August Big Stage: Great 8 Skills of Today’s B2B and B2G Sales Rockstars

B2B and B2G selling is hard and getting harder. How hard? We’ve seen seismic shifts in the decision-making criteria of enterprise buyers and a growing preference for rep-free sales experiences. Additionally, today’s buyers complete nearly 80% of their buying journey before engaging sellers and more CRM forecasted opportunities are being closed “lost” for “no decision”. To compound these challenges, many salespeople are still using playbooks that were designed before the pandemic. Eight selling skills represent critical moments in your buyer's decision-making process that impact whether the deal is won or lost. Attendees will uniquely explore how today’s rockstars embrace the research-backed “great 8”. Attendees will practice how to apply what matters most to buyers while differentiating themselves from the competitors. Light breakfast and networking will begin at 8am. The speaker will hit the stage at 8:30am and go to 10am. Networking will continue until 10:30am. Since it’s a hybrid program, you can register for the virtual portion starting at 8:30am.

WHO SHOULD ATTEND:

• Business-to-business and Business-to-Government sales leaders and managers.
• Tech sales professionals.
• IT solutions providers and Carahsoft partners.
• Business owners looking to grow their sales acumen.
• Marketing and sales support professionals.
• Solopreneurs.

ABOUT BRIAN SHEA:

Brian Shea is a sales performance coach, revenue enablement subject matter expert, and go-to-market advisor to elite sales leaders and teams. His firm, Lucrum Partners, provides revenue scaling frameworks, coaching, and advisory services to help go-to-marker leaders update their post-pandemic motions, demonstrate unique value, and win more deals. His firm is a strategic affiliate of Corporate Visions, the leading evidence-based growth strategy solution provider. Brian has been interviewed by the Harvard Business School, a former technology industry’s “40 under 40”, recipient of multiple vendor of the year awards, and was recently recognized as an IES Premiere Sales Employer.

Host or Publisher Institute for Excellence in Sales