Forming B2B partnerships is more consensus-driven – and slower – than ever. We learn from CEB/Gartner research that 57% of the average buying decision has been made before your team arrives. This new paradigm presents challenges and opportunities for sales organisations.
An average of 80% of all pipelines deals say no. In this playful 1-day workshop, We will teach you how to deal with indecision and create action. We will also teach and demonstrate strategies to open deals, identify mobilizers, and close deals. Using our proprietary method, individuals practice creating partnerships that align to a shared purpose … without the need for consensus.
You will get tools to OPEN powerful conversations, add value through insight, and to approach negotiation with a growth mindset. Tackle any objection and work on your strengths and weaknesses. Long-term practice with these tools includes personal and corporate growth. Immediate results are increased lead conversion, faster buying cycles, and established buyer confidence.
Know your strengths and habits, and how to connect with different customer types
Use insight and stories to inspire customer action
Project manage multi-stakeholder teams and drive results for both companies
Prepare for conversations with any customer type and evaluate deal progress
Distil, direct, or diagnose information and stories to advance conversations and close deals
Motivate others to get excited about the effects that closing your deal can have for both partner companies
Startup Executive @ UvA Business School