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The Top 10 Things I Wish I Knew When I Started Selling

9:00 am - 9:45 am

Deborah Leff
Global Leader and Industry CTO at IBM

Deborah Leff is a proven sales leader who has spent more than twenty years selling, managing and guiding global teams to exceptional performance. She has used her knowledge in behavioral economics and psychology to develop a unique sales approach that inspires prospective buyers to become long-term customers and advocates.

Course Description:

It isn't enough just to have a brilliant idea for a product or service. To successfully grow and scale your company, you must be able to introduce your solution to prospective buyers effectively and adequately support an evaluation. Join this talk to learn how to navigate the complexities of selling a B2B solution by leveraging the best practices steeped in behavioral economics and human psychology

Attendees will leave this session with a better understanding of how to:

Secure a first meeting with a prospect
Ask effective questions to understand the objectives and challenges of the person they are meeting
Lead the sales process