Host of The Brutal Truth Podcast
About the instructor
After spending 20 plus years selling enterprise software I now work with sales leadership teams to help create and dominate their market segments.
My approach is based on an exhaustive study of hundreds of eight, seven and six-figure deals across several industries and geographies. What I have discovered is that the majority of salespeople are "Selling Backwards". Selling Backwards means that the focus is on the outside of the prospect looking in. Instead of obsessing on messaging, positioning, presentations, demonstrations, and closing... what is really effective is matching the selling process with the prospect's decision process.
What we have found is that the salespeople who still embrace the old-school dogma of relying on relationships, one-on-one selling skills and aggressively pushing their prospects are as obsolete as palm pilots. What I teach is what is going on inside the prospect's organization and how they make product selections. I then show salespeople how to guide/control the decision and how to keep the selection moving and in your favor.