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Ralph is a partner with The Brevet Group, and for 20 years he has led sales performance teams in the United States and Asia. Recently he also served as a sales leader in both the media and technology industries. Ralph’s work has focused on a unique blend of management consulting and sales enablement to help companies execute their sales strategies. Prior to this role, Ralph was the APAC sales effectiveness leader at Mercer.

Ralph Grimse

Situational adaptability can help salespeople execute the right selling actions in the right situations.

Nailing the Right Deal Strategy for Your Situation

The recipe for achieving top performance is a combination of natural ability, deliberate practice, and situational adaptability.

What If You Trained Your Sales Team Like Professional Athletes?

The push for field adoption of sales methodology misses the point. Reps will never embrace a one-size-fits-all focus that comes from most sales processes or messaging rollouts. Even worse, typical methodology implementations can cause real harm to the broader sales enablement strategy. The financial and reputational risks for your sales enablement team and company are real.
New research provides powerful insight to finally solve the field adoption problem. Elevate your sales enablement efforts and drive greater rep performance with a new approach for sales process, training, and messaging. Cross industry data and emerging academic research point to the importance of building greater rep situational adaptiveness. Your best reps intuitively understand this, but the trick is building an organizational capability around adaptiveness.
This webcast will explore:

the pitfalls of a one-size-fits-all approach to sales methodology
ways to address the increasing complexity of today’s buyers and selling situations
how leading sales enablement teams are helping their reps apply the right sales tactics in the right situations
what it takes to build an organization-wide capability for adapting to dynamic selling situations
simple steps to create a more strategic sales enablement system that goes beyond “yet another program.”


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