There's a real revolution going on in selling that should alarm everyone, from salesperson to CEO, who sells anything to businesses these days.  The Internet is accelerating the end to the selling methods of the past.  With a few mouse clicks customers can buy without ever seeing a salesperson.  Companies are eliminating salespeople in an attempt to reduce costs and speed up the buying process.

As a salesperson, your future is, more than ever, linked to only one thing: how customers perceive your value.  Do they see your sales team as product-focused vendors or technically oriented problem-solvers, or do they see them as the value-creating business resource they expect in the New Era?

Based upon the acclaimed book, From Vendor to Business Resource, by Jerry Stapleton, attendees will discover what the best B2B sales professionals do differently, and how to make the vital transformation from a product focused or problem solving "vendor" to "business resource."  Join David Cincera as he interactively shows you how to create value and improve your sales performance.

Who Should Attend:

This workshop is a must for sales managers and salespeople who sense that the role of the salesperson is changing, and want to know what to do about it.

What You Will Learn:

• Creating value: why simply "adding value" isn't enough today.
  
• Why its so hard to find the "decision-maker" in complex businesses.
  
• How to tell the truly powerful executives from the not-so-powerful ones.
  
• How to create and position your value message…so it makes a difference.
  

How You Will Benefit:

Participants will learn what the top B2B sales professionals do differently, along with some practical tips that can have an immediate impact on your business.  Based upon the acclaimed book, "From Vendor to Business Resource", by Jerry Stapleton, this workshop uses real-life examples in a highly interactive learning experience aimed at:

• Raising the win-rate in competitive sales.
  
• Predicting sales outcomes with much greater reliability.
  
• Increasing share of business with existing customers.
  

Program Agenda:

The behaviors of top sales professionals today.
      Realities of the selling environment now vs. then.
      The next generation sales model.

The role of influence and politics in selling.
      Are you organizationally savvy?
      Getting to influential people in your client's organization.

Value Creation vs. Value Description.
      What's really important to customers today?
      Some tips on crafting your value message.

About the workshop leader.

David Cincera is president of Millrace Resources Ltd., a sales consulting firm that helps individuals and companies reach benchmark performance levels.  He goes beyond just identifying these competencies.  Dave shows salespeople how to put them into practice, building on his more than 20 year track record of delivering sales and earnings growth in B2B manufacturing businesses ranging from start-ups to units of Fortune 100 companies.  Together with his partner, Jerry Stapleton [author of "From Vendor to Business Resource"], they bring what is arguably the most hands-on sales consulting experience in the industry.

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Consultants for your business success
Full-performance people, not full-time employees

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