The growth of sales tech stacks, reliance on SaaS platforms, and the push for more product demos have created a vacuum of essential sales tactics.
The myth that “67% of the buyer’s decision has been made before they speak to a seller has made matters even worse (like so many other myths in sales).
This has opened an enormous, once-in-a-lifetime opportunity for those who concentrate on the part of buying that prospects value most: The value-creating conversation with an informed seller.
Tom Snyder will present the research insights and conversational structure that makes the difference.
Complexity Level: Medium
WHAT YOU’LL LEARN AT THIS PROGRAM:
- The sales tactics that EVERY sales training provider misses
- How to assure that the tech stack is a boon and not a hindrance
- Three things that a seller can do tomorrow to increase results by 15% or more
About Tom Snyder
After receiving both a BS and MBA from the University of Maryland, Tom began his with Federal Government where he held a variety of energy policy analyst positions, most prominently as a member of the White House staff under three different Presidents. After eight years in Federal service, Tom left to start his first company. Over the course of the next fifteen years, Tom started, developed, and sold a series of successful enterprises.
In the mid-90s, he decided to focus the rest of his career on conducting research into the behavioral and organizational success factors that are most important in the field of sales. After publishing two business best sellers and becoming a sought-after international consultant and speaker, Tom formed a new company in 2008 focusing on helping sales teams perform at their best.
Mr. Snyder currently serves on three Boards of Directors. He is the Founder & Managing Partner of Funnel Clarity, LLC, a sales training and consulting firm headquartered in Washington DC. Finally, Tom is listed among America’s 100 Most Influential Sales Leaders.
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