Strategic Selling for Professional Services

Date 1/30/2019
Time 9:00 AM - 4:00 PM

Date ERC Training Center
387 Golf View Lane
Suite 100
Highland Heights, Ohio 44143

Price Member $695
Non-Member $995


Description

Business environments are more competitive than ever, which means professional services firms are dealing with growing commoditization, less loyalty in their client bases, and the pressure to deliver faster than ever. This translates into longer sell cycles, increased competition, and pricing pressures.


The missing ingredient for success is the lack of a systematic, consistent, and professional framework to help business-to-business sales professionals develop new or grow existing business.


Who should attend this program?


Sales professionals and business development professionals, especially those working with long sales cycles and complex opportunities.


This session will cover:



  • New Sales Economy: dynamics impacting the buying behaviors of prospects and clients

  • Lifetime Value: key metrics to help assess the potential mutual value in a relationship

  • Sales Conversations: designing sales conversations that create momentum and results

  • Network Ecosystems: mapping the relationships needed to succeed with key opportunities

  • Solutioning: strategies for designing compelling proposals that inspire change (including what pitfalls to avoid)

  • Closing: strategies for defining and earning commitments that move an opportunity along

  • Amy Franko is a keynote speaker and author specializing in business-to-business sales and leadership development. She provides sales consulting and sales training programs that blend current research, fresh insights, and real-world application. Amy’s book, The Modern Seller, is an Amazon No. 1 New Release and Best Seller.