B2B Selling: Has the Net Replaced the Rep? »
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| Speaker | Peter Allen, Consultant Tutor, David Forman & Associates |
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It’s hard to see how any organisation can feel secure unless it has an e-sales strategy. What's yours? At this breakfast, Peter Allen will challenge you to transform your sales organisation and selling strategies to effectively compete in e-space. He'll invite you to: · develop your e-vision for the e-world · e-volve your sales reps so they embrace the net · share some success stories · set e-selling strategies for your organisation Peter is a Consultant Tutor with David Forman & Associates. He has a background in B2B key account sales, marketing and strategic management, and implementing sales training and development initiatives. A seasoned ‘big picture’ thinker, Peter has special skills in developing business and personal strategies for positive change. So if you feel tangled in the Web and want to find a way out, come along and learn some successful e-sales strategies. What Members Had to Say ... One of the biggest challenges today is working out how e-commerce fits into the business environment, according to Peter Allen of David Forman & Associates. E-volve your sales processes to combine the strengths of the net with face to face sales. This will enable you to care for your customers in a much more streamlined and effective way. Use e-selling strategies to enhance your sales environment. Sales reps can then focus on providing more sophisticated strategies and solutions, as well as building partnerships with customers. · Forget specific segmentation – add web solutions to what you already have. · Provide new services over the net to entice new customers and differentiate yourself from other businesses. · Shift your focus from selling – think seamlessly – create a whole business environment incorporating the net. · Involve your sales reps in these changes and educate them about the solutions they can offer, making sure they are positive about the changes. · Convert your existing customers to e-based sales and service ordering. · Show your customers you are an expert – learn from the web so you have credibility. · Show your customers you care – Customer Relationship Management and database management are crucial. Most importantly, keep your customers informed about the changes you make, and remember to KEEP IT SIMPLE! - Jean Adams, Business Solutions Wizard, The Personal Touch | |