A104: Adaptive Selling in the Digital Era

Track A: Science of Sales – Monday 24 April 
15:15 – 16:00

The traditional sales process is in a period of rapid disruption. With 24/7 internet connectivity, most buyers have a wealth of information at their fingertips before they ever contact a salesperson. It is no longer sufficient for salespeople to function merely as human conduits for product information. Salespeople need to evaluate where customers are in the buying cycle, provide customized solutions on-the-fly, and then step in and function as a knowledge broker while building rapport. This session provides an adaptive selling framework and identifies the five critical steps salespeople must master to be successful in this new era of salesmanship.

Presented by: Lance Tyson