San Francisco, California
London, United Kingdom
In this session, Dr Iain Davies will focus on:
- Is Solution Selling really dead?
- How new is The Challenger Sale?
- What if there isn’t an obvious solution?
Iain will be sharing with us the latest research in sales and what the future sales professional may be.
This session will take a provocative look at the trajectory of sales organisations from the advent of Relationship Selling, through Solution Selling and on to the Challenger Sale.
Drawing on examples across a broad range of industries, with insights from sales practitioners and the most up-to-date academic research, we will expose the nature of real high value selling: Knowledge and Capability Integration.
True high value sales emerge out of the relationships where neither the supplier nor the customer knows the solution – The ‘No Solution’ sale. It is by placing your company as the hub for integrating other organisations capabilities and knowledge that you can encourage customers to choose your business as the partner for the journey into the unknown.
In this session we will explore the emergence of this trend and the way in which it leads to a whole new generation of leading organisations and changing business relationships.
9.30am Tea / coffee and biscuits
10.00am Introduction & welcome
The No Solution Sale: Part 1 Dr. Iain A. Davies
12.45pm Lunch / networking
1.45pm The No Solution Sale: Part 2 Dr. Iain A. Davies
Our next seminars
- Tuesday 10th June 2014
- Friday 26th September 2014: SPA 60 Year Celebration
- Tuesday 2nd December 2014
- Tuesday 10th March 2015
- Tuesday 9th June 2015
- Tuesday 15th September 2015
- Tuesday 1st December 2015
When & Where
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 firstname.lastname@example.org