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Directions EMEA 2022

Accelerating Sales Volume in a Strained Economy

Date: 11-11-2022 | From: 12:15 to 13:00 | Room: Hall F

COVID-19 forced almost every leadership team (globally) to accelerate digital transformation projects (to survive), which kept business applications partners busy, and their benches empty, for the past two years. Selling is easy when there’s more demand than supply. But things are changing.

Geopolitical instability, economic contraction, inflation, and rising interests have rapidly changed the buying environment. Sales organizations now need to adjust (quickly), to the inevitable no-decisions and delays that are natural by-products of corporate capital preservation.

Mark Stuyt, Chief Engagement Officer at Neural Impact, will be discussing neuroscience-based sales strategies and tactics that align with the new buying reality. You will learn the five key changes sales professionals need to make immediately to thrive in a fear-based economy, understand the moments that matter in the selling cycle and how to drive emotional engagement and high-volume sales velocity during the buying journey.

Speakers:

Mark Stuyt

Mark Stuyt

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Bio: Mark Stuyt, Chief Engagement Officer at Neural Impact, will be discussing neuroscience-based sales strategies and tactics that align with the new buying reality. You will learn the five key changes sales professionals need to make immediately to thrive in a fear-based economy, understand the moments that matter in the selling cycle and how to drive emotional engagement and high-volume sales velocity during the buying journey.

Sharka Chobot

Sharka Chobot

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Bio: Sharka Chobot is the creator of the CRM product category (1995) and Chief Impact Officer of Neural Impact. Sharka applies behavioral economics, neuroscience and persuasion psychology to help Microsoft partners develop an effective customer acquisition and go to market strategy. She has over 30 years of technology specific expertise and teaches behavioral marketing at leading universities in Canada. Sharka has worked with hundreds of Microsoft partners on six continents to develop their cloud product, packaging, pricing and vertical market strategy and to accelerate their transition to a SaaS business model. Sharka is