Sales Leaders' Roundtable
March 9, 6:00pm - 8:00pm
The Rules Have Changed � Adapting Your Sales Process to
Fit the post�2000 Business Environment
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.
Where:
Gleacher Center
Room 100
450 N. Cityfront Plaza
Chicago, IL
Program:
6:00 - 6:30 pm: Registration & Networking
6:30 - 8:00 pm: Presentation
8:00 - 9:00 pm: Cash Bar reception in the Midway Club
Who:
Daniel W. Kreutzer
Partner,
Samurai Business Group
Cost & Registration:
There is no charge for this event.
Register
Online. Please register by March 9
Directions & Parking:
A map of the area, including parking facilities, is available online.
The 201 East Illinois lot offers a special UC rate with validation. Have
your parking ticket stamped at the service window on the first floor of the
Gleacher Center.
Questions:
Ken Nordine
312.546.4522
ken.nordine@chicagobooth.edu
Event Details:
In order to successfully implement a sales strategy, it is imperative that
the strategy be firmly grounded in the realities of the current market environment.
Strategies that worked ten years ago will no longer work today, and are unlikely
to work in the foreseeable future. Successful sales strategies will be the
ones that adapt to the new market realities.
Key Topics:
- 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
Speaker Profile
DAN KREUTZER is a Partner at Samurai Business Group, a consulting
and coaching firm that helps small to mid-size businesses dramatically
improve their top-line results. The Group specializes in business-to-business
markets where the products are intangible, complex, high ticket,
and / or are high impact / high profile for the customer. To
learn more about Samurai Business Group, go to www.samuraibizgrp.com.
Dan is a results-driven executive with an outstanding track record, spanning
30 years, selling and marketing high-technology products to Fortune 1000 companies.
His experience encompasses the entire range of selling and marketing activities:
product development, positioning and launch, customer service and support,
major account sales, channel management, sales and general management, and
developing and managing international agent networks.
In order to teach others to efficiently replicate the best
sales practices and to cope with the post 2000 economic and
market conditions, he collaborated with Dr. Keith Winfree,
PhD, to develop the Black Belt Sales System™ and the
Black Belt Sales Management System™. He is currently
in the process of authoring a book on selling in the 21st Century.
Dan has a BS in Applied Mathematics from the University of Illinois, and an
MBA in Marketing from the University of Chicago.
He can be reached at d.kreutzer@samuraibizgrp.com.
