- “Here’s How I Did It.”
- “Here’s How Our Firm Does It”
- What You Should Do
- Mahan Khalsa and Randy Illig’s Let’s Get Real or Let’s Not Play
- Greg Alexander, et. al.’s Making the Number
- Linda Richardson’s Perfect Selling, and
- Jeff Lehman’s The Sales Manager’s Mentor.
Important! Research on Negotiation. ESR and BayGroup International are collaborating to determine the answers to some important questions around the subject of B2B negotiation. Among them are, What do procurement people really think about salespeople, their approaches, strategies, and tactics? And what do salespeople think about their counterparts in procurement? In effect, we want to know What Works in Negotiation. This clever survey applies to both procurement and sales so we can get both sides of the same story. Anyone who completes the survey will be entitled to a copy of the final report when it is published. Click here to take survey.
ESR and BayGroup International will discuss the findings and offer recommendations in a special webinar to be held on Thursday, November 29th at 12:00 noon ET. Register here.
Inspiring Buyers to Buy (Even When They Weren’t Thinking of Buying) During this one-hour webinar, ES Research Group, Inc. will host Mike Schultz, co-president of Rain Group. One of the 10 Rainmaker Principles is “Set the Agenda, Be a Change Agent,” but too many sales people do not know how to do this and, indeed, don’t believe they should. There is a heavy reliance on reactive problem solving and a lack of comfort in selling when there isn’t a clear directive from the prospect or client for what is needed.
In this webinar, Mike Schultz, President of RAIN Group and co-author of the Wall Street Journal bestselling Rainmaking Conversations, will cover how sales managers and company leaders can help their sales teams inspire buyers to buy even when they weren’t thinking of buying.
This event will be held Wednesday, Oct 24 12:00 noon ET. Here is more information and registration.
Show Me the Money! 10 Imperatives for Improving Financial Acumen for Key Account Managers. During this one-hour webinar, ES Research Group, Inc. will feature Mercuri International and their customer, Siemens. The pressures we put on our account managers are complex, demanding, and increasing. Successful KAMs are experts in their customers as well as their own companies. They need to be able to define and articulate effective business cases for both.
The two presenters will be Dr Hajo Rapp -– Senior Vice President for Siemens One Key Account Management. Dr Rapp joined Siemens in 1997 and since that time has held positions in sales, sales management and key account management. And also presenting will be Dave Cusdin, Global Sector Leader at Mercuri International, where he is responsible for the firm’s technology sector clients. He has co-designed, developed and deployed sales, account management, sales management & leadership development programs for global clients.
This event will be held Thursday, Oct. 25 at 10:00 am ET. More information and registration.