In a rapidly changing business landscape, sales organizations face the challenge of meeting evolving customer expectations. Fear not, Ryan Estis, renowned keynote speaker and expert in human-centered growth will guide your sales team through the shifting terrain and help them deliver value to customers, even in a world where face time is limited. B2B buyers no longer have the luxury of meeting with multiple suppliers, making it more crucial than ever to understand how to provide meaningful value. Let Ryan Estis show you the way.

Keynote topic: HUMAN CENTERED GROWTH: SELLING VALUE IN THE NEW ECONOMY

Customer expectations and behavior are evolving faster than most sales organizations. B2B
buyers considering a purchase now spend only 17% of that time actually meeting with potential
suppliers and if comparing multiple suppliers, the amount of time spent with any one sales rep
shrinks to 5%.

This reality requires a fundamental shift in go-to-market strategy and a radical evolution in seller
skill and competency. Sales teams not only have to earn customer access from a position of
expertise, but also use a new value-based, deeply customized approach to earn customer
partnerships that can sustain growth into the future.

Ryan Estis is a former Fortune 500 CRO and sales transformation expert who teaches sales
teams how to leverage this defining moment of transformation and change as a catalyst to
create compelling differentiation in the customer decision journey to capture more market share.
Sellers will understand how to earn more customer access, position value over price, elevate
customer confidence from a position of expertise, and drive decisions to close.

Inspired by compelling stories and actionable insights, each participant will leave acutely aware
of how to humanize the sales process to build high trust/high value relationships that create
partnerships for life.

Audience Outcomes:

• Adapt to a Complex World: Embrace the fundamental changes required to not only compete but also excel in an increasingly complex business landscape.
• Understand Customer Psychology: Gain insights into the evolving psychology of customers and the characteristics of top-performing sales professionals. Understand what it takes to stand out and excel in today’s competitive sales environment.
• Value-Based Selling: Learn how to shift the focus from price to value. Discover strategies for delivering value throughout the customer’s decision-making cycle, elevating their sense of urgency, and preventing decisions from defaulting to price alone.
• Compelling Presentations: Master the art of creating presentations that resonate with customers, helping them envision a compelling future in partnership with your solution. Learn how to engage customers with persuasive storytelling and proof of concept.
• Preparation and Evolution: Develop the skills to conduct a comprehensive “growth audit” of your sales approach. Evolve your “value stack” to meet customers where they are, addressing their unique needs and challenges.
• Leverage Technology: Explore how to leverage technology to make informed decisions, enhance efficiency, and create space for the expertise, customization, and humanization you bring to the sales process.
• Effective Time and Territory Management: Commit to action planning for effective time and territory management. Learn how to optimize your resources to maximize your impact on customer relationships and sales outcomes.

Interested in booking Ryan Estis as your next keynote speaker? Contact BigSpeak Speakers Bureau today. Please email info@bigspeak.com.