Andy will spend 90 minutes exploring a modern framework for B2B selling that aligns how you sell with your buyer’s actual decision-making process. This framework will significantly increase your selling effectiveness, elevate the buying experience, and, most importantly, measurably improve your win rates.

A few discrete topics that Andy will cover include:

• Why B2B sellers are selling too much and winning too little
• The three (3) tasks every buyer completes before making their decision (that your sellers overlook)
• A Decision Enablement Framework that aligns your sales process with the buyer’s decision-making process
• The four (4) core human competencies that influence purchase decisions more than your features or price (and that AI doesn’t possess)
• Why buyers ‘hire’ sellers to help them make their decisions
• The four (4) questions every AE must answer before every sales interaction with a buyer