Session #2 of the four-part Developing Leaders Series.

The Developing Leaders Series (DLS) was designed for the senior management in small-mid sized enterprises (SME) including not-for-profits. The series focuses on peer-based learning and training on the most important leadership competencies.

Session #2 – The Way Buyers Buy (Understanding Client Needs)

When Susan Englehutt meets a company or organization, they are often on the backroads of sales and marketing. Revenue is moving slower than they want. They say things like “nothing is moving”, “our message isn’t resonating”, “sales cycles are too long”, “we can’t get to the right buyer or funder” and “something isn’t working”.

For the past decade, Susan has been working with CEOs and their sales teams to look at their sales process in a very different light: from the buyer’s perspective. In this session, Susan will share some of the most common roadblocks to growing SME revenue – why your clients are just not that into you! In a very interactive session she will show you why shifting your organization mindset from how you sell to how your buyers buy changes EVERYTHING about your sales process.

The Way Buyers Buy is a refresh for seasoned sales people and a powerful mindset for executives and players who may not sell day to day but who support or need to understand sales. It works just as well for not-for-profits organizations as it does profit-oriented companies. This is the starting point for fine-tuning your sales process and shifting from the backroads to the highway.

This session will be led by Susan Engelhutt and facilitated by Claude Haw.