23 May 2019: 9.00 – 9.45 am BST :

     Key takeaways: 

  • Understanding of the strategic buying process.
  • A tool to build winning customer relationships.
  • An outlook into the future seller-buyer relationship.

Target audience:  APS Members and Advanced Members

How to sell to your B2B clients has fundamentally changed over the past 5-10 years. Well educated, highly analytical and professional procurement teams are the new norm and your new counterpart in the selling process. Their market and buying approach have become ever more sophisticated. Failing to understand how these buyers operate, what tools they use, their mission and strategy, their stakeholders and KPIs can lead to a sales disaster. In this session we would like to share with you an approach on how you can build winning relationships with your professional buyers. We help you understand and shed light into their strategic buying process so that you can close more profitable and sustainable business faster.

Key takeaways:

  • Understanding of the strategic buying process.
  • A tool to build winning customer relationships.
  • An outlook into the future seller-buyer relationship.

About the presenter:  Jens Hentschel, Founder & CEO, THE FIVIS PARTNERSHIP
Jens Hentschel is the founder of THE FIVIS PARTNERSHIP and creator of the FIVIS™ mindset that builds winning customer relationships. Jens introduced FIVIS to more than 400 strategic sellers around the world, supporting them in building winning business relationships with their professional buyers. Today, THE FIVIS PARTNERSHIP is a team of leading procurement experts with a mission to enable sellers and buyers unlock more value for their customers together. The company consults and trains sales organisations on how to win with procurement and helps procurement teams to become more customer centric. Promised!

Other Technical Details:
– We will be using GoToWebinar.
– You can join our session by using a Mac, PC or a mobile device.

Please note that if you are not a member of Association of Professional Sales and book a ticket, our members will take priority and, in event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, join the APS.

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Jens Hentschel
Founder & CEO, THE FIVIS PARTNERSHIP