Summit US Sessions SES_Sales Methodologies What to Consider Before Making a Change

Sales Methodologies: What to Consider Before Making a Change

Wednesday May 6, 2020 | 11:45 AM - 12:05 PM

Speaker(s):  Eric Zines, Heather Cole

Track(s): Sales Enablement

Defining a formal sales methodology helps the sales organization realize repeatable and scalable results by replicating the behaviors and activities of high performers. However, companies often adopt a new sales methodology with little understanding of what they are getting and what it will take to ensure a successful implementation and ongoing engagement. This session will explore the various types of sales methodologies, the business needs that a methodology addresses, and a process for internal discovery, methodology definition and alignment to sales outcomes.     

This session will provide the following benefits:

  • Gain a clear understanding of the difference between a sales methodology, sales process, sales messaging and selling skills
  • Learn how a process roadmap defines the prerequisites, discovery, assessment and criteria required to effectively define and implement a sales methodology reps will actually use
  • Understand the types of methodologies currently available and what to look for in an external provider

May 4–7, 2020 | Live Virtual Experience

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