Give Before You Get: Providing Value Before a Sale

PROGRAM DESCRIPTION

Join Sales Assembly and Chris Kosrow, Director of New Business Sales at Showpad, as we hone in on Prospecting as a skill. This innovative program focuses on cultivating meaningful connections and positively influencing response rates and self-generated pipeline by emphasizing the principle of giving value upfront. Learners will explore strategies to deliver valuable insights, content, and solutions to prospects before the sale, fostering trust and engagement.

PROGRAM TAKEAWAYS

1. Offer helpful resources, make connections, and give personalized advice or analysis upfront to build trust and demonstrate your expertise. Don’t just pitch your product right away.
2. Do the work for your prospects to quantify your solution’s potential impact and ROI. Create business cases, comparative analyses, and project success metrics tailored to their needs and challenges. This differentiates you from competitors.
3. Leverage social proof by connecting prospects with existing customers who have faced similar situations. Share customer stories, offer peer introductions, and provide access to reference calls or testimonial videos. People want to hear from others like them.

GENERAL PROGRAM INFO

This module is part of the Skill Certification Program. The content of each module is designed and facilitated by the Thought Leader in collaboration with Sales Assembly. All Thought Leaders are guided and coached to tap into the foundational elements and strategies needed to develop the necessary proficiency to perform within the role in practice as part of the B2B Tech space. To earn your certification, you need to complete all required modules and fulfill participation requirements. Modules can be completed in any order and at your own pace, offering flexibility to fit your schedule.

*Certification Programs do not have an enforced order or limit on timeframe for completion.

ADDITIONAL INFO TO KNOW

This program is open to all employees of SA member companies. You must be logged into your account to RSVP for this program. If you need help logging in or need help setting up your account, please email lissie@salesassembly.com.

All registrants of this program comply with our Terms and Conditions.