Due to the challenges faced through the pandemic to meet face to face, the physical capability of creating the environments will remain a challenge, consequently we have created a range of more intimate sessions to give Sales leaders and fellows the opportunity to discuss and share best practice with peers from other organisations.

Recommended audience

This round table is for Fellows and Sales Leaders

Type of audience

UK and International

Overview

Purchasing and deal making in B2B world has seen an increase in competitive procurement practices. Such practices has been driven by the search of the best product or service at the lowest possible price. In this transactional environment, sellers are pushed to be vendors, and products and services are considered a commodity. It is difficult to create additional value unless the sellers manages to move the buyers towards a collaborative environment where both parties aim at fulfilling their own interests which will result into a Win-Win relationship. This is the collaborative negotiator mindset … Principled, Empathic, long term, problem solver, creative, patient and hard working

The questions here are: Shall sellers comply with the buyer's approach or aim at reaching a win-win deals, what are the other attributes of a collaborative Negotiator mindset, how these are put into practice to counter the competitive, commoditizing behavior of the buyers in B2B, How the shift the different stakeholder from the buying center to embrace this Mindset. This session will address these questions in the context of B2B business.

Description

The Institute of Sales Professionals has always prided itself providing opportunities for people to form support networks, relationships built on mutual support and benefit, for progression in professional of sales leadership.

Due to the challenges faced through the pandemic to meet face to face, the physical capability of creating the environments will remain a challenge, consequently we have created a range of more intimate sessions to give Sales leaders and fellows the opportunity to discuss and share best practice with peers from other organisations.

Each session will have no more than 12 attendees and will be hosted by the ISP or a guest who will introduce, guide, and moderate the conversation to ensure fair engagement and contribution using Microsoft teams.

Come and join us, share your thoughts, challenges and meet other sales leaders and Fellows.

Key takeaways

• Collaborative mindset help unlock longer term value as it strengthen a trust based relationship
• Breaking through organizational silos early in the sales cycle is required to move from a transactional competitive relationship to a consultative collaborative one
• Coaching helps in the careful planning of the sales engagement and definition of sellers objectives to align with customer objectives, culture and practices

Presenter

Nourdine Boubekeur, Sales and Commercial Learning and Competency Manager at Schlumberger

Nourdine spent his 22 years career in the Oil & Gas Industry. He held several positions in Operations, Management, Account Management, Business Development and Sales & Commercial across Europe, Africa, CIS and Asia.. Currently, he is overlooking Sales Training and Talent Development for east Hemisphere located in Kuala Lumpur. Nourdine holds an Engineering degree in Instrumentation from the Algerian Petroleum Institute and an MBA from Erasmus University NL. He is also a certified coach by the EMCC and a member of the ISP.

CPD Points

CPD Points: Two (when attending live)