Sense Making Selling
25 - 26 July
10 AM - 2:30 PM
Live Online
Reducing Complexity
Simplify information to help buyers make sense of available data.
Presenting clear, concise, and easily digestible content to prevent buyers from feeling overwhelmed by too much information.
Guiding Consensus
Facilitate internal agreement among stakeholders within the buying organization.
Providing tools and frameworks to help stakeholders align on their needs and priorities, which can often be diverse and conflicting.
Prescriptive Advice
Deliver actionable recommendations based on best practices and insights.
Sellers should act as trusted advisors, offering tailored advice to help buyers make informed decisions rather than just providing generic information.
Enabling Buyer Progress
Focus on removing obstacles and simplifying the buying process.
Helping buyers move forward through each stage of their purchasing journey by addressing common pain points and offering clear next steps.
Your In-Depth Sales Go-To
Unlock the power of effective communication and elevate your sales strategy with our "Sense Making Selling" workshop.
This immersive course is designed to transform how you connect with clients by integrating advanced sense-making techniques.
Perfect for sales professionals and business leaders, our workshop provides the tools to understand client needs deeply,
articulate value clearly, and drive meaningful engagements.
Methods
Our workshop utilizes a dynamic blend of interactive sessions, practical exercises, and real-world case studies.
Participants will:
Engage in hands-on activities to master sense-making principles.
Learn through role-playing scenarios to refine their sales pitches.
Analyze successful sales strategies to identify key elements of sense-making.
Receive personalized feedback to hone their skills.
Outcomes
Information Simplification
Guided Learning
Facilitation of Internal Consensus
Prescriptive Advice
Obstacle Removal
Storytelling and Case Studies
Personalized Interactions
Interactive Tools
Collaborative Problem-Solving
Madalina Vechiu is the MD of Salestrust. She has more than 18 years experience in Sales and the Education industry. She is ISM, SDI, ACCA, IDR (Institutul Diplomatic Roman) and IRT (Institutul Roman de Training) certified. Her favorite topics are the Telesales, Buyer Behavior, Challenger Sales, Sales Cycle, Neuroscience and Sales Instinct/Intentionality. Companies she worked with in projects of sales transformation are E.ON, Orange, Coca-Cola, Oracle, Amway, Nordic Group, Verifone and Pluxee.
In 2024 Buyers are inundated with vast amounts of data, making it difficult to discern relevant insights.
According to Gartner 89% of the information gathered during the buying process was of high quality.
How to make a decision then? There are situations where no decision is made at all.
Sense Making Selling simplifies this information, making it more accessible and understandable.
Sense Making Selling by Gartner is a sales approach that helps buyers navigate complex purchasing decisions. It focuses on simplifying information, facilitating internal stakeholder consensus, providing actionable and tailored advice, and removing obstacles to ensure a smooth and efficient buying process.
This methodology aims to make the buying journey more manageable and to empower buyers to make confident, informed decisions.
Less is more. But what do choose we say/show matters. And how we say it even more.
We hope this new approuch will lead the next generation to make
informed decisions even in the seller side as well.
It is up to us what we sell. Choose wisely.
Looking forward to having the opportunity to contribute to your selling
professional development in a process which is as enjoyable as useful,
Madalina Vechiu,
Lead Tutor
July 25-26
10 AM - 2:30 PM
