Most B2B companies conduct regional or national sales meetings throughout the year. I’ve been hired to speak, facilitate and lead sessions on topics within my areas of expertise or customize content to the needs of the client’s sales organization.
My process leading up to a speaking engagement or sales meeting follows this approach:
Assess the sales team’s unique selling scenarios and patterns prior to the sales meeting.
Identify and isolate ineffective conventions of selling behavior and present tools to drive more effective selling behavior.
Author stories that help the audience connect to a best practice in sales effectiveness so that there is an emotional connection to the change.
Utilize breakout sessions where individuals and teams begin to apply the concept to high growth target accounts within their territory.
As a group, we share key takeaways and operationalize the new selling method.
Sales meetings should not be one-time events where the content is long forgotten a week later. Rather, my goal is to create educational sessions that transform sales teams in a meaningful way.
My core clients are B2B manufacturing, distribution and service-based companies.