Theme:
Sales Teams Adapt and Reinvent

Moderator:
John Ruggles
Senior Vice President, Global Sales
Frost & Sullivan

Panelists:

• Dave Goes, Senior Vice President, Morningstar Financial
• William Sexton, Vice President, Sales Operations, Global Industrial
• Rakhi Voria, Director, IBM Global Digital Sales Development, IBM

Abstract:
As businesses and the economy begin to reopen, competition is poised to skyrocket as organizations attempt to recover the revenue lost in the wake of the pandemic. This will open up new issues for teams selling in tough times, including willingness to discount, price competition, and lowering the price of products and services without killing the value of the product.

Key Take-Aways:

• Tips and tricks for creating an attitude of flexibility with your customers in order to build longer-term relationships
• Guide to retaining revenue despite top-line losses
• Insight on identifying which products to sell now, and how those decisions can drive revenue after the pandemic is over