Drawing on his experience of working as a sales person for Fortune 500 companies as well as his experience in developing CI programs that serve the sales force, Stephen Schulz will describe how sales people apply information in order to make each sale and their expectations for working with CI. He will further describe some of the analysis and insight tools and deliverables you can provide as well as strategies for getting "quick wins" and spotting leadership opportunities to work more effectively with the sales force.
Sales people come in all shapes and sizes, selling everything from retail goods to intangible services to highly sophisticated equipment and contracts. Despite this diversity however, all sales people have one common goal – to influence a buying decision – and they pursue that goal using a surprisingly common set of information in different situations and "levels" of sales strategy. This need for information represents the opportunity for CI professionals to contribute timely competitive and market insight that has an impact on individual sales and on overall sales performance.
After your payment has been processed you will receive a copy of your invoice, and you will also receive a separate e-mail titled SCIP - Your downloadable items are ready. Download the PDF and it will contain a hyperlink to the webinar.