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TEC Event: Customer Buying Behaviours – Turning traditional Solution Selling on its head 

| | TEC

Tuesday 6 August 2019

PwC Centre
Level 4
60 Cashel Street
Christchurch Centre

Agenda

8:00 am Arrival, Light Breakfast
8:15 am Welcome
8:20 am Stephanie Christopher Presentation
10:00 am Wrap up and close

Following recent TEC research into what high growth SMEs do differently to drive profitable outcomes, one of the top 5 sales strategies that worked was a having and executing on a defined sales process.

As simple as it sounds, high-growth companies are also much more likely to go after new clients. They get 29% of revenue from new clients as compared with 19% for no-growth companies. Evaluating the revenue mix between existing and new, high growth companies are 53% more likely to rely on new customers.

Stephanie Christopher will lead you through a time tested defined sales process that delivers successful outcomes…. It’s not just sales ...customer loyalty is driven by the sales experience.

The Challenger Sales Model is a sales approach in which the seller actively teaches their prospect, tailors their sales process and takes control of the customer conversation.

By embracing the principles of the Challenger Sales Model, you’ll take your organisation on a transformative journey, turning traditional solution selling on its head.

Key takeaways:
• Understand the research and theory behind the Challenger methodology
• Know the fundamental elements of this defined sales process
• Ability to identify the strengths and gaps in your current sales team and sales protocols
• Implement a robust strategy going forward to get the most out of your sales

Biography

Stephanie Christopher has extensive general management, sales, marketing and strategic consulting experience in Australia, New Zealand and Asia.

Prior to CEO at TEC, Stephanie was Managing Director of Australia and New Zealand for CEB SHL Talent Measurement, the largest global talent management and workplace consulting organisation.

Stephanie has implemented a professional sales function within TEC, the first of its kind in the global TEC / Vistage community. She has been approached by her peers and leaders across the global organisation to share her experiences and support them in the development of their own sales processes.

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