Do you know that 61% of organizations employ some type of sales enablement program, and only 34.4% feel it meets their expectations? While a good sales training program is critical to your sales team’s success, the best training program in the world won’t get your team very far without a clear competitive strategy.
Unlike creating competitive advantage, a strong competitive strategy proactively builds disadvantage for the competition, takes business away from competitors, and controls the outcome of a competitive sales engagement.
Watch this interactive webinar to learn new ways of approaching competitive differentiation that put your company in the driver’s seat in competitive deals – and how to incorporate competitive strategy into your sales training methodology.
In this hour-long session, we will explore the following:
- Key differences in competitive intelligence vs. competitive strategy
- How to leverage competitive strategy in your sales training
- How you can leverage AI to improve competitive performance
- Steps to improve the competitive proactivity of your sellers and win more deals
Speaker:
Carol Cohen Vice President Sales Enablement and Learning Strategy, Author of REAL Selling
Carol Cohen’s career spans from high school English teacher to a corporate instructional designer. She has built award-winning programs for enterprise sales in large and small corporations. Three years ago, she joined the team at Infopro Learning, a full-service learning provider whose mission is to unlock human potential with workforce transformation as Vice President of Strategy and Sales Enablement. Since joining Infopro, her focus has been on success planning and learning strategy for today’s learner. In addition, her passion to enable sales success has empowered her to develop a new sales approach and associated customizable training modules. She is the author of REAL Selling, A Simple Solution to a Complex Problem. Her new book Empower Sales Success with Effective Sales Training comes out in the fall of 2023.
J Bentley Radcliff Consultant, Competitive Sales Strategy, International Business Agent, Author of Checkmate: Mastering Competitive Sales Strategy
J Bentley Radcliff is a seasoned sales executive and author of ‘Checkmate: Mastering Competitive Sales Strategy,’ a highly engaging and useful resource to help sales teams boost their competitive edge. He has an extensive background in sales, sales strategy, revenue enablement, training, personnel development, instructional design, sales and field enablement, channel development, marketing, demand generation, and team management. With over 30 years of experience in sales leadership, he has delivered global learning programs, developed sales enablement initiatives, and managed diverse teams across 47 countries. Bentley has worked with Fortune companies like Apple, AT&T, AWS, IBM, HPE, and more. He is a motivational speaker known for his strong communication and collaboration skills and is actively involved in Space Florida’s talent development initiative for the space ecosystem.