12 Proven Strategies Your Sales Team Should Be Using to Engage, Win and Grow Customers


President and Founder, Performance Methods, Inc., Author of Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World
Author of Beyond the Sales Process
Mike kunkle (1)
VP, Sales Enablement Services, SPA & SPASIGMA
Webinar Recording Details


Sales Trainers Series

Strategists Reveal Insights
Expert selling strategists and “Beyond the Sales Process” authors Steve Andersen and Dave Stein reveal what decades of experience and deep research have taught them about how societal and technological changes are dramatically changing how we need to relate to and engage with our customers and every prospect differently.  In this segment we learn that if we haven’t already evolved, we are already caught behind the curve!  Fortunately, they also show us the strategies our sales teams need to adopt to get back out in front.
Dramatic Changes – And How Sales Teams Must Adapt
Anderson and Stein will take us through the significant and specific changes in buying that are driving the immediate need for engaging differently with customers, they explain why these changes mean the old, rigid, take-control, fill-in-the-form, follow-the-sales-process approaches don’t work out for the long-term.

Deep Dives into 18 of the World’s Most Successful
The authors share their findings from deep dives into 18 of the world’s most successful companies: What success is for them and their customers and how they have achieved it.

You’ll leave this session with 12 proven strategies as a more natural, comfortable, and effective way to engage, win, and grow with your customers. 


About Steve Andersen

Steve Andersen is President and Founder of Performance Methods, Inc. (PMI). He is the primary architect of PMI’s Keys to Effective Strategic Account Planning Methodology™, Integrated Opportunity Management Methodology™, Customer Engagement Methodology™, Collaborative Planning Methodology™ and SAM Portfolio™. Steve’s thought leadership in the sales performance industry is demonstrated through his long list of publications and work with many of the world’s largest corporations, and he is an active participant in the Strategic Account Management Association (SAMA) and SAMA’s Conferences, Universities and Academies worldwide.
PMI provides consulting and training services to assist clients in the design, development and deployment of customer engagement best practices. PMI’s unique approach provides clients with customized and integrated solutions consisting of sales processes, best practices and consultative selling skills. PMI has been selected by many of the world’s leading corporations as their sales best practices partner and has been widely recognized for the innovation, effectiveness and strength of its contemporary suite of customized sales performance solutions.
Read this interview of Steve Andersen conducted by Dave Stein: http://davesteinsblog.esresearch.com/2014/01/for-steve-andersen-and-pmi-its-all-about-customer-engagement/

About Dave Stein

Dave Stein has worked as a sales representative  sales manager, Director of Worldwide Sales Development, VP of Sales, VP of International Operations, VP of Client Services, sales strategist, and consultant. His hands-on work with businesses ranging from start-ups to the Global 100 provides him with a unique and pragmatic view of sales methodologies, sales training approaches, social selling, and the cultural, behavioral, and operational changes required for corporations to excel at the sales function. Dave’s  first book, How Winners Sell, was a highly-acclaimed commercial success, and he is considered an expert by Sales & Marketing ManagementFast Company,  the New York Times, BusinessWeek, Inc., Fortune,  the Wall Street Journal, Harvard Business Review, and Forbes.

His new book, Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World is now available for pre-order on Amazon and other online booksellers. Visit BeyondTheSalesProcess.com 

About Mike Kunkle

Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and sales enablement expert.

He’s spent 34 years in the sales profession and 24 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class learning strategies and his proven-effective sales transformation methodologies. Today, Mike is the Vice President of Sales Enablement Services for SPA and SPASIGMA, where he advises clients, writes, speaks, leads webinars, publishes sales training courses, and designs sales enablement systems that get results.

You can connect with Mike on LinkedIn or follow him on Twitter at @Mike_Kunkle.

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