The way companies and people "buy" has significantly changed over the last years.
Potential customers have become very independent and have a wealth of information at their disposal, long before they start talking to a sales person.
But has your sales approach changed too ? If you want to outsmart your competition you need to adapt.
Success in sales today, requires you to know where your prospect is situated in the "Buying" Cycle, and what (effective) actions to take, at which stage, to close the deal.
You also need to position yourself as an "advisor", put yourself above the playing field of your competitors, to avoid price and feature wars and increase your chances of success.
That is why we have developed a methodology called, "Seasonal Buying Cycle" which will not only make you more successful, but will also make your forecasting much more accurate.
The course is a presentation of about 2 hours divided into 3 sections and 17 lectures.
Learn and enjoy !
What will you learn from this course and what is the added value you will get when managing Sales Cycles as a sales man or sales manager.
We first look at the traditional way of managing Sales cycles and we analyze why this doesn't work anymore.
In this section I explain a new Methodology for managing Sales cycles: SBCM
Philippe Carron has a unique sales experience of more than 30 years.
He has a Master in Electronics Engineering at the Gent University and a Post-Graduate in Business Management at Leuven University.
He worked at companies like IBM, Compaq and Oracle and quickly moved into a sales role, becoming VP Sales after a few years and ultimately Managing director.
He created a Consulting company, called Gandamo. Objective: Helping customers to increase Sales & Marketing Productivity.