Keynote Presentation
Selling to the C-Suite
Presented by: Nic Read
The Challenge
As the economy goes down, so the buying decisions go up to the executive level more than ever before. But how do you get on the radar of senior executives and build ‘trusted advisor’ relationships to stand out from the pack?
Content Overview
In this session, based on Nic Read’s best-selling book Selling to the C-Suite, you’ll discover what the world’s largest research study on executive buying behaviour reveals about how today’s sales forces need to lift their game, and what top performers are successfully doing differently to earn more than their fair share of revenue.
Nic will share global best practices that every business leader needs to know, which affect how you do your marketing, and how you structure your sales and sales management teams to win in the new economy.
- What a solution selling deal cycle looks like today
- How the baseline for selling skills has changed
- How to align the way you sell to and how executives buy
Key Outcomes
You will gain clarity on:
- What an effective sales process looks like today
- How to get noticed by more executive buyers
- What your salespeople should say and do in front of them
Workshop
Selling to the C-Suite
Presented by: Nic Read
As an extension of his keynote presentation, Nic will facilitate a workshop on practical ways to reach out to C-Suite executives, using ideas from executives themselves.
- How to understand what executives want utilising the drivers of executive decision making
- Ways of getting past the roadblocks
- How to create value at the executive level
- How to cultivate loyalty at the C-Suite
Key Outcomes:
Actionable items and insight you can put into immediate effect when returning to your business are:
- Ways to gain access to executives
- Ways to establish trust and credibility
- How to leverage relationships
- How to create great value at the executive level
___________________________________
Keynote Presentation
Build a Winning Sales Force Using Sales Linguistics
Presented by: Steve W. Martin
The Challenge
Since product differentiation is at an all-time low, all the salespeople competing for the customer’s business make the same claims. In addition, today’s customers are more sophisticated and better informed than ever. The winning salesperson skillfully uses language to build a deeper relationship and persuade the customer to buy.
Content Overview
Popular sales methodologies concentrate solely on the logical and procedural aspects of the sales cycle. They do not explain or fully take into account the human characteristics of the people who actually make the purchase decisions. And, the process of selling is inconsequential when compared to the roles that psychology and politics play in determining the ultimate winner.
Truly successful salespeople are accomplished communicators who know what to say and, equally important, how to say it. Through their mastery of language, they are able to convey and decipher deep underlying messages that less-successful salespeople miss. While using the same language as most salespeople, they have developed an uncanny ability to influence nonbelievers to trust them and convince complete strangers to follow their advice. Through sales linguistics, we can learn how they turn sceptics into believers and persuade prospective customers to buy.
Key Outcomes
Successful customer communications is at the foundation of all sales. In this session we introduce “Sales Linguistics,” the revolutionary new field of study of how salespeople and customers use language during the decision-making process.
- Review of Sales Linguistics Concepts
- Understanding How People Communicate
- Rapport and Relationship Fundamentals
- The Seven Languages Every Customer Speaks
- How Sales Linguistics Influences Your Sales Leadership Style
Workshop
Advanced Customer Communication Workshop
Presented by: Steve W. Martin
The salesperson’s most important competitive weapon is his mouth, and the winner is the salesperson who uses words that reduce the customer’s doubt, ease his fear, and fosters his fantasy. That’s why it is critical that salespeople master sales linguistics, the study of how the customer’s mind uses and interprets language.
Customer inertia, the drive to “do nothing,” far outweigh the logical reasons you espouse for buying your product. You can recite a litany of reasons and a laundry list of benefits, and the customer still won’t buy. This workshop will equip sales leaders with linguistic strategies to differentiate their solution from the competition and enable them to create a call to action that convinces the customer mentally and emotionally to buy.
Key Outcomes
All competent salespeople can recite their products’ features and specifications. Great salespeople build winning customer relationships based upon establishing rapport. In this workshop we review how to speak the customer’s language and understand individual needs in order to build winning relationships.
- Recognising How Your Customer is Neurolinguistically “Wired” to Communicate
- Conducting Persuasive Sales and Calls Presentations
- Communicating Strategic, Operational, Political, and Psychological Value
- Messaging to the Customer’s Mind via Letters, Emails, Phone Calls
- Understanding and Anticipating Your Customers’ Thought Process
___________________________________
Keynote Presentation
The New Rules of Selling to Extremely Busy Executives
Presented by: Jill Konrath
The Challenge
It’s tough selling to decision makers who are expected to do more, in less time and with fewer resources. They’re stressed out, don’t want to change unless absolutely necessary and see minimal difference between competitors. Most sellers and sales organizations are woefully unprepared for these radically new customers. Making more calls is not the answer, nor is a better “pitch.”
Content Overview
In this session, based on Jill Konrath’s new book, SNAP Selling, as a sales leader you’ll get an inside look at the intense pressure that today’s decision makers are under. You’ll discover how these crazy-busy people think and why traditional sales techniques are increasingly ineffective.
