Modern buyers are more & more empowered due to the increasing access to information via internet & social channels. In many cases the buyer is now in control of the purchase process and are researching independently different alternatives without engaging with the sales organisation.
In order to succeed in sales in the future, salespeople have to be able to create value & guide the buyers through their evaluation and purchasing process proactively. It's no longer enough to reactively provide information and only respond to RFP's or inquiries. A modern salesperson is able to provide value & insights proactively and helps the customer candidates in their buyer journey.
In his presentation Sani will go through how a sales professional can create a guideline for a Modern Sales Playbook that helps a salesperson to adapt one's actions to meet the needs & preferences of a modern buyer.
- Aika: 17.1.2019 12:30 - 13:30
- Paikka: Inspiration Stage
- Esiintyjät: Sani Leino