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BTA Strategic Sales Semester Free Informational Webinar Q&A
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 Export to Your Calendar 12/19/2017
When: Tuesday, Dec. 19, 2017
4 p.m. Eastern
Where: United States

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BTA Strategic Sales Semester Free Informational Webinar/Q&A
4 p.m. Eastern on Dec. 19, 2017

The next BTA Strategic Sales Semester will begin at 11 a.m. Central on Jan. 22, 2018Register today for the FREE informational webinar at 4 p.m. Eastern on Dec. 19, 2017, to learn more and plan to start the new year by transitioning your reps from transactional to strategic sales.

The industry is shifting from transactional sales to strategic sales, and sales reps need new skills for this transition. Transactional sales are characterized by:
  • An equipment focus
  • Selling a payment
  • Replacement of base (current or net new)
  • Mid-level buyers
Strategic sales are characterized by:
  • Probing for pain
  • Alignment of solutions to a prospect's business goals
  • Determining (and getting to) the right level in the organization
  • Justifying incremental spend

Determining which accounts and which opportunities require a transactional approach and which accounts require a strategic approach is a skill required to be successful today and into the future. 

Growth Achievement Partners has trained hundreds of sales reps — from brand-new reps to seasoned, successful major account executives. Its Strategic Methodology Framework (SMF) is a step-by-step sales process that contemplates the transactional and strategic sale, and is specifically designed for the office technology industry. The next BTA Strategic Sales Semester will begin at 11 a.m. Central on Jan. 22, 2018.

 

Click here to register for the FREE informational webinar at 4 p.m. Eastern on Dec. 19, 2017.


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