Bio: Ian Hirst is CEO of Greenbank, a global performance consultancy focused on driving sales growth through innovative sales tools and motivational development programmes. Prior to joining Greenbank in 2002, Ian spent 20 years in senior sales roles, including Head of Global Sales Operations for Reuters. He uses this experience with a range of B2B clients who realise they need to differentiate themselves by the way they sell rather than relying purely on their services or solutions.
The ability to clearly demonstrate business value in today’s fast moving (but risk-averse), multi-processing business world has never been greater. You undoubtedly have real differentiating business value to offer your clients, but do your sales teams consistently articulate it? And do your proposals really bring this out? If they don’t, then do deals stall in the pipeline or get lost to lower-cost competitors?
This engaging, highly interactive seminar will examine key elements of a customer-focused strategy and introduce a proven tool to revolutionise your team’s approach to proposals and executive conversations, making a measurable difference to your success.
Takeaway: Pick up tips on how to differentiate your bid by bringing out the value of your offer to your customer.