sales Effectiveness Services, SPARXiQ
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
With respect to other positions, hiring salespeople is different, isn’t it? Hiring a top sales performer is like looking for an Olympic athlete in a sea of weekend warriors. Often, candidates excel at selling themselves during interviews, but fail to sell enough of anything else after they’re hired. You need to get sales hiring right, and there is a better way. If you hire salespeople or support the managers who do, this webinar is for you.
Join Mike Kunkle in this episode of Sales Effectiveness Straight Talk™ to learn how to implement a proven-effective system that combines selection methods to radically improve your hiring success.
You’ll walk away with:
- An actionable sales hiring system that will guide you to build the exact right process for your company
- Advice on each part of the system to help you get it right the first time
Stop rolling the dice and hoping – and start hiring sales pros that deliver the results you need!
Data-Driven Channel Growth for Manufacturers
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Speaker
- David BaudersCEO, SPARXiQ
David Bauders’ singular goal is to help his clients sustainably create and capture higher economic value.
After beginning his career at IBM and Booz & Company, in 1993 David launched SPA (Strategic Pricing Associates, Inc.). Since that time, SPA has generated $100+ Billion of profitable growth for over six hundred organizations, including twenty-five Fortune 500 companies, and is a leading provider of profit-maximizing analytics.
David also recognized a consistently growing skills gap in sales forces’ ability to navigate evolving buyer practices in today’s disruptive digital economy: core selling skills, negotiation skills, financial acumen, strategic client-relationship building, and emotional intelligence. In 2015, he established a second company, SPASIGMA, to fill that gap, as well as distributed sales teams’ need to access virtual sales training and sales enablement support. Uniquely, SPASIGMA produces binge-worthy content in Hollywood, transforming expert content into today’s modern media formats.
In 2019, David merged both companies to create SPARXiQ. SPARXiQ provides integrated analytics and training solutions that accelerate sales performance, profitability and long-term enterprise value.
Today, industry-leading manufacturers are leveraging data to grow their business in innovative ways. While most industries experienced reliable and steady growth through the prior decade with little disruption, today’s uneven and unpredictable economy requires companies to dig deeper and become true strategic market makers that outpace their industry peers. With more market and customer data available than ever before, top manufacturers are doing just that.
For manufacturers that sell a significant amount of their business through distribution, new ways of engaging channel partners present opportunities to rethink market strategies. Instead of settling for what distributors bring to you, what if you could use data-driven guidance to unlock sales opportunities throughout your channel?
In this webinar, SPARXiQ CEO David Bauders shares the playbook that industry-leading manufacturers are mastering to enable data-driven channel growth. Tune in to learn how to:
· Streamline transactional data capture from distributors
· Analyze market data to identify strategic growth opportunities
· Translate customer and market trends into specific sales recommendations
· Deploy and track progress on valuable sales growth recommendations to channel partners
Better Discovery That Gives You Sales Superpowers
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Speakers
- Doug WyattDirector of Product Management, SPARXiQ
Doug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.
Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.
Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.
Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.
- Mike KunkleVP of Sales Effectiveness Services, SPARXiQ
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
Too many salespeople ask the wrong questions or conduct Discovery superficially. This results in a weak or non-existent business case and information gaps that prevent the rep from communicating value in a compelling way. Asking questions to uncover details of the customer’s situation certainly isn’t a new idea. Great sales discovery is a hallmark of elite salespeople and a significant differentiator.
On this episode of Modern Sales Straight Talk, hosts Mike Kunkle and Doug Wyatt dig into discovery and share frameworks to ensure your sellers can get the most out of this critical stage of your sales process. With the right approach, discovery gives you sales superpowers!
Tune in to learn:
1. What sellers most often get wrong during discovery
2. What to ensure you learn when conducting discovery
3. How to structure your questions to create a logical flow
4. How to apply what you learn from discovery later in the sales process
And more!
Join us on the first Thursday of each month at 2:00 pm Eastern on The Sales Experts Channel!
The Secrets of Sales Methodology Adoption
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Speakers
- Mike KunkleVP of Sales Effectiveness Services, SPARXiQ
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
- Tinique LendermanDirector of Sales Effectiveness Services, SPARXiQ
Tinique is a sales enablement practitioner, trainer, coach, and program manager with years of experience providing impactful learning experiences and performance initiatives for thousands of sales professionals and leaders.
