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SPA June 06 2017 - Building Resilience Through Analysing Sales Failure - Dr Beth Rogers and Phill McGowan

Sales Performance Association

Tuesday, 6 June 2017 from 10:00 to 16:00 (BST)

SPA June 06 2017 - Building Resilience Through...

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Visitor Ticket
Tickets for visitors to the Sales Performance Association
10 Tickets 30 Sep 2017 £150.00 £8.74 £31.75

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Event Details

Building resilience through analysing sales failure

More sales opportunities are lost than won. Only a small fraction of business-to-business sales leads become orders. Understandably, improving conversion rates is a strategic objective for many sales managers. How can that be done without in-depth analysis of the ones that get away? An inaccurate or insufficient understand of sales failure could mean that salespeople will keep repeating mistakes, lose motivation and leave the profession.

Using an exciting new case study method developed by the sales teaching team at University of Portsmouth and recently nominated for a global award, we invite you to a workshop exploring the causes of sales failure, what can be learnt from exploring them, and how sales failure can be used in training and development for sales success.

We will also discuss how account management has evolved over the past twenty years and look forward to the next twenty years with one of the key authors in the field.

Your speakers:

Phill McGowan is a serial entrepreneur who has built sales training and sales software companies from scratch. His latest passion is a Phd on avoiding sales failure.

Beth Rogers was co-author with Malcolm McDonald of one of the first manuals on key account management, and these two authors have combined again to produce a new book on 21st century KAM.
Do you have questions about SPA June 06 2017 - Building Resilience Through Analysing Sales Failure - Dr Beth Rogers and Phill McGowan? Contact Sales Performance Association

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When & Where


Stratus, Green Park
100 Longwater Avenue
RG2 6GP Reading
United Kingdom

Tuesday, 6 June 2017 from 10:00 to 16:00 (BST)


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Organiser

Sales Performance Association

The SPA is a membership forum for those

  • responsible for improving sales performance
  • supporting and advising sales led organisations
  • developing sales people

In existence for over 60 years, the SPA offers a unique environment focused on providing insights into Current Issues, Best Practice and Application to improve sales performance. Challenging members to learn, share and apply best practice.

The membership is drawn from across industries and includes: sales directors, sales managers, sales executives, consultants and academics.

To enquire about becoming a member please email Paul Archer at paul@paularcher.com

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SPA June 06 2017 - Building Resilience Through Analysing Sales Failure - Dr Beth Rogers and Phill McGowan
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