T32EXS - Gaining the Attention of Buying Executives: Sell to Value

Tue, May 21 | 1:00 PM - 2:00 PM | Room: 159, Convention Center

Only 19 percent of salespeople have business impact discussions with executives. Learn what salespeople need to know about the customer's value chain. In this session, you'll discover the mindset required for selling to value and how it's a key differentiator, a model for understanding customers' value creation process, and an approach for discovering hidden needs. As a result, your salespeople will have business impact discussions, greater differentiation, and higher win rates.

Application on the Job:

Type: Exhibitor Session

Tracks: Exhibitor Session

Handout(s): Presentation, Presentation


Speakers

Michael Leimbach

Michael Leimbach

Vice President of Global Research and Development

Wilson Learning

David Yesford

David Yesford

Senior Vice President

Wilson Learning