1-3 November 2023
Directions EMEA 2023
Directions EMEA is the "Go To" place where Dynamics partners share the future. It's the preferred global community for collaborating and learning from Microsoft, MVPs, ISVs, VARs and their peers. The focus is on helping the SMB market unlock its full potential in technical, business development and strategy with ERP, CRM, and Cloud solutions, including the Microsoft Power Platform, Microsoft Dynamics 365 Business Central, and Azure.
02-11-2023
Strategies for selling into an uncertain economy.
COVID-19 forced leadership teams to accelerate digital transformation initiatives (to survive), which kept business applications partners busy, and their benches empty, for the past few years. Selling is easy when there's more demand than supply. But times have changed.
Geopolitical instability, economic contraction, inflation, and rising interest rates are now significantly impacting buyer behavior. Sales organizations need to adjust (quickly), to the growing risk of no-decisions and delays, and the need to upsell and cross-sell more effectively into their existing accounts.
In this session we'll explore how to: leverage AI to accelerate research and increase executive engagement, optimize (repeatable) sales assets to create emotional bias, reframe project priorities to create a greater sense of urgency, build compelling business cases that align with your prospect's strategic priorities, and create emotional differentiation that justifies higher service delivery costs.
Speakers:
Mark Stuyt
Chief Engagement Officer, Neural Impact
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.