Events

Building a reliable sales engine starts with understanding how buyers think, behave, and make decisions. In this first session of our three-part January series with Viking Sales Consultants, we’ll explore the real forces that shape sales outcomes and why certain conversations create opportunity while others hit a dead end. You’ll walk away with a simple framework for generating momentum, even without a large pipeline or a dedicated sales team.

Topics Covered:

• Why some sales conversations spark opportunity—and why others fall flat
• Buyer motivation (Fear vs. FOMO)
• The five buyer types
• The Ping-Pong Conversation Method
• The 50/50 Rule (instinct vs. data)
• How to earn visibility with prospects who don’t know you yet
• What actually happens inside a sales funnel (and why deals stall)
• Keeping referral partners engaged and sending opportunities