Selling has Nothing to Do with Selling!
A prerecorded webinar for you to enjoy at your leisure
This course contributes to the requirements for CMC certification with the Core Competency focus area of Managing Client Relations, Early level
$29 for IMC USA Members, $79 for non-Members
Debunk the time-honored beliefs and strategies that
organizations hold so dearly and expose the obscene costs of sales that they
blindly operate under. Content is non-traditional, contrarian and designed to
be a wake-up call for all organizations on how to sell, strategize and position
their companies to meet the harsh realities of the information economy and the
challenging economic climate of today’s marketplace.
This webinar will provide strategies, answers, and thought-provoking discussion
on the following universal sales challenge
to meet the twin evil forces that all companies today are faced with;
tough economic times and dragging their sales force into the 21st Century.
management accountability of salespeople and strategy execution, creating
a culture of mediocrity.
sales organizations have sales strategies that are designed to
differentiate themselves and provide a competitive advantage and how it
actually creates the exact opposite affect.
the information economy has changed everything as to how companies
recruit, develop salespeople, sell, "message,” position themselves, build
trusting relationships and qualify opportunities.
management’s lack of a defined systematic sales process, resulting in poor
pipeline management and unpredictable forecasting.
selling in a transactional manner instead of strategically, causing higher
cost of sales, poor margins and bad deals.
sales cycles prompted by wasteful
quoting, proposing and squandering of company resources.
In this webinar you will learn:
the feature/benefit style of selling will marginalize your selling
position and reduce you to a commodity.
the mandate of sales people is to play the role of a neutral "change
agent” and help clients
independently discover on their own if they have a compelling reason to
change and what the cost of change represents to them.
Richard P. Farrell
President of Tangent Knowledge Systems.
Having been responsible for sales and business development for nearly 25 years,
Richard brings a tremendous depth of experience and results to his audiences.
His passionate, provocative and interactive style encourages audience
participation, learning, and improvement while providing practical, usable
"time tested” information. Richard stresses a non-selling posture that allows
the sales person to play the role of a "change agent” rather than a
product-centric transactional sales person.
He has worked with a range of companies from Fortune 500
companies to start-ups in helping them optimize their performance by assessing
their sales people, sales processes, management structure and strategies. In
working with his clients Richard has helped identify performance gaps and
provided sales plans to help track, measure and execute objectives to increase
the company’s bottom line.
Today in his role of President of Tangent Knowledge Systems,
Richard continues to actively sell, prospect and manage client relationships in
addition to the high performance training and development programs he