Jill will explain the four new criteria that decision makers use today to evaluate every single interaction with your salespeople. She will illustrate what sales leaders have to do to give their teams a competitive edge. These four new SNAP Rules apply to (1) gaining access to prospects (2) getting them to move off the status quo (3) being selected as the vendor of choice.
Key Outcomes
By implementing the new rules of selling, your salespeople will:
- Win more sales faster
- Sell at higher margins
- Be involved in fewer competitive situations
Workshop
Fresh Strategies for Frazzled Prospects
Presented by: Jill Konrath
This session focuses on very specific prospecting strategies your salespeople can use to capture the attention of and set up meetings with busy decision makers. Specifically, you’ll discover how to:
- Set up account entry campaigns
- Leverage trigger events
- Craft enticing voicemail and email messaging
By using these strategies, your salespeople will make fewer calls, but set up more appointments.
___________________________________
Elective Sessions
When booking select the session that best suits your needs within your organisation.
Strategic Session
Presented by: Nic Read
Topic: The Science of Sales Transformation
Challenge
Do you know if your company is engineered to grow? Is sales success a part of your Corporate DNA? Most leaders are not absolutely certain and selling is often seen as ‘a dark art’ instead of a science. But what if revenue growth was distilled into a formula you could follow to achieve predictable and sustainable results?
Content Overview
In this session, we go beyond skills and processes and reveal the secrets of sales transformation. In a first for South Africa, you will hear how some companies are going from an idea on the back of a napkin to a billion dollars in under a decade. A unique study into 30 years of data from Standard & Poor’s Compustat database, coupled with hundreds of CEO interviews, has finally cracked the formula for revenue growth. There are seven ‘revenue cylinders’ every company needs in its growth engine. They can be measured. They can be tuned. As you put them in place, you can’t help but build a successful business. Nic Read will show you how.
Key Outcomes
This strategy session will give you:
- A look at your own ‘Revenue Growth Scorecard’ completed online before the
Conference - Insight into how a ‘Revenue Growth Scorecard’ works
- How to build a sustainable revenue growth model
- A roadmap for aligning sales training to business ROI
OR
Management Session
Presented by: Steve W. Martin
Topic: Sales Strategy and the Psychology of the Complex Sale
Challenge
Sales is an intense hand-to-hand battle fought between two people or two groups of people who are each trying to win over the customer. Your competitors have educated themselves about your products and sales tactics, and they’re focused on defeating you more than ever. The deciding difference between winning and losing today is your ability to create a strategy that outsmarts, outmanoeuvers and overwhelms your enemies.
Content Overview
The grand strategy to win the complex sale is based upon influencing the people, selection process, and politics of customer decision-making. In enterprise accounts, salespeople must penetrate large organizations, influence key decision makers, and dovetail their products’ benefits to customers’ internal politics. In order to win, they must build relationships with buyers in different departments across a company. They have to persuade people to believe in their solution at all levels of the organization and compete against competitors with similar products and equal sales acumen.
The winning sales strategy is a psychological operation that is built on understanding, predicting, and influencing human nature. The victor understands how the account is organized and anticipates how the key decision makers will make their buying decision. Moreover, the winner employs a linguistic strategy that enables his message to rise above all others, a tactical plan of execution, and impactful recommendations that compel decision makers to take action.
Key Outcomes
Based upon thousands of customer interviews as part of the win-loss studies Steve has conducted on behalf of his clients, this session provides the models behind organization politics along with the practical sales advice that will help you become a master sales strategist.
- Formulating the Grand Strategy to Win the Complex Sale
- Political Account Structure and the Psychology of Organizational Buying
- Tactics to Defeat the Competition
- Winning Over Key Decision Makers at all Levels of the Company
___________________________________
Case Study & Panel Discussion
Ivan Epstein & Cy Edmondson
Lessons from the trenches: real-life stories from a corporate South African CEO and a hands-on Sales Manager
Challenge
Finding ways to deliver high growth sales in a ‘take no prisoners’ environment, while simultaneously attracting and retaining the best sales talent.
Content Overview
Ivan and Cy will deliver high-impact talks that best capture how they have built and developed unique sales cultures and environments. Using real-life examples they will illustrate how they achieved great success in their respective organisations.
Key Outcomes
This session will give you insights into how two exceptionally talented individuals achieve results in their own unique styles.
Panel Discussion
The two talks will be followed by a panel discussion and Q&A, facilitated by MC Douglas Kruger.
Questions will be developed through two channels:
- Delegates will be sent notification of question opportunities four weeks ahead of the Conference
- During the talks by Ivan and Cy delegates will be able to submit additional questions to a panel who will select and submit a number of questions to MC Douglas Kruger
