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Clients demand solutions that deliver high levels of business value. Sales professionals need the skills to identify, articulate, and deliver business value their clients can recognize and measure. Only by doing this can they differentiate themselves from determined competitors and close profitable deals. In this session, we will explore ways of building value-oriented sales skills by driving deals. The speaker will share how one organization implemented a program that integrates live sales opportunities with learning to deepen sales professionals' consultative selling skills. You will explore how involving sales managers in the program ensures that the learning is both relevant and applied. Bring your sales learning experience and challenges to enrich the discussion. The speaker will leverage the expertise in the room to uncover ways to drive business forward and apply what we learn from each other.
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Paula Cushing is the Director of IBM Sales Learning. Paula leads a global team of talented professionals charged with transforming IBM's sales learning strategy, sharpening the expertise of IBM's sellers, and creating innovative learning offerings which close skills gaps, accelerate productivity, and enable sellers to grow profitable revenue. Throughout her career Paula has been focused on selling and the sales population. She started her IBM career in 1985 as a Systems Engineer and Sales Representative supporting large banks, financial institutions and insurance companies. She has held various positions within the Sales and Distribution business group including Sales Leader, Marketing Strategist, Operations Manager, and Executive Assistant to Sector General Managers. Her passion for leadership prompted her to join Management Development in 2003 and Sales Learning in 2006.