Mark Stuyt
Chief Engagement Officer, Neural Impact
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Mark Stuyt, Chief Engagement Officer at Neural Impact, will be discussing neuroscience-based sales strategies and tactics that align with the new buying reality. You will learn the five key changes sales professionals need to make immediately to thrive in a fear-based economy, understand the moments that matter in the selling cycle and how to drive emotional engagement and high-volume sales velocity during the buying journey.
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Differentiate and Dominate with AI - How to position AI in Bus Apps Sales Cycles
AI....customers are interested...partners are educated...but the deals aren't closing. Why? Because there is a LOT of buyer psychology that comes into play when positioning and selling emerging technologies. They hype cycle drives desire and curiosity, but fear and risk undermine the decision-making/approval process. Far too often sellers are attaching AI to the wrong set of business drivers.
This session will focus on how to (re)position AI in your BC/CE sales cycles, based on the key learnings and outcomes of ten global AI practice optimization workshops Neural Impact delivered for Microsoft to leading AI services partners. Learn about their best practices, as well as from some of their mistakes so you avoid them yourself.
AI represents your company's single best chance to drive meaningful differentiation (especially if you focus on defined industries), but the window of opportunity won't be open for long. You'll learn how to transition from IT to business leaders, avoid the "proof-of-concept" trap, and overcome the two (emotional) AI objections that kill deals.
Strategies for selling into an uncertain economy.
Mark Stuyt, Chief Engagement Officer at Neural Impact, will be discussing neuroscience-based sales strategies and tactics that align with the new buying reality. You will learn the five key changes sales professionals need to make immediately to thrive in a fear-based economy, understand the moments that matter in the selling cycle and how to drive emotional engagement and high-volume sales velocity during the buying journey.
Accelerating Sales Volume in a Strained Economy
COVID-19 forced almost every leadership team (globally) to accelerate digital transformation projects (to survive), which kept business applications partners busy, and their benches empty, for the past two years. Selling is easy when there’s more demand than supply. But things are changing.
Geopolitical instability, economic contraction, inflation, and rising interests have rapidly changed the buying environment. Sales organizations now need to adjust (quickly), to the inevitable no-decisions and delays that are natural by-products of corporate capital preservation.
Mark Stuyt, Chief Engagement Officer at Neural Impact, will be discussing neuroscience-based sales strategies and tactics that align with the new buying reality. You will learn the five key changes sales professionals need to make immediately to thrive in a fear-based economy, understand the moments that matter in the selling cycle and how to drive emotional engagement and high-volume sales velocity during the buying journey.
Accelerating Sales Volume in a Strained Economy
COVID-19 forced almost every leadership team (globally) to accelerate digital transformation projects (to survive), which kept business applications partners busy, and their benches empty, for the past two years. Selling is easy when there’s more demand than supply. But things are changing.
Geopolitical instability, economic contraction, inflation, and rising interests have rapidly changed the buying environment. Sales organizations now need to adjust (quickly), to the inevitable no-decisions and delays that are natural by-products of corporate capital preservation.
Mark Stuyt, Chief Engagement Officer at Neural Impact, will be discussing neuroscience-based sales strategies and tactics that align with the new buying reality. You will learn the five key changes sales professionals need to make immediately to thrive in a fear-based economy, understand the moments that matter in the selling cycle and how to drive emotional engagement and high-volume sales velocity during the buying journey.
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