Free Newsletters for the Channel
Register for Your Free Newsletter Now
Date: Oct 6, 2023
Channel sales pros who want to rack up big numbers this year need to understand what “listening” really is, and how getting better at it can increase conversions. In today’s selling world, your customers are educated — most are almost through the buyer’s journey before they even engage with your team. However, few channel sales pros have adapted to the new way buyers buy.
News flash: The selling conversation is more about the buyer than it is about your services or your supplier’s products. In this webinar featuring noted sales expert Kathryn Rose and brought to you by Star2Star, attendees will discover:
The importance of listening in the sales process
What top reps do in sales calls that sets them apart from the pack
How to demonstrate “active” listening with your prospects
John Roth, senior vice president of sales operations at Star2Star, joined the company in 2009, after a long stint at Avaya, where he was responsible for 10 sales offices, selling call center applications and managing large customer opportunities. He was at Avaya during the difficult AT&T divestiture period. Prior to joining AT&T, Roth worked at the United Telephone Co. (now CenturyLink).
Kathryn Rose is a senior adviser with Achieve Unite and a global sales, channel marketing and IT executive. An accomplished keynote speaker, she is recognized as a strong influence in the IT industry, focused on teaching the most powerful competitive advantage for any business today: how to create a high-growth culture that can maintain performance while adapting to the new realities of the market.
Rose is well regarded for staying ahead of emerging trends and keeping her finger on the pulse of channel sales programs, enablement and marketing strategies. An award-winning executive with more than 20 years of experience, she has focused throughout her career on helping companies reimagine how they can grow not only bigger, but better with innovative business models and technology.
Read more about:Agents
Managing Editor, Channel Futures
Buffy Naylor is managing editor of Channel Futures. Prior to joining Informa (then VIRGO) in 2008, she was an award-winning copywriter and editor, then senior manager of corporate communications for an international leisure travel corporation and, before that, in charge of creative development and copywriting for a boutique marketing and public relations agency.
You May Also Like
Best Technology Consultants 2024: Top 101 Agents & Advisors Ranked (L-Z)Mar 4, 2024
The Gately Report: AI Increasing Need for Zero Trust, ThreatLockerMar 4, 2024
Best Technology Consultants 2024: Top 101 Agents & Advisors Ranked (A-K)Mar 4, 2024
Channel People on the Move: AT&T, C1, Mitel, TD Synnex, MoreMar 1, 2024