Overview: The APS believes there are many factors sales leaders need to reflect and many trends that are accelerating to impact sales, such as globalisation, technology, urbanisation and consumerisation. Laid over these megatrends are a number of issues that need reflection such as mental health and wellbeing, learning cultures, constant change and development, customer contention. All of these subjects are constantly evolving and launching the Constant Customer-Centric Change (C4) Programme.
Thursday 10th September, 2020
437 Hackney Road
London E2 8PP
+44 (0) 203 637 4940
This Leadership Session covers the following topics:
- Traits Of A Future Seller
- Authentic Relationship Capital
There are limited places at each of these sessions so book early to avoid disappointment. Any questions, please contact Jennie Harnaman at firstname.lastname@example.org.
To view full brochure, click here
Traits Of A Future Seller
The internet is full of articles on the traits required in the future seller, everyone has a view, well every sales trainer and pundit have a view, mainly based on what they can sell companies in achieving that vision.
There is however very little input or insight from customers, and surely customers as buyers should have a significant say in what their ideal future seller should look like.
In this section of the journey, we will encourage the delegates to place themselves in their buyer's shoes and walk a mile. Its possibly easier than we think but requires reflection, as we are all buyers, if only in the sense of being a consumer. We can certainly inject our personal experiences and consider the impacts of consumerism on business buyers.
This is our time to collectively reflect and see if the traits differ from sector to sector or vertical to vertical, and share our thoughts.
Authentic Relationship Capital
There are lots of measures in the market with regards to customer experience, and relationship evaluation, which focus in the main on company to company buyer experience, through the engagement cycle.
Few focus on the sales cycle and still fewer focus scientifically on the emotion sets engaged when sellers and buyers navigate a joint journey.
The uncomfortable truth in these modern technology times is that it is relationships are based on trust and trust is over half the reason that people buy. AI can't replace humanity although it can replicate it, so the importance of building very strong relationships based on authentic behaviors is as important as ever.
So how do you measure them, and most importantly what do you do with the information. What data-driven interventions commence as a consequence.
Constant Customer-Centric Change (C4) – Full Overview
Throughout the last year, the APS has been working hard to consider how we raise the level of conversation whilst increasing the depth of debate that our fellows can have with us as an association and with each other.
We believe that there are many factors which sales leaders need to reflect and consider and there are many trends that are accelerating to impact sales, such as globalisation, technology, urbanisation, and consumerisation.
Laid over these megatrends are a number of other issues that need reflection such as mental health and wellbeing of sellers, learning cultures, constant change and development, customer contention.
We believe all of these collide to a perfect storm if not considered and addressed and market leaders will address them first. We believe all of these subjects are constantly evolving and hence are launching the Constant Customer-Centric Change (C4) Programme.