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Account-based Selling Webinar: It’s Time To Start Selling The Way Your Customer Wants To Buy

November 29, 2016

Last month, Journey Sales CEO Bill Butler and YourEncore Chief Revenue Officer Mike Lewis led a webinar hosted by Top Sales World’s Jonathan Farrington. The focus? How sales reps can stop selling and start guiding with account-based selling strategies and tools. Watch the webinar below and feel free to use the timestamps to hop to whatever interests you!

Account-Based Selling Webinar – Key Points of Discussion

  • 3:30 – What’s going to be discussed: How sales is undergoing a fundamental shift
  • 4:30 – What can’t a B2B customer have a B2C sales experience?
  • 6:00 – Marketing has become digital. Why hasn’t sales?
  • 8:50 – Why more than 50% of your opportunities are stalled.
  • 12:00 – The promise of account-based selling (Always Be Engaging)
  • 14:00 – Relationships, trust and confidence will still matter.
  • 16:30 – What about sales rubs customers the wrong way.
  • 17:30 – It’s time to bring sales into the digital world.
  • 18:20 – Account-based marketing = Leads. Account-based selling = Revenue.
  • 19:35 – Digitally enabling your sales force.
  • 21:50 – Guided digital selling case study: YourEncore.
  • 27:45 – Keep calm and be a good digital citizen.
  • 30:50 – Sales cycle transparency
  • 34:00 – Guided digital selling sets you apart.
  • 36:05 – Smart Rooms demo
  • 43:00 – Forget hunters and farmers. The fisherman is the new sales model.
  • 43:50 – Thanks, Q&A

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