Don’t Just Meet Demand – Shape It!

Don’t just meet demand – shape it!

Have you noticed like us that the world of selling has fundamentally changed?

Why? Well we put it down to heightened competition and the internet, which have resulted in a profound change in buying behaviour.

Crowded markets and huge budgetary pressure mean customers are demanding more return for their money than ever. Meanwhile, the internet has all the information they need to make an informed buying decision, so they simply don’t need sales at the ‘awareness’ stage of the buying process like they used to – something many of us have failed to realise. Requirements have often been defined and suppliers identified by the time sales get involved with the traditional sales model.

In this session we will focus on strategies and tactics that you can easily implement in order to align your approach with your customers, accelerate your sales cycles and increase your win rates.

You will

  • Learn how to get ahead by starting the sales process much earlier.
  • Explore how to help your customers establish their buying vision.
  • Discover how to proactively shape the demands of your customers rather than just react to them.

Your session leader

Cathy Bennett is an expert in sales and business development and strategic planning. With a proven track record in the corporate world, she has worked for leading global companies in the financial services, automotive and logistics sectors. She has lead businesses and teams; turning them around; winning multi-million dollar global bids; and achieving significant revenue growth. Cathy now runs her own sales consultancy, Vertical, translating this knowledge and expertise into value-add solutions for Blue chip and medium sized enterprises alike, helping to achieve outstanding business performance. Clients who have worked with Cathy describe her as commercially astute, results oriented, challenging, and energetic; most of all they talk about a problem solver with a hands on approach.

Get in touch:   Reading: 0118 916 5480   London: 020 7036 8767   info@macbeths.co.uk