Secrets to Selling Dynamics: How to Connect with and Influence the Modern B2B Technology Buyer

This session is part of the “How to Sell” webinar series for VARs and SIs.

In the last ten years, we've seen a significant shift in how B2B technology purchases are made. Potential customers are now more capable of researching solutions online and engaging with each other through social media. We invite you to attend a non-technical workshop that will teach you how to connect with and influence this modern technology buyer effectively. Our fast-paced session will cover the following topics:
Session Outline

• The role of the seller in providing a seamless and informative buying experience
• Who is involved with the Modern Buying process?
• The five stages of the Modern Buying process.

- Determining a need
- Assigning the researcher
- Internal requirements and approvals
- Vendor due diligence
- Making the purchasing decision

• Building a modern sales process for

- New Business Development
- Up-Selling and Cross-Selling
- Account Management

About our facilitator Rick McCutcheon
Rick has had a successful career selling millions of dollars worth of Business Applications, licenses and services. He is currently assisting Microsoft Partners in improving their business outcomes. Rick has received the esteemed title of CSP (Certified Sales Professional) with Distinction and has been honored with the MVP Award for Dynamics Business Applications ten times. He has travelled worldwide as a professional speaker and workshop leader, delivering practical and innovative messages on modern selling strategies to thousands of Microsoft business professionals.