From the late 1970s through the early 2000s, not much changed in the world of sales methodologies. Sellers could study and learn consultative and solution sales approaches, apply them well, and consistently produce excellent results.
In today's competitive market, sellers need to look beyond a text book approach to winning new work.
Jason Murray, Practice Director for RAIN Group in the Asia-Pacific region, will share the surprising results from a significant research project where RAIN Group studied the difference between sellers who win the sale and the second place finishers. The project included studying individual purchasers in the professional services industry, including legal, accounting, financial services and insurance.
The session will be an interactive and practical experience with attendees walking away with a personal action plan to implement into their own daily approach to business development/marketing within their roles, regardless of their position within the organisation.
If business development/marketing is an important part of your career development or your team’s success, attendance at this session will give you fantastic insights, as well as tips and tricks to win more, and win more often.
Who should attend?
Business development and marketing professionals at all levels who are responsible for or involved in securing opportunities for their firm.