The Rules Have Changed - Adapting Your Sales Process To Fit The Post 2000 Business Environment
October 27, 6:00 PM - 9:00 PM
Facing lengthening sales cycles and increasing costs of sales? Come gain tools
and techniques that leverage latest research in prospect behavior to help you
fight this trend Learn more.
Event to Outlook
450 North Cityfront Plaza Drive
Samurai Business Group
6:00 pm - 6:30 pm : Networking
6:30 - 8:00 pm: Presentation
8:00 - 9:00 pm: Optional Social Hour and Networking at Midway Club
Ashish Kothari, '02
Are your sales cycles lengthening because your prospects won't make timely decisions? Are your costs of sales escalating because your prospects are demanding ever increasing levels of proof of your capabilities? Are your proposals and your organization being subjected to levels of scrutiny that are unprecedented? If so, welcome to the new realities of business-to-business selling.
This session will provide insights into the changes in prospect behavior that have occurred since the 2000 economic downturn, provide a framework for understanding the new market realities, and present a new sales paradigm that aligns with the new environment.
- Understanding the shift in prospect behavior, perceptions, and psychology
- Understanding the critical drivers in current prospect decision processes
- Introduction to the Human Decision Model
- Adapting the Human Decision
Model to your sales strategy
Partner, Samurai Business Group
Bob Lambert is a dynamic, high-energy executive with a solid record of leading/building successful businesses, generating millions of dollars in revenue and growing profits. He has over 30 years experience in strategic business development, marketing and sales for Fortune 500 companies as well as being the founder of four successful entrepreneurial start-up companies.
His breadth of experience covers a variety of industries i.e.; automotive, consumer packaged goods, consumer electronics, durable goods, energy, education, financial services, retailing, travel, entertainment, technology, and the Internet. Clients served include; Nestle, Procter & Gamble, Kraft, United Airlines, Citigroup, Experian, Kmart, Leo Burnett and Whirlpool. He is the founding partner of the Samurai Business Group, a sales and marketing performance firm that has developed a revolutionary, results-driven Black Belt Sales System?. It is the first comprehensive sales system designed for the new millennium and the realities of a post 2000 economic environment, Results Guaranteed!
His skill, talent and experience in goal attainment have helped clients experience extraordinary results, some doubling and tripling their current performance. He is a member of numerous Community & Professional organizations including; GLMV Chamber of Commerce, C12 Group - a faith based CEO/President & Owner forum, Institute of Management Consultants International, Marketing Executives Networking Group - founder Chicago chapter, Samurai Executives Networking Group.
Serves on the board of advisors for DePaul University - Kellstadt Graduate School. Bob attended Ferris State University majoring in Advertising & Marketing.