Outsourcing Buyers Panel – Sales Leader TeleBriefing #5

Sales Leader Series #5 – Outsourcing Buyers Panel – 10-27-09 – PDF

Executive decision makers and outsourcing buyers discuss their rationale, decision and concerns – and this time you are in the room to hear it!   Think you know what gets you to down-select , or even past the first meeting?  Guess again as many tried and true ‘rules’ of the sales model are systematically broken down by this panel of experienced corporate outsourcing  leaders.

Hear answers to the questions like these:

• I sound the same as my competition.  What will make me stand out?
• When is it too early to begin ‘closing a sale’?
• How can I tell who is most the important member of a Buyer panel?
• I know I’m supposed to demonstrate innovation, but what do Buyers really want to know?
• What if I can’t / don’t / won’t lower my price when I’m told to ‘sharpen my pencil’?

Guest Panelists:

- Edward Susman, Senior Vice President, Relationship Manager, Citigroup

- Soumitra Rathod, Vice President, Worldwide IT Sourcing, McGraw-Hill

- Rahul Sen, Director Offshore Outsourcing, Global Shared Services, Wolters Kluwer

Moderated by:
- Dan Hudson, 3forward, President

- Frank Casale, CEO, The Outsourcing Institute

Who Should Attend
Sales Leaders
CEOs
Presidents
Marketing VPs

Sales Leaders Series Overview

Whether you are a veteran sales leader or new in the role, running a sales team is a tough job and most don’t get a long learning curve to get it right.  The fourth quarter provides an added set of challenges as sales leaders are doing everything they can to close business before year-end while planning and preparing for next year’s goals.   The Sales Leader Series is a straight to the point, fast paced round of tele-briefings, brought to you by The Outsourcing Institute and 3forward, two organizations with deep experience in winning sales models and sales excellence.   The cost is FREE, the information invaluable!

The Series features insightful content, best practices, subject experts across all aspects of the art and the science of selling, research data, buyer panels, 2.0 technology specialists and loads of real world examples.   Each briefing includes lots of open discussion and question and answer opportunities – it will be time well spent for anyone owning the revenue number.

Related posts:

1. Escaping Pipeline Purgatory – Sales Leader Telebriefing #1
2. Creating Qualified Opportunities – Sales Leader Telebriefing #2
3. The Sales Leader Series – Building Winning Sales Teams
4. Sales 2.0 for the Real World – Sales Leader TeleBriefing #4
5. Sales Readiness – Sales Leader Telebriefing #3