Perpetos News

We’d like to spice up your coffee break with some Commercial and L&D insights!

• Watch a 2’ video of Prof.Dr. Deva Rangarajan’s on Hybrid Selling
• Read more about the upcoming Webinar Series 1 & 2 and subscribe
• 5’ article: find out about Eliseo and Valerie’s experience on ‘Remote learning for Remote Selling’
• 5’ article: why BANT no longer works for today’s better informed customers 

Happy reading!

VIDEO
Why the topics of our upcoming
 Webinar Series 1 will become even more relevant to your sales force

Hybrid selling has become so important and is here to stay. Hence why we organize 2 webinar series. One series focused on the implications for business development and winning new logos. And a second one for people more involved in managing a customer. We’ve asked Prof.Dr. Deva Rangarajan (Director of Professional Selling, Ball State University, USA).

Discover the 3 must DO’s for Hybrid Selling
 based on academic research.

Discover more on our upcoming webinar series! 

Click on the text below to find more details on our next 2 Webinar Series and for subscribing:

Webinar series 1:
How to create opportunities in a hybrid world

Webinar 1: “Creating added value in video meetings” on Tue, May 25

Webinar 2: “5 ways of winning more deals” on Tue, June 22

Webinar 3: “Fewer proposals, more sales” on Thur, Sept 2

Webinar series 2:
How to develop customer portfolios

Webinar 1: “Customer visits in a hybrid world” on Tue, June 8

Webinar 2: “Higher revenue with existing customers” on Tue, August 24

Webinar 3: “How to manage customer portfolios dynamically” on Thur, Sept 16

Remote learning for remote selling

Eliseo Manfron (Psychologist and Business Coach) and Valerie De Coninck (Learner Engagement Perpetos) discuss strategies to remotely train salespeople with new skills, refreshing their existing skill sets, and how to keep them motivated and engaged along the way in today's virtual selling world.

	Eliseo: "The sales function is confronted with an unavoidable shift to remote learning in support of the demand to master the skills of remote selling. Traditional methods of learning won’t cut it anymore. A new training approach is required to help commercial people go through their own digital transformation."
	Valerie: "Research has proven that a great way to avoid disrupting sales people workflow is by pushing “bite-sized” chunks – no longer than 2-minutes per topic – so they can stay focused on their work and implement teachings into their day-to-day with ease. Mobile-first remote learning is essential to meet their needs."

Why BANT no longer works for today’s better informed customers

BANT (Budget, Authority, Need, Time). The concept of just-in-time has been around for quite a while in logistics and now we also need to have just-in-time commercial approach.

By qualifying the potential and the role of people involved, sales can make sure that all commercial efforts, including marketing, are resulting in doing the right thing at the right time with the right message. More than ever, we need to find the right balance between digital touchpoints and human interactions.

Do you want to boost your commercial performance? Doubts about decisions to be made? Don’t hesitate to challenge us. We can act as a sounding board and love to help people wherever we can.