This session is designed for those sales leaders and sales enablement managers challenged with finding the right sales training and enablement solutions to support their revenue team. This webinar focused on the REAL Selling approach, building sales methodologies such as SPIN Selling or Challenger Sales. This will equip sales teams with practical activities to accelerate time to close deals, to recognize opportunities for expansion sales, and to develop long-term partnerships with loyal customers. This webinar will help sales managers and sales enablement leads gain important insights to support the sales team to move from transactional to consultative selling.
Key Takeaways:
- Supercharge existing sales methodologies: Often teams have adopted SPIN Selling or Challenger Sales as their primary methodology. REAL Selling is a practical approach to build on those skills.
- Empower Salespeople: Understand how to smoothly transition the team from transactional product-focused sellers to consultative valued partners, addressing the challenges and mindset shifts required.
- Be Customer-Centric: Emphasize the importance of understanding customer needs, pain points, and motivations.
- Foster Authenticity: Recognize the importance of being genuine, transparent, and honest in customer interactions positioning yourself as a consultant or advisor rather than a salesperson.
- Tailor Customer Conversations: Emphasize the importance of customizing all conversations in the customer’s context to meet their needs.
- Navigate Objections and Roadblocks: Address customer concerns and objections without becoming defensive.
Who Should Attend:
- Sales enablement leaders
- Sales managers seeking to develop the sales capabilities of their teams
- Training leaders responsible for upskilling salespeople
This webinar will help you know how to make the most of the training your team has had and build on that for future success. Watch the replay for this informative session and take your first step toward empowering your sales.
Speaker:
Carol Cohen Vice President Sales Enablement and Learning Strategy, Author of REAL Selling
Carol Cohen’s career spans from high school English teacher to a corporate instructional designer. She has built award-winning programs for enterprise sales in large and small corporations. Three years ago, she joined the team at Infopro Learning, a full-service learning provider whose mission is to unlock human potential with workforce transformation as Vice President of Strategy and Sales Enablement. Since joining Infopro, her focus has been on success planning and learning strategy for today’s learner. In addition, her passion to enable sales success has empowered her to develop a new sales approach and associated customizable training modules. She is the author of REAL Selling, A Simple Solution to a Complex Problem. Her new book Empower Sales Success with Effective Sales Training comes out in the fall of 2023.