Insight vs. Relational Selling – What Should You Be Doing?

Thursday, March 29, 2018 1:30 PM - 2:30 PM (Eastern Time (US & Canada))

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This online class carries 1.0 PDH (Professional Development Hour).

Curriculum Track: Marketing and Business Development

Member Organization: National Events

Faculty: Jason Mlicki, Principal, Rattleback

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For the last 7-8 years, "insight selling" has been at the heart of most new B2B selling and marketing thinking. As the story goes, cold calls are dead and most of the buyer's journey is done before you’re even engaged in a conversation.

Not so fast.

New research from the Rain Group challenges some of this newfound wisdom. In fact, they claim some of it might not be true at all. So, who and what should you believe? How should you approach marketing and business development at your firm?

Join Jason Mlicki for this 60-minute marketing session, where you'll get:

  • A comparison of the thinking underlying both insight and relational selling
  • An objective look at the data provided to support both selling models
  • Advice on how to take pieces of both worlds to improve your business development outcomes today

 

Registration:
ACEC Members: $149
Non-members: $249

Click here for the faxable registration form
>> Click here to register.

 

Contact:
Maureen Brown
202-682-4349
education@acec.org

 

 

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