Situational agility: a revolution in sales
Learn about a flexible sales approach that allows you to increase the effectiveness of your salespeople and better respond to your customers' needs. That's more closed deals!
Dr. Michelle Vazzana
Co-founder and Chief Strategy Officer at VantagePoint Performance, the only agile sales performance and training company. She conducts research on sales force coaching and sales agility practices.
Conference for sales managers - what will you learn?
- How information noise affects sales and what challenges it creates for salespeople.
- How to choose a sales approach that aligns with the customer's situation and your priority goals.
- What is situational agility in sales: methods and strategies.
- What tools allow you to better understand customer decisions based on available data.
- How much the sales strategy is influenced by factors such as product knowledge, competition, understanding the problem, buying process, individual preferences.
What issue does the conference address
Companies looking to increase sales effectiveness often invest in developing the competencies of salespeople. Many of them choose one of the popular methodologies (e.g. SPIN, Sandler, Challenger) and then train salespeople in their application. Unfortunately, selling with a one-size-fits-all method is a myth! Customers have different needs, preferences, experiences and expectations. Consumers may demand different things from salespeople - from comprehensive product knowledge to quality relationships and trust. We need to approach each customer individually, understand their situation and mindset, such as what arguments will be convincing to them. How to do this in practice?
We have the answer to this challenge
Put situational agility to work in sales and select sales strategies depending on the customer, their situation and the factors influencing their purchase. Benefit from the expertise of global expert Dr. Michelle Vazzana and discover how to effectively capitalize on every sales opportunity. Learn more about the expert's groundbreaking approach in the brochure. Don't delay your decision to attend, book your place now!
Meet Polish practitioners
Conference program
10:00
10:10
Dr. Witold Jankowski, ICAN Institute
- The new challenges of a changing and uncertain business environment versus sales.
- The end of the linear sales funnel: implications and challenges.
- The customer in a world of information overload.
- How does information noise affect sales and what challenges does it create?
- New vendor competencies: from value creation to meaning making.
- Vendor as change agent: what does this mean in practice?
10:40
10:45
Rafal Drozd
- What is Win-Loss analysis?
- How to prepare the team to actively participate in the project?
- Win-Loss method in the sales process.
- Using AI in preparing questions for analysis.
- Who to arrange Win-Loss analysis with?
- How to analyze findings and implement changes based on the analysis?
11:15
11:20
11:45
11:50
Agnieszka Bochacka
- Transformation in two dimensions: Analyzing the impact of technology on direct customer interactions (front-end) and on optimizing internal processes (back-end), with a focus on efficiency and scalability.
- Key technologies transforming sales: Discuss the role of automation, artificial intelligence, CRM systems and Big Data analytics in customizing offers to individual customers and predicting market trends.
- Customers of the future: Characterization of evolving customer expectations in the digital environment, identification of trends in shopping behavior, and strategies for anticipating and adapting to them.
- Who will make purchasing decisions: Discuss how artificial intelligence can save customers' time by automating simple purchasing decisions, providing speed and convenience in shopping.
- How to build a market advantage in a world of new technologies: Adaptive strategies that enable organizations to compete in a rapidly changing world, including rapid adaptation to new technologies, operational flexibility, and continuous innovation.
12:20
12:30
12:35
13:30
13:35
Wojciech Mendyka
- What do customers remember and why not your product? Understand why customers remember other products and learn how to change that.
- Stand out in sales through memorability in an era of AI and information overload: Learn to cut through the information noise with memorability strategies.
- Counter-intuitive memory triggers - examples from practice: Discover unusual ways companies are enhancing the memorability of their products.
- How do you apply strategy at each stage of the sales cycle to influence customer decisions? Implement memory triggers at each stage of the sales cycle.
14:05
14:15
14:20
14:30
Dr. Michelle Vazzana
- Key elements of customer differentiation that should determine how to sell.
- How factors such as product knowledge, understanding one's own problems and opportunities, the competitive situation, the buying process, individual preferences and others affect the optimal way to sell.
- How to differentiate how to approach the customer, focusing on the main factors that increase the chances of success?
- What methods and tools allow you to better understand customer decisions based on available data and observations?
- How do you choose a sales approach that aligns with the customer's situation and your priority goals?
- Sales tactics that will increase sales opportunities and allow you to make adjustments in response to changing customer situations.
15:05
15:35
Online
May 14, 2024
Buy the entire conference series and enjoy a discount with bonuses
Participation in a networking meeting
Meet interesting people from the business world and make new contacts.
Prestigious certification
Strengthen your personal brand with a market-recognized certificate.
Discount of 30% on e-learning platform
Get a database of over 40 certified online courses in key business areas.
Membership in the elite ICAN Alumni Club
Join an inspiring community of leaders from all over the country and exchange experiences.
Want to know even more?
Do you have questions? Get a free consultation with an expert. We will discuss your development needs and help you decide whether to participate in the program.
