Tim Sullivan: Collaborative Selling for Big Rewards

The IES&BD is thrilled to bring “The Collaborative Sale” author Tim Sullivan to the DC region on April 17.

The digital world has changed how buyers buy in fundamental ways. It is now common wisdom that sales teams must align their behavior to the evolving buying model, in order to succeed. This isn’t news in the sales profession. Buyers have been evolving and changing since the beginning of commerce, and sellers have always adjusted to keep pace with their customers. It’s what good sellers do.

Register now Tickets are only $69 before April 10, 2015; and $79 before April 16 (noon) and $95 after noon on Thursday through at the door. Breakfast, great networking, and great content included. The program starts with breakfast and networking at 7:15am. The speaker hits the stage at 8:15am.

But this time, something in the way that buyers are changing is forcing sales organizations to adjust more than just their methods or tactics. It also is changing the core definition of what selling is, and as a result, what kinds of attitudes, perspectives and philosophy that business leaders need to embrace, in order to engage with markets and customers successfully. Those organizations who are making this leap forward are reaping big rewards – and those who are not will soon find themselves noncompetitive and unprofitable.

In this interactive session, Tim Sullivan, director of development at Sales Performance International and co-author of The Collaborative Sale, will describe how the latest evolution of buyer behavior is historically unique, and why business executives need to recognize the resulting emergence of a new era in the sales profession. He’ll provide empirical evidence and anecdotal stories to illustrate the kinds of changes needed in how businesses engage with today’s buyers, and the tangible results that such change make possible.

Participants will learn:

  • What today’s buyers expect from their suppliers, and why
  • How high performance sellers are adapting and succeeding
  • The three roles that sellers must master to win business
  • The three things that business leaders can do to embrace a collaborative sales mentality, and make it a significant competitive advantage

The program will be held at the world-class Gannett/USA Today Conference Center, in Tyson’s Corner, VA.

Register now Tickets are only $69 before April 10, 2015; and $79 before April 16 (noon) and $95 after noon on Thursday through at the door. Breakfast, great networking, and great content included. The program starts with breakfast and networking at 7:15am. The speaker hits the stage at 8:15am.

About Tim Sullivan

Tim Sullivan brings over 30 years of sales, marketing and management consulting experience to his role as director of development at Sales Performance International. Tim is co-author of “The Collaborative Sale: Solution Selling in a Buyer-Driven World”, published by John Wiley & Sons in April 2014. He is also co-author of “The Solution Selling Fieldbook” and contributed to “The New Solution Selling” and “The Solution-Centric Organization”, all published by McGraw-Hill.

A frequent public speaker on sales and marketing trends, Tim has addressed audiences at conferences sponsored by SellingPower, Sales 2.0, American Marketing Association, Direct Marketing Association, the Institute for Study of Business Marketing, DemandCon, the University of Notre Dame, Georgia State University, Penn State University, Kennesaw State University, IBM, Office Depot, Alcatel, Nortel, Avaya, Emerson, Microsoft, and many other clients and venues. His columns on selling and marketing practices have been published in Sales and Marketing Management, SellingPower, Marketing Management, VARBusiness, and a wide variety of online sites. Today, he is an editor of the Solution Selling blog, found at www.solutionsellingblog.com.

Tim holds a business degree from the University of Notre Dame, and is a dedicated Fightin’ Irish football fan. He resides in Atlanta, Georgia with his charming bride, Jane, who has tolerated Tim for more than three decades and is therefore eligible for sainthood.

IES&BD REFUND POLICY: There will be no refunds issued for this program after April 12 at noon EST. After that time, a credit to a future program can be requested. With prior communication to the IES&BD, a registration can be transferred. The IES&BD must be made aware of the transfer no later than noon EST April 13.