B2B Selling In Turbulent Times – How To Handle The Rough Seas Ahead

The economy is going to be a hot issue in 2020 and we all have to navigate through financially tough times. Nobody has real experience or expertise in this new normal that has emerged.

During an economic slump, it’s tough for even the best sales leaders and teams to advance and close business. Downturns cause projects to get delayed or cancelled, executives slash discretionary spending as companies face intense pressure to show quick returns on investment, and once-loyal customers consider cheaper competitors. Yet some companies still manage to close deals.


In this exclusive webinar Peter Sondergaard of The Sondergaard Group (former Gartner Executive Vice President and Head of Global Research), Julie Thomas, President and CEO of ValueSelling Associates, Tony Cascio and Jens Lind-Winther, both Managing Partners of ValueSelling Associates will share best practices for sales to continue generating business during challenging financial times.

We’ll give our input on:

  • Prepare your business and leadership team to remain strong during a financial crisis
  • Understand and implement new techniques for the current economic climate
  • Create growth, new value, and need in the mind of your buyers
  • Manage your sales processes faster than your competitors
  • Increase margins without losing to competitors

Meet Your Presenters

julie-thomasJulie Thomas, President and CEO of ValueSelling Associates, is a business consultant, coach, facilitator, speaker and author of Driving Up Sales One Conversation at a Time. She has led ValueSelling Associates to become an award-winning, industry leader in competency and process-based training that measurably improves sales performance in B2B sales organizations around the world.

PeterSPeter Sondergaard is an executive advisor of The Sondergaard Group and former executive vice president of research at Gartner. The Sondergaard Group is focused on advising senior executives around the impact of technology on their leadership, their clients and on their personal management and leadership styles.

cascio-tony-150x210Tony Cascio, Managing Partner, leverages over 25 years of sales and senior leadership experience to challenge and inspire the next wave of sales professionals in achieving their unrealized potential. He guides management teams in executing growth plans and achieving consistent success where previously they had struggled to meet company objectives.

web-bio-jens-lind-winther-150x210Jens Lind-Winther is Managing Partner at ValueSelling Associates. With more than 20 years of sales experience, Jens guides ambitious Scandinavian-based business-to-business companies in the application and use of ValueSelling tools and methodology to execute on aggressive growth targets. His clients highlight the simplicity and customer-focused approach of the ValueSelling Framework® as major reasons for their fast adoption and measurable results.