AA-ISP Training Tuesday: Buyer Behavior Should Drive Your Sales Strategy

Author: Tom Snyder, Founder & Managing Partner, VorsightBP
Posted: September 8th, 2015
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Overview

AA-ISP TRAINING TUESDAY: Buyer Behavior Should Drive Your Sales Strategy

Ask yourself two questions:
(a) Are your forecasts accurate to within a margin of 5% or less?
(b) How many opportunities in our sales funnel ever move backward (i.e. toward the top of the funnel) as opposed to being advanced or just stalling?

For the vast majority of sales forces the answers are "no" and "none" respectively. This is because most sellers determine funnel stage based on having "completed" sales certain activities.

Research has shown that the only determinant of sales funnel stage, the only way to generate consistently accurate forecasts and the primary underpinning of effective sales strategy, is the ability to recognize buyer behavior. Buyers go through predictable decision "gates". Effective selling requires the ability to recognize the stages of the buyer's decision journey and using this understanding to craft/revise sales strategy. Doing so results in healthy funnel productivity and precise revenue forecasts.

Tom Snyder, Founder & Managing Partner, VorsightBP will share a model of the buyer decision journey and discuss the importance of aligning this model of buyer behavior to a sales funnel.

WHO SHOULD ATTEND?
Inside Sales professionals who want to better align their selling activities with the thought process of the buyer.

ABOUT OUR SPEAKER
Tom Snyder is the Founder and Managing Partner of VorsightBP, a sales effectiveness organization. Tom draws from more than 15 years of organizational alignment, sales strategy, and sales process consulting to amplify the sales performance of VorsightBP clients. Prior to co-founding VorsightBP, Tom served as the head of Huthwaite's research team, where he directed extensive examinations into the science of selling innovative and disruptive technologies, selling professional services, selling value in a variety of marketplaces, channel strategies and how modern selling needs to adapt in a data driven world.

Tom currently serves on three Boards of Directors, is Senior Sales Advisor/co-Founder at TeamVisibility.com, and serves as chairman of Business Performance Partners, LLC (a strategic partner of Miller Heiman, Persona Global Inc, Vantage Point Partners and Brightline Strategies).

He is also listed among America's 100 Most Influential Sales Leaders, published by the Encyclopedia of Selling. He is an internationally known speaker who delivers talks to sales people and sales leaders across the globe each year. He authored a McGraw Hill best seller in late 2007 "Escaping The Price Driven Sale" and a follow-up book, in 2010 called "Selling in a New Market Space.

Note: AA-ISP TRAINING TUESDAY IS A 30-MINUTE SESSION FOR AA-ISP MEMBERS ONLY AND RECURS EVERY 2ND TUESDAY AT 1PM EST.

Feel free to contact us with any questions at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.