These days, buyers only engage with salespeople who provide value as consultative partners. This means that your sales team will need to up their game in both knowledge and skill — which places a considerable challenge squarely on the back of sales enablement and sales training professionals. With fluctuating economic buying conditions and a cultural shift to remote and hybrid ways of working, this mandate is even more challenging.

Join Carol Cohen, Infopro Learning’s vice president of strategy and sales enablement, as she shares a new blueprint for sales training and enablement professionals: A consultative approach that will transform your team of sellers into your clients’ go-to trusted advisors — even in sales cycles with many buyers, influencers and dependencies.

In this presentation, you’ll learn:

• How the mythology of the “born seller” limits sales enablement effectiveness.
• How to build connective tissue between past frameworks like Challenger and Spin, and what your sales team needs today.
• How to keep the buyer at the center of everything you do.

View full agenda.

Speaker

Carol Cohen, Vice President of Sales Enablement and Learning Strategy, Infopro Learning Carol Cohen’s career spans from high school English teacher to corporate instructional designer. She has built award-winning programs for enterprise sales in large and small corporations. Three years ago, she joined the team at Infopro Learning, a full-service learning provider whose mission is to unlock human potential with workforce transformation as vice president of strategy and sales enablement. Since joining Infopro, her focus has been on success planning and learning strategies for today’s learner. In addition, her passion to enable sales success has empowered her to develop a new sales approach and associated customizable training modules. She is the author of “REAL Selling: A Simple Solution to a Complex Problem.” Her new book, “Empower Sales Success With Effective Sales Training,” comes out in the fall of 2023.