Understanding buying is where selling should start.
Yet most sales processes and funnels focus on seller behaviors and goals, rather than the Buyer’s (often difficult) journey.
Salespeople have difficulty answering basic questions about a sales opportunity, and actual results often fall short of forecasts because they are based on intuition rather than evidence of customer actions.
In this webinar on February 28 at 11 AM MST with Garin Hess, CEO of Consensus and Kevin F. Davis, author of The Sales Manager’s Guide to Greatness, you will learn how to:
Understand the problems of a sales funnel which is based on the steps of selling
Develop an approach for connecting selling to customer buying behavior
Define basic exit criteria (customer actions that indicate they are moving from one buying step to the next)
Learn how to coach reps to drive deeper customer awareness and boost success rates
Understand how technology can reveal key Buyer behavior