The Evolution of Professional Selling

Professional selling is changing faster than ever and sales organizations must adapt to new procurement models and the relentless shift toward commoditization. This is being driven by an abundance of information and choice for buyers as the term ‘solution selling’ is becoming cliché. Sales organizations are experiencing unprecedented pressure on margins and must engineer unique value or reduce the cost of sale by leveraging marketing, inside sales, technology and channels.

Yet today’s challenges are not in a vacuum and Tony Hughes identifies three key trends in the context of the history of professional selling. He takes the audience on an interesting journey and highlights the pitfalls for those who fail to learn from the past. More importantly, he makes three key recommendations for adapting to the polarization of buying behaviour where buyers seek to either disempower the seller or demand higher levels of pre-sales investment.

This presentation is both entertaining and informative and the white paper is a must read for every sales and business leader.

Moderator:

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  Chris Bucholtz,
  SugarCRM Editor in Chief, CRM Outsiders

  
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  Tony Hughes,
  Country Manager, SugarCRM Australia and New Zealand.

  

  Tony is a recognised speaker and author in the field of professional selling. He has taught business leadership for the University of Sydney and also developed his own unique sales methodology that is the subject of a widely acclaimed book, The Joshua Principle, Leadership Secrets of RSVPselling™.