Business Development


Today’s Selling Environment
Sales isn’t changing, it’s changed. The “old rules” don’t work anymore; your sales approach can’t become what you need it to become by remaining the same. In today’s hypercompetitive environment many sales executives are hindering performance by attempting to motivate the buyer to change. Additionally, many sellers are trying to compete with no more than a price, and a “features dump” presentation, this approach all but guarantees your products, services and solutions will be “commoditized,” shredding your margins.

Make no doubt about it… It’s growing increasingly difficult to distinguish your products, services, and solutions from those of your competitor.

This being the case, buyers are forcing sellers to choose between two unappealing options: lose the sale, or sell on price. Selling in this situation means that even when you win, you lose.

The cold hard fact of today’s selling environment is…

IF YOU CAN’T PROVE YOU’RE DIFFERENT, YOU’D BETTER BE CHEAP!

PeopleWorks Integrated Business Development Process
Based exclusively on the challenges and opportunities of today’s selling environment, these programs clearly and thoroughly address the needs of the selling organization. These programs consist of a proven curriculum that encompasses the full spectrum of tactical and strategic selling. Each of the four programs: Customer Perspective Selling, Key Account Management, Value for Value Negotiating, and Proposing to Win are state-of-the-art, 21 Century programs that have won acclaim in organizations such as: Panasonic, Fluor, Ingersoll-Rand, and Trimac Transportation. They can be presented independently or as a combined sales system. The methods of delivery include:

  • On site Workshop.
  • Webinar
  • DVD Package

If you would like more detailed information on the PeopleWorks Integrated Business Development Process go to the eBooks and resources tab and download the document by the same name.