Wednesday, July 21 | 11:00 – 11:45 a.m. E.T.

The role of a salesperson is drastically changing based on expectations of buyers. In fact, the latest research states that buyers can get up to 60% or more through the buy/sell process before they even invite a seller into the conversation.  They are able to leverage the data at their fingertips to make decisions, determine their criteria and form opinions on what is important to them or their organization. This means when a seller does get invited to the conversation, they are behind the proverbial eight ball.

But we have one question for all salespeople and leaders out there: If your buyers can leverage data to get through their sales process, shouldn’t a seller be able to do the exact same thing?

This session will provide insights on how sellers can operate more effectively in today’s virtual environment, leverage data to differentiate the customer experience, and ultimately create opportunities.

In this session, you will learn:

• How and why you want to leverage data to tell a story about your customer’s business.
• How to interpret data to create a series of hypothesis across your accounts.
• How to leverage key data sources to tailor your sales strategy and maximize results.

View full agenda.

Speaker

Ken Valla, Co-Founder and President, The Valla Group Inc.  Ken Valla is president of The Valla Group, a sales effectiveness firm. With 30 years of experience in sales, sales management and sales strategy consulting, Ken specializes in B2B selling to help companies transform and maximize the results of their sales organization. He has sold and implemented over $80 million in sales effectiveness solutions and worked with over 50 Fortune 500 companies. Ken’s projects have helped these customers to measurably improve sales performance resulting in millions of dollars of return on investment.In May 2019, Ken published an Amazon best-selling book, “Conversational Selling: Seven Sales Conversations that Drive High Performance.” Ken resides with his wife Nancy in Scottsdale, Arizona.