Speakers

  • Doug Wyatt
    Doug Wyatt
    Director 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 Kunkle
    Mike Kunkle
    VP 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.

Date

Dec 16 2020

Time

2:00 pm - 3:00 pm

6 Steps to Transition to Buyer-Centric Selling

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