Live Educational Webinar
Shorten Sales Cycles By Speaking in Your Customer’s Currency
Price: FREE
Mar. 9, 2017 Thursday
11:00 AM - 12:00 PM (Pacific)
1 Hour
Educational Webinar
Education Credits: None
Registration for this event is currently closed
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Free Live Webinar

  • Free CPE
  • Non-sponsored webinars mean you never listen to a 3rd party sales pitch – it’s all just great education
  • Expert-instructor-led learning with live Q&A
  • Based on a great course on Illumeo
Shawn Sandy Chief Revenue Officer, The Selling Agency
Is it taking you longer to close business? Are you getting shut out of deals? Are you selling at lower margins on the deals you are winning?

The problem could be you’re not speaking in your customers’ currency. Customer currency is the value of the criteria that customers use for making purchasing decisions. And if you don’t speak that language, your sales success will suffer.

Because of hyper-local marketing and customized solutions, today’s customers don’t react well to generic sales pitches – or to salespeople that don’t take the time to understand what customers want. Customers react well when salespeople understand their needs and have a clearly differentiated solution to offer.

This webinar teaches you to tailor your sales approach and conversations, regardless of the type of industry or buyers you call on. You learn to create stronger relationships, go deeper and wider in your customer organizations, and increase margin while closing business faster.

Learning Objectives

After attending this event you will be able to:
Identify the customer currency that your customers use
Identify the 4 factors that contribute to your buyers’ currency.
Explore why being “single threaded” is an untenable position for sales professionals and recognize how the buyer journey has changed.
Discover how relating in context to buyers and influencers creates competitive advantage for sellers.
Discover 5 of the most influential buyer positions and how to speak in their currency.

Speakers

Shawn SandyChief Revenue Officer, The Selling Agency
Shawn Sandy
Chief Revenue Officer, The Selling Agency
Shawn founded The Selling Agency after thriving in a successful sales career in which she worked closely creating solutions for Small Businesses as well as penetrating Major Accounts. She found her advantage by deeply differentiating her offers and go-to-market strategies and profoundly connecting with clients by speaking in their currencies. She began prototyping her success and coaching her colleagues in how to get clients attention and shorten sales cycles by being more visible, vocal, and valuable. Shawn coaches sales teams and entrepreneurs how to apply these strategies and works with them to build strong processes that implement and execute sales programs.

Straightforward, practical and more than slightly cheeky, Shawn delivers a unique perspective having earned many titles: Market Director, Sales Manager, Operations Manager, Marketing Director, Development Director, Entrepreneur . . . and she has conquered, redefined and re-engineered these roles in multiple organizations – big, small, independent, nonprofit – and in multiple industries – Media, Retail, Higher Education, and Corporate Real Estate. In her firm, The Selling Agency, uses these experiences to create strong sales programs focused on Organization Selling and strategies that focus on the goal of every business – revenue growth.
Moderated by: Khoa TranOperations Manager, Illumeo
Moderated by: Khoa Tran
Operations Manager, Illumeo
Khoa is in charge of live event operations at Illumeo and has led the preparation and execution of hundreds of live events on various finance, accounting, HR, sales, and marketing topics across the corporate office. You could say his job is a lot like learning for a living. Khoa is primarily responsible for ensuring great content, delivery, and learning for each of Illumeo's webinars and live events.