Lineage
Sales Training at National Sales Summit Event – Selling in a Competitive B2B Environment
Annual National Sales Summit
Selling in Today’s B2B Environment
- All participants completed the CTS sales assessment as a means to better understand their natural strengths and areas of development
- Selling Style reports were developed for each rep informing them about their natural selling style and how that influences the different types of buyers they encounter
- Discussed selling in the current B2B environment, and the top behaviors and characteristics of today’s elite B2B sales professionals
- Identifying the different buyers in the firms to which they wanted to sell and how to find and connect with them
- Discussed how to make the first contact and how to nurture qualified leads through the typical B2B sales funnel
- Development of marketing messages that can be used to get a prospect’s attention and separate Lineage from the competition
- Interactive group/team small group discussions were used to develop lead nurturing methods and marketing messages
What's Next?
- How to modify their communication styles to better mirror-match their buyers
- A more defined process for lead prospecting and nurturing through the buying stages
- Broader use of LinkedIn to identify the various buyers within their targeted firms
- Further development of their competitive advantages and marketing messages
Service Testimonial
Neal Lappe of Point Selling Solutions recently conducted a full day sales education session for our national sales team as part of a National Sales Summit. Neal did a great job helping our team understand our strengths and weaknesses associated with our personality traits. In addition he also took our team through a process on how to develop and build relationship with prospective customers as well as other techniques. The feedback I received about Neal from the attendees was very positive and they felt our time with Neal was beneficial, educational and productive. Neal’s presentation received a very positive rating in our post-summit survey. In addition Neal is a very effective communicator and I would utilize him again in future meetings.
Scott Chapman
SrVP – Sales & Marketing