Since 1994, Tinique has worked with sales forces, leaders, and business stakeholders to deliver sales growth quickly through effective training and sales enablement best practices. She shifts the way that sales professionals and their managers think about their roles and delivers the uncommon sense that helps them maximize their influence, impact, and revenue.
As a sales trainer and coach, Tinique is known for her inspiring, dynamic, and humorous speaking style. With experience creating programs for sales onboarding, continuous learning, and leadership development, Tinique has delivered workshops on buyer-centric value selling, prospecting, opportunity management, resolving concerns, sales coaching, mentoring, presentation skills, as well as mindset, image, and career counseling. To get the best possible training results, Tinique has implemented multiple Sales Training Systems using The 5 Stages of Sales Mastery & Behavior Change.
As a sales enablement leader, Tinique has implemented The Building Blocks of Sales Enablement and guided organizations to establish effective sales enablement functions that deliver results by improving sales productivity, win-rates, sales velocity, and quota attainment.
According to ATD’s last State of Sales Training report, 59% of respondents reported that the single largest inhibitor to sales training success was the inability to hold sales reps accountable for using what they learned in training. Unfortunately, this challenge directly and negatively impacts sales methodology adoption.
There are many benefits to having a consistent sales methodology:
- A common language that improves internal communication
- Clear expectations and dependable selling behaviors
- A consistent customer experience
- More efficient training and better-targeted coaching
- The ability to reliably A/B test and assess sales effectiveness
- And more.
Unfortunately, if you can’t maximize your methodology implementation to get adoption, you’ll never enjoy these benefits or maximize your sales force’s full potential.
In this Sales Effectiveness Straight Talk webinar, Mike Kunkle and Tinique Lenderman will share a three-part, proven-effective system for implementing a sales methodology that will direct you to:
- Prepare for change to ensure change readiness and get the buy-in you need
- Guide the change, using a five-stage model that ensures both learning and on-the-job application
- Cement the changes through accountability measures and wrapping them into performance management practices and the culture
Communicating What’s Valuable to the Buyer
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Speakers
- Doug WyattDirector of Product Management, SPARXiQ
Doug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.
Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.
Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.
Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.
- Mike KunkleVP of Sales Effectiveness Services, SPARXiQ
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
Most salespeople know a wide range of reasons why their solution is valuable. Meanwhile, buyer research shows that buyers are often left to connect the dots on their own because salespeople are not communicating relevant value effectively. Buyers shouldn’t have to figure it out themselves. Effectively communicating value for each decision maker is one of the best ways for sellers to differentiate themselves from the competition.
It’s up to your sales force to build enough confidence in each unique buyer to feel compelled to purchase your product. Mike and Doug are here to help! On this episode of Modern Sales Straight Talk, they share how to:
- Message your solution using each of the four types of value
- Uncover what’s truly valuable to each unique buyer
- Effectively communicate meaningful value for multiple decision makers
- Keep your messaging focused on what’s most important
Pump Up Your Pipeline with Better Prospect Conversion
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Speakers
- Doug WyattDirector of Product Management, SPARXiQ
Doug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.
Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.
Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.
Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.
- Mike KunkleVP of Sales Effectiveness Services, SPARXiQ
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
Buyers today don’t need a salesperson to answer technical questions or to understand a product’s features and functionality, they can find that stuff online. Instead, they need their specific goals to be understood and their desired outcomes to be achieved. That’s easier said than done.
Tune in to Modern Sales Straight Talk™ the first Thursday of each month to learn how to apply buyer-centric thinking to everyday sales activities, providing you with proven-effective practices that can shift your approach and transform your sales results.
Join hosts Mike Kunkle and Doug Wyatt in this episode to learn how to apply buyer-centric thinking to your prospecting for better conversion.
Most of us are flooded with prospecting messages from salespeople or sales robots these days. But how many of these cold calls and emails are you responding to?
You will come away with fresh and actionable ideas to help you:
- Develop targeted messaging that resonates with each buyer persona
- Navigate situations where the buyer isn’t initially interested
- Nurture and prepare inactive prospects to be ready to buy
Register now to instantly pump up your pipeline with better prospect conversion!
6 Steps to Transition to Buyer-Centric Selling
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Speakers
- Doug WyattDirector of Product Management, SPARXiQ
Doug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.
Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.
Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.
Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.
- Mike KunkleVP of Sales Effectiveness Services, SPARXiQ
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
70% of today’s buyers wait until they have fully defined needs, and 44% identify the best solution on their own before engaging with sellers. As modern buyers embrace self-service (via the internet, social media, etc.) for much of their buyers’ journey, traditional selling techniques just aren’t cutting it anymore.
Being buyer-centric may be the single most impactful thing you can do to radically transform your sales force and the results they produce for your company. Buyer-centric selling is about selling the way modern buyers want to buy. This helps salespeople earn their buyers’ trust and become consultative problem-solvers.
Attend this webinar to learn how to infuse buyer-centric thinking and behavior in everything you do throughout the entire sales cycle. You’ll come away with modern sales techniques to:
- Understand your buyers and decision makers
- Flip the script to buyer-centric messaging
- Do exceptional discovery to uncover true buyer needs
- Qualify and ensure your solution’s alignment
- Co-create solutions to solve buyers’ specific problems
- Manage the process and meet decision criteria
How to Hire Sales Pros That Deliver Results
More Info
Speakers
- Mike KunkleVP of Sales Effectiveness Services, SPARXiQ
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
- Tinique LendermanDirector of Sales Effectiveness Services, SPARXiQ
Tinique is a sales enablement practitioner, trainer, coach, and program manager with years of experience providing impactful learning experiences and performance initiatives for thousands of sales professionals and leaders.
Since 1994, Tinique has worked with sales forces, leaders, and business stakeholders to deliver sales growth quickly through effective training and sales enablement best practices. She shifts the way that sales professionals and their managers think about their roles and delivers the uncommon sense that helps them maximize their influence, impact, and revenue.
As a sales trainer and coach, Tinique is known for her inspiring, dynamic, and humorous speaking style. With experience creating programs for sales onboarding, continuous learning, and leadership development, Tinique has delivered workshops on buyer-centric value selling, prospecting, opportunity management, resolving concerns, sales coaching, mentoring, presentation skills, as well as mindset, image, and career counseling. To get the best possible training results, Tinique has implemented multiple Sales Training Systems using The 5 Stages of Sales Mastery & Behavior Change.
As a sales enablement leader, Tinique has implemented The Building Blocks of Sales Enablement and guided organizations to establish effective sales enablement functions that deliver results by improving sales productivity, win-rates, sales velocity, and quota attainment.
In today’s marketplace, hiring top sales talent can be difficult. Companies are often flooded with resumes, and even when they’re not, hiring managers have trouble distinguishing the best from the rest based on resumes and interviews alone.
When you consider the high costs of turnover or failed reps that consistently miss quota, you realize just how critical it is to invest time and energy into hiring the right sales talent.
As a sales leader, you naturally want the best possible candidates to be a part of your sales force. So how can we streamline the sales hiring process and select strong candidates?
Join Mike Kunkle and Tinique Lenderman to learn how to assess, interview, and select top performers to take your company’s growth to the next level.
6 Steps to Transition to Buyer-Centric Selling
More Info
Speakers
- Doug WyattDirector of Product Management, SPARXiQ
Doug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.
Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.
Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.
Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.
- Gerhard GschwandtnerFounder & CEO, Selling Power
- Mike KunkleVP of Sales Effectiveness Services, SPARXiQ
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
70% of today’s buyers wait until they have fully defined needs, and 44% identify the best solution on their own before engaging with sellers. As modern buyers embrace self-service (via the internet, social media, etc.) for much of their buyers’ journey, traditional selling techniques just aren’t cutting it anymore.
Being buyer-centric may be the single most impactful thing you can do to radically transform your sales force and the results they produce for your company. Buyer-centric selling is about selling the way modern buyers want to buy. This helps salespeople earn their buyers’ trust and become consultative problem-solvers.
Attend this webinar to learn how to infuse buyer-centric thinking and behavior in everything you do throughout the entire sales cycle. You’ll come away with modern sales techniques to:
- Understand your buyers and decision makers
- Flip the script to buyer-centric messaging
- Do exceptional discovery to uncover true buyer needs
- Qualify and ensure your solution’s alignment
- Co-create solutions to solve buyers’ specific problems
- Manage the process and meet decision criteria