Science on High Potential v High Performance

Science on High Potential v High Performance - Part 1

Duration: 43 minutes

Learning objectives: The importance of moving from transactional to solution selling and how to work with a new set of high-performer competencies that lead to higher value sales interaction.

Credit CPDEx:1.0

Tag(s) English, Video, Conference, Level 5, Sales Leader (second line +), Collaboration and Relationships, Change Management, Digital Skills, Governance and Risk, L4L3, L5L3

Science on High Potential v High Performance - Part 1

Description

Recommended audience

Head of Sales
Sales Directors
Account Directors
Sales Management & Leadership Professionals

Type of audience

English-speaking UK and International

Description

What drives high performance in Sales? As sales leaders, our attention is focused on professional excellence in Sales and driving the outcomes for our organisations.

There has been a rapid change in the needs of our customer’s environment. So, how do we change how we sell, both individually and organisationally? How do we find the right people, bring them into the organisation, engage them, drive loyalty, create an environment that enables them to thrive, and build a strategy that does all that?

This two-part session looks at sales team performance and potential and draws some new and innovative conclusions that open up a whole new chapter in this conversation.

Key takeaways

· Understand the key ways buyer behaviour has changed

· Navigate the shift from transactional to solution selling

· Work with the 5 dominant approaches to selling

· The competencies of a B2B High Performer (individual & organisation)

CPD Points

CPD Points: One

Presenters

Mark Powell & Zachary Gropper – CEB (Gartner)

Part 1 - Zachary Gropper

After scaling several businesses globally to successful acquisition as a Revenue Leader and 15 years studying the art and science of B2B sales and marketing best practice while at CEB, Gartner and Challenger; Zachary became an expert in bringing in repeatable practices, processes and go-to-market strategies into any size or shape of organisation in any industry.

He consulted the top leaders at organisations like MSFT, Google, SAP, Bain & Co. and also enjoyed putting those ideas into practice while mentoring and coaching other leaders as Chairman of the Barcelona Chapter of Pavilion.

He has expertise in B2B sales and marketing best practices, commercial transformation, sales and marketing alignment, and building and scaling an “insight” driven go-to-market approach.

Zachary excels at helping commercial teams and individuals build elite capability, improve the customer buying experience, cut churn, boost conversion rates, and differentiate in the market more effectively. Being culturally agile he is adept coaching and building high performance teams and inspiring work environments across different regions and cultures.