Rick Farrell - Selling Has Nothing to Do with Selling - Part 2

Debunk the time-honored beliefs and strategies that organizations hold so dearly and expose the obscene costs of sales that they blindly operate under. Content is non-traditional, contrarian and designed to be a wake-up call for all organizations on how to sell, strategize and position their companies to meet the harsh realities of the information economy and the challenging economic climate of today’s marketplace.

Rick Farrell will provide strategies, answers, and thought-provoking discussion on the following universal sales challenges:
• How to meet the twin evil forces that all companies today are faced with; tough economic times and dragging their sales force into the 21st Century.
• Sub-par management accountability of salespeople and strategy execution, creating a culture of mediocrity.
• Why sales organizations have sales strategies that are designed to differentiate themselves and provide a competitive advantage and how it actually creates the exact opposite affect.
• Why the information economy has changed everything as to how companies recruit, develop salespeople, sell, “message,” position themselves, build trusting relationships and qualify opportunities.
• Sales management’s lack of a defined systematic sales process, resulting in poor pipeline management and unpredictable forecasting.
• Salespeople selling in a transactional manner instead of strategically, causing higher cost of sales, poor margins and bad deals.
• Long sales cycles prompted by wasteful quoting, proposing and squandering of company resources.

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