Your sales challenge to be addressed
‘Apples for apples’ is the expression many customers use when they struggle to differentiate between two very similar products or services. We love to think our unique features and benefits will wow our prospective customers, but more often than not, product and price are simply our ticket to the dance. As the needs of our customers evolve, as new competitors enter our market, it’s getting harder and harder to make quota each year.
So what can you do to really differentiate your offering from the competition, how can you harness the power of EQ in your sales cycles and tap in to the psychology of how humans actually make their buying decisions?
Why it will be valuable for you to attend
In this seminar Cian will draw on six years of conducting win-loss surveys and interviews with senior B2B decision makers, to explore how and why these individuals made their buying decisions. He’ll peel back the evolutionary layers, to reveal the science behind decision making and why human biology has such a profound influence on the reasons we say ‘yes’ to some requests and ‘no’ to others.
Cian’s commitment to the SMA audience is that he will deliver actionable insights to help every attendee over-achieve on your sales quota in 2017, but more importantly, help evolve your sales skills for the next 10 years of your career.
A discussion forum will follow with the opportunity to network and share experiences.
This is the fourth in the 2017 series of bi-monthly B2B sales leadership forums hosted by Sales Masterminds APAC in conjunction with the Strategic Selling Group and our principal sponsor, Salesforce.com.
A light continental breakfast will be served from 7.30am. Presentation and workshop at 8.00 am.
The last 3 forums sold out quickly so register now. Places are strictly limited.
About our presenter
Cian Mcloughlin is an author, speaker and founder of Trinity Perspectives, a sales consultancy firm that specialises in helping companies better understand why they win and lose the deals they pitch for.
Author of the Amazon #1 bestseller ‘Rebirth of a Salesman’ and a regular sales commentator in the mainstream media,
Cian’s blog was voted one of the Top 50 Sales Blogs in the world in 2015 and again 2016. With ASX and Fortune 500 clients across Australia and the Asia Pacific region, Cian is a passionate proponent of an ethical, honest and authentic approach to sales.
Cian speaks at conferences internationally and his clients include large multi-nationals in the IT, telecommunications and professional services sectors.
About our panel
In addition to Cian McLoughlin we are privileged to have two industry leaders on our panel:
- Tim Cavill, Regional Managing Director Australasia at BT Global Services, and
- Tony Hughes who has held CEO and Managing Director roles .
(Note: Tim Ebbeck was originally billed as being on the panel however other commitments forced him to cancel – please accept our apologies).
As leaders of such formidable enterprises they have experienced both sides of the fence – as a buyer and a seller – and clearly know how decisions are made. We can learn a lot from them. Have your questions ready.
Tim Cavill Tim Ebbeck