30 April 2019: 9.00 – 9.45 am BST :

     Key takeaways: 

  • Understand how to avoid wasting valuable resources on deals that are unlikely to close.
  • How to conduct a meaningful opportunity review in 20 minutes.
  • How sales teams practically apply the process.

Target audience:  All member levels

For most sales teams, forecasting accuracy is a major challenge.

In this webinar, PJ Nisbet of ValueSelling Associates, will explain a simple process to enable sales people to significantly improve the reliability of their pipelines.

We will also discuss with a ValueSelling client, CACI, one of the UK’s leading companies in data, marketing technology and analytics, how they have practically applied the process in real life.

PJ will elaborate on the Qualified Prospect FormulaÒ, a simple mathematical equation which covers every component of a successful sale.  He will provide a series of well-crafted questions to be asked during the opportunity review process.  He will also give advice on how Managers should conduct impactful deal reviews using this process and ensuring that targeted actions take place as a result of the review.

During the webinar attendees will discover:

  • Understand how to avoid wasting valuable resources on deals that are unlikely to close.
  • How to conduct a meaningful opportunity review in 20 minutes.
  • How sales teams practically apply the process.

About the presenters:  

PJ Nisbet is the Managing Director of ValueSelling in EMEA and has worked in sales performance improvement training and consultancy for the last ten years.  During this time, he has trained more than 6000 sales professionals in over 30 countries.

He plays an active role in the Association of Professional Sales and the London Chapter of the Inside Sales Association (AA-ISP).

David Sealey is a Partner at CACI, one of the UK’s leading companies in data, marketing technology, and analytics.  CACI work with major organisations such as EDF, Channel 4, British Gas, HSBC and others to do amazing things with data.  In his day to day role, David heads up pre-sales at CACI and supports a team of specialist data and solution sales consultants.


About ValueSelling 

ValueSelling Associates, a leading global sales training company, offers a practical methodology for selling on value, not price. The ValueSelling Framework® is a proven formula that simplifies the complex B2B sale, and the Vortex Prospecting™ program provides a repeatable process that increases connections and conversations to the revenue pipeline. Once trained on the ValueSelling method, organisations grow revenue and increase productivity. Since 1991, thousands of professionals around the world have chosen ValueSelling Associates for customised training, reinforcement and consulting to drive sales results.


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.

The APS are committed to ensure we are fully compliant with GDPR regulation changes.  As a member of the APS, we provide options of segmenting the communication you receive into the topics which you are most interested in, to safeguard that the content we provide to you is useful and interesting. You can access your personal preferences upon registration, or opt-out of these member benefits, should you choose.

PJ Nisbet
Managing Director,
ValueSelling EMEA

David Sealey
Partner
CACI