Enhance Your Selling Position
Enhance your selling position with prospects during the critical stages of your prospecting life cycle.
Brian Sullivan, VP of Sandler Enterprise Selling, and Mike Genstil, Founder and Chairman of VisualizeROI, will discuss the attitudes, behaviors and techniques of today's top salespeople. The discussion will cover the fundamental differences in using ROI for small businesses vs. enterprise accounts.
If you are like most salespeople, you may be:
Looking for ways to shorten all stages of your sales cycle.
Spending a lot of time with prospects trying to explain and qualify their monetary investment.
Worried that your prospects will reject your proposal based on lack of ROI evidence, projections or "facts."
You will learn how to:
- define ROI for each decision maker based on their role, pain, and desirec result.
- demonstrate how easy-to-use visual calculators can provide well-needed support for each proposal.
- see how leadning salespeople are using ROI to close more business within their current pipelines.
Vice President of Sandler Enterprise Selling
Brian Sullivan is the co-author of Sandler Enterprise Selling: Winning and Growong Enterprise Accounts and a frequent contributor to blogs and articles in business publications. Prior to joining Sandler, Brian was in sales, sales management and P&L management positions with The Cap Gemini Group for thirty years and in sales positions with Xerox Corporation prior to his time with Cap Gemini. He also served as an adjunct professor for twelve years at Loyola University Maryland.
Founder & Chairman | VisualizeROI
As Founder and Chairman, Mike Genstil supports today's industry-leading technology and manufacturing companies such as Cisco, SAP, Dell, Verizon, and GE with cloud-based value selling and ROI tools designed to engage prospects, shorten sales cycles, and improve win rates. A Stanford and Harvard Business School graduate with career successes at Lycos, Adobe, and New Relic, Mike educates sales professionals on the power of using ROI during the sales and customer lifecycle.