Learn how to gain progress when your sales cycle is naturally longer by understanding the customer buying process.
The long sales cycle presents unique challenges to salespeople. Understanding what makes this kind of sale unique lets salespeople avoid poor planning and weak strategies and helps them win more sales. With clear indicators of customer commitment, salespeople can be more sure that they are making progress. Join us for this informative ondemand course.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
Sales Cycle or Customer Buy Cycle? You Need to Know the Difference
The Definition of a Long Customer Buy Cycle
What Is Unique About Long Buy Cycles That Salespeople Must Consider When Setting Good Strategy?
Stakeholders and Their Role in the Customer Buying Process
Goals - Customer's, Not Yours and Why They're Key to Managing the Long Buying Cycle
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on November 18, 2014.
Call 1-866-352-9540 for further credit information.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Mark Sellers
Breakthrough Sales Performance(R) LLC
- Partner with Advantage Performance Group, a professional services training and consulting company, and CEO of Breakthrough SalesPerformance®LLC, a sales training and consulting company he founded in 1996
- Companies around the world hire Mark to impact their business results. Clients include Danaher, ITW, Bemis, RONA, West Pharmaceutical Services, Sartomer TOTAL, Deli Express, Microchip Technology, Hunton Group, Steadmed, Mass Mutual Retirement Services, Pioneer Investments, T Rowe Price, Whirlpool, Anderson & Vreeland, 3M, Cascades, Printpack, and many others
- Through the power of APG and Breakthrough’s own proprietary sales process Mark pro-vides clients world class experiential learning courses, coaching services, and trusted advisor guidance. Mark helps clients design and implement sales processes around all aspects of sales
- Mark has trained, coached and consulted with over 10,000 people in his career
- Created an innovative and powerful sales method called Funnel Principle Selling This method was introduced in Mark’s first book The Funnel Principle. The Funnel Principle was named a Top Ten Best Sales Book to Read by Selling Power magazine. The foundation of Funnel Principle Selling is the game-changing approach of selling to the customer’s buying process. Mark is a pioneer and thought leader in this approach
- Frequent blogger, keynote speaker, guest speaker for webinars, and contributor to sales industry mediums such as Selling Power magazine, Customer Think, and the American Business Journals newspapers. His columns on selling have appeared in the American Business Journals since 2006
- Mark believes strongly in playing an active role in helping clients implement the solutions he and his clients create. He believes in collaborative creation of solutions. He focuses highly on helping clients with the change management dynamic that comes with every process
- Can be contacted at 614-571-8267 or [email protected]
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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