Intellect’s business Development Forum features a half day seminar organised by JI-MC’s David Jefferson. Sessions included David’s most recent insights into the problems and solutions to creating and managing a scalable selling resource.
David shared his view that the business to business sales force is increasingly dependent on its committment to sales process. The gifted ‘sales stars’ are often unconsciously competent and though productive, cannot pass on their magic to other team members.
Malcolm Sleath gave a very insightful presentation of his 12 Boxes model for understanding the buyer’s mind-set as he moves through his buying process.
Phil Shipperlee, himself a consumate salesman, shared his insights of techniques for managing future business relationships, and assessing liklihood of close.