A Framework for Using Insights to Provide Value to Customers and Win More Deals

Philadelphia, Pennsylvania
Tuesday, March 11, 2014
Header Sales 2.0 Workshop
A Framework for Using Insights to Provide Value to Customers and Win More Deals
Tuesday, March 11, 2014 8:45 AM - 11:45 AM (Eastern Time)

The Ritz-Carlton Hotel
215.523.8000
Ten Avenue of the Arts
Philadelphia, Pennsylvania 19102
United States

Map and Directions

A Framework for Using Insights to Provide Value to Customers and Win More Deals


Has your market become commoditized? Or worse yet, do your buyers think it is? Today, if you want to win, you have to differentiate. Sales teams need to be armed with information and insights they can use to add value, create credibility, and differentiate their solutions in order to position themselves away from the pack and win more deals. In this session, David DiStefano will introduce a framework that supports salespeople in finding a connection with a buyer that will introduce a new idea, shift the way the buyer thinks about a challenge or an opportunity, and create an aha moment. In this interactive workshop, participants will learn
  • what an insight is and is not;
  • a framework to help sales reps best leverage insights and provide greater value to customers;
  • how sales teams can personalize an Insight Message;
  • how to prepare teams to effectively present insights, create needs, and shape the customer’s thinking;
  • pitfalls to avoid when leveraging insights in the sales process.
Workshop Presenters:
David DiStefano, President & CEO, Richardson
Nancy Sells, Senior Sales Training Consultant, Richardson
 

Contact Information

  • Email: events@salesdottwoinc.com
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