Selling is changing at a quarterly pace, how can we hope to meet the expectations of today's clients. How do we avoid solution fatigue and not adding value? How do we avoid those common blockers and objections. How do we over deliver and become a true partner.

1. Defining the role of today's Sales
Professional
Alexander Gallagher
Sales Director Northern Europe
Linkedin
10.11.2013 – Sales Leaders Webcast Series

2. Perception of a sales person?

3. Sales is rapidly evolving..
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Closing Techniques
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Relationship Selling
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FABs
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Target Account Selling
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SPIN
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Customer Review
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Consultative Selling
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Solution Selling
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The Challenger Sale
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Evangelism
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Hybrid Sales

4. Clients are rapidly evloving...

5. Decision making is changing
Then..

6. Decision making is changing
Now...

7. What do you think they want?

8. What they actually want?

9. The Challenge...

10. What do you do?
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Become an expert
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Industry insight
–
Study
–
Attend
–
Read
–
Network
–
Talk
–
Absorb

11. What do you do?
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Customize
–
Innovate, Ideas
that lead to value
–
Be specific!
●
Deliver
–
Concise business
driven messages

12. Make it a passion.

13. About me
●
Alexander Gallagher
Sales Director
Linkedin
My inception to selling was in
the manufacturing community
which developed into Oil and
Gas, co-ordinating large
contracts for North Sea
Projects. From there I moved
on to lead the Enterprise sales
operation of a global
infrastructure company and
progressed to Sales Director. I
now work for an operating
system vendor in the fast
paced and exciting world of
Cloud.