As a result of engaging Adrian for this 3-day interactive workshop, this global company will have a clear go-to-market strategy that will be consistent across their direct sales team and their channel partners.

Adrian takes participants through an interactive journey that shows, firsthand, the persuasive power of storytelling in sales. In today’s highly connected world, most buyers have completed 60% of the buying decision before contacting a sales professional. This means that most sales people serve as nothing more than a fulfillment department. Business owners need to understand how to get their sales people to challenge buyers to rethink their perceptions and assumptions without challenging buyer egos.

Adrian will deliver a 1-day workshop focusing on storytelling, sales process and value propositions.

This 2-day course enables the participant to absorb the full scope of the work of a strategic account manager, and the progression of engagement both internally and with the customer. Candidates will work with case examples to understand job workflow and the specific competencies needed to perform each area of objectives, including: Co-Discovery, Fit and Planning; Co-creation, Monetization and Negotiation; and, Value Tracking and Delivery.

Adrian will present the opening keynote to Europe's largest group of key account managers, KAM leaders and senior sales managers.

As a result of engaging Adrian for this 3-day interactive workshop, this global company will have a clear go-to-market strategy that will be consistent across their direct sales team and their channel partners.

Most business owners treat their customers as if they are all the same. This results in the business stretching itself too thin to try to please everyone and often disappointing everyone. In Part 1 of this highly interactive workshop, Adrian provides a practical tool that enables business owners to discover how to quickly decide which customers to invest in and which customers to treat transactionally. In Part 2, Adrian takes participants through an interactive journey that shows, firsthand, the persuasive…

Most business owners treat their customers as if they are all the same. This results in the business stretching itself too thin to try to please everyone and often disappointing everyone. In Part 1 of this highly interactive workshop, Adrian provides a practical tool that enables business owners to discover how to quickly decide which customers to invest in and which customers to treat transactionally. In Part 2, Adrian takes participants through an interactive journey that shows, firsthand, the persuasive…