WHY CLOSING THE LOOP MATTERS
It is clear that buying behaviours are changing. Whichever set of data you take it is clear that buying decisions are increasingly digital. If half the buying journey is digital why isn’t half the selling journey? We cannot afford to be analogue salespeople in a digital buying world. We need to sell the way buyers are buying. The question is how?
It is also clear that sales activity is not always aligned to the buying cycle. Aligning selling to buying makes a huge difference. Social selling has a big part to play here and is often under used.
Vorsight analysis indicates that at any given time only 3% of prospects/customers are actively buying. 56% are not ready to buy at all but 40% are “poised to buy”. We need to be “present on the path to purchase”, building or maintaining credibility, relevance and relationships with the 56%; ensuring we are strongly positioned with the 40% as well as managing the deal with the 3%.
Changing the way we do things takes time, effort and repetition. One-off sessions can inform, stimulate and motivate but real payback from sustained change takes something different.
That’s why we have created Closing The Loop - A dynamic, personalised programme – maximised impact minimised downtime.
WHO IS CLOSING THE LOOP AIMED AT
Sales professionals who want to use social selling to make selling eaier, more effective and more enjoyable!
- Field Sales
- Sales Managers
- Inside Sales
- Sales Enablement
- Social Selling Champions
WHAT HAPPENS IN CLOSING THE LOOP
I. Core workshop
Glasgow: Friday 16th June 2017, 10am to 4pm
II. On booking: Links to video intro, social selling “race ready” checklist, individual review of your LinkedIn profile with recommendations.
III. 30 minute coaching call to agree priorities, your goals and how you will measure progress.
IV. Receive opening chapter of Execus e-book “Closing the Loop”
V. One day workshop covering the seven points in the buying cycle where social selling can have an impact. Plus practical clinic on making the most of LinkedIn. The workshop in London itself is free of charge. Our thanks to LinkedIn for making their premises avalable for this event.
VI. Following the workshop
- 9 weekly instalments of “Closing the loop” e-book
- 3 webinars to trouble-shoot implementation challenges and provide further insights and pool best practices.
- 1 virtual coaching session
- 40 tips and hints delivered to you digitally
- One year access to Execus social selling resource bank – videos, links, advice
- LinkedIn Group Closing The Loop
HOW TO BOOK
£574 for the programme, per person, includes all coaching and resources.
Talk to us about multi-seat discounts
Execus is one of only 3 LinkedIn Sales Solutions Approved Training Partners in the world. With teams of social selling champions across Europe Execus works with individuals, SMEs and a major players including Microsoft, Veritas, Ricoh and BBDO. www.execus.com
ABOUT THE PROGRAMME LEADER
Delivered by Richard Higham an award-winning trainer and coach described as “a reflective sales practitioner who combines an engaging passion for sales innovation with hard-earned sales experience “ “Richard has the ability to provide challenging insights that improve sales performance.” Richard works in sales innovation and performance with Private Equity funded SMEs and global financial institutions. He led the sales performance practice and the financial sector team for a global consultancy before focussing on sales innovation and customer centricity. He speaks regularly for Business Schools, Conferences and Trade Organisations. He is a Fellow of the Royal Society of Arts and of the Institute of Sales Management. He is a member of the Association for Coaching.