APS events 7.1 2021

26th February 2021 |   Journal Of Sales Transformation

Webinar: Coaching your sales team through personal change. Why is it important?

4 March 2021, 14.00-14.45pm GMT
Presented by Grant Van Ulbrich, Director, Sales Transformation – International, Royal Caribbean Cruises Ltd.

We’ve all heard about change management through our work careers, and usually whenever organisations launch a new programme, there’s an element of change management that is involved. However, recent research in my Master’s programme revealed a gap with existing change-management approaches and that gap is the individual going through the change themselves. The research further shows that most change-management processes have a high propensity to fail. I didn’t want to apply an existing model for change that was developed for organisational change; I wanted to support my team at their levels where change was affecting them. Absent of a change model to help my team in the current global pandemic of all changes, I created my own model. In this session, I’ll share it with you so you too can learn how to coach and support your team on an individual and personal basis.


Webinar: Mastering Remote and Virtual Selling 

30 March 2021, 09.00-09.45am GMT
Presented by Justin Leigh, Managing Director at focus4growth.

He will cover the fundamentals of selling in all environments, with a particular focus on what it takes to succeed in the Remote and Virtual setting. Connect with customers more deeply, manage yourself and the client meeting more confidently and learn the latest advice to maximise your impact.


Webinar: Cracking the Code for Communicating Price Increases

15 April 2021, 09.00-09.45am GMT
Tim Riesterer, Chief Strategy Officer at Corporate Visions.

Nearly 70 percent of companies describe their price increase conversations as “50:50” or worse in terms of how well they go over with customers. It’s no surprise that most price increases aren’t received well. After all, no one enjoys spending more money just to stay with the same solution. But for companies with aggressive growth goals, this is an essential conversation. How do you persuade customers to pay more without damaging the relationship?
Backed by years of academic research – much of it first published in this Journal – you’ll learn a science-backed approach to:

  • Understand the buyer psychology of existing customers versus new prospects.
  • Document results and reinforce your value to your customers.
  • Justify a price increase using a research-backed message framework.