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NEW RULES IN B2B SALES: THE MODERN SALES ADVANTAGE SERIES - ONLINE

03 September 2026 03:00 PM - 03 September 2026 04:30 PM

MMA's Flagship Webinar Series - New Rules in B2B Sales

Date : 03-09-2026, Thursday

Time : 03:00 PM - 04:30 PM

Venue : Online - Zoom

 

The sales landscape has undergone a dramatic transformation. Today's buyers are more informed, more connected, and more demanding than ever before. Artificial Intelligence, digital buying journeys, changing customer expectations, and increasing competitive pressures have fundamentally redefined how organizations create value and win business.
 
To remain competitive, organizations need sales leaders who think strategically, understand business beyond revenue targets, leverage technology effectively, and build lasting customer relationships.
 
Recognizing these evolving business realities, Madras Management Association (MMA) proudly presents the The Modern Sales Advantage Series —a specially curated executive webinar series designed to help business and sales leaders navigate the future of B2B selling.
 
Spread across four live online sessions, this learning series brings together practical insights, proven business frameworks, and contemporary sales strategies that can be immediately applied to improve business performance.
 
Whether you're responsible for business development, strategic accounts, customer success, sales leadership, or organizational growth, this series will equip you with the knowledge and tools to drive sustainable competitive advantage.
 

Online - Zoom

Name : S R Hari Prasad

Mobile : 9952932169

Email : training@mmachennai.org

  • Session 1 - New Rules in B2B Sales

     

    Winning Customers in an AI-Driven, Value-Led Economy

     

    The modern buyer has evolved significantly. Sales leaders must understand new buying behaviours, create compelling value propositions, and leverage AI to remain competitive.

    Key Discussion Areas:

    • Understanding today's self-informed buyers
    • Digital-first buying journeys
    • Selling business outcomes instead of products
    • Value engineering and solution selling
    • Quantifying customer ROI
    • AI-powered prospecting and proposal generation
    • Customer intelligence and predictive selling
    • Strategic Account Management
    • Building executive relationships
    • Advisory selling
    • Thought leadership
    • Sales analytics and forecasting
    • Sales and Marketing alignment
    • Building future-ready sales organizations

  • This programme is ideal for:

    • CEOs
    • Managing Directors
    • Business Heads
    • Sales Directors
    • General Managers
    • Sales Managers
    • Regional Sales Managers
    • Key Account Managers
    • Business Development Managers
    • Marketing Leaders
    • Customer Success Leaders
    • Entrepreneurs
    • Functional Heads

  • Mr. G Deveanand

    Dev is a business training leader with two decades of experience. He is a business focused training management professional with the ability to conceptualize training programs and impart training that enables business development. He is strategy oriented; fully business focused and business enabling training professional - capable of identifying key impact bottom-line affecting factors and training to meet organizational objectives. Dev operated in different markets - domestic and international in various industries viz. Hotel Management, Time share selling and Training and Life Insurance in various capacities i.e. Training Manager to National Vice President in organizations like Taj Group of Hotels, Mahindra Holidays and Max New York Life Insurance. In his eight years of illustrious association with Max New York Life, he spent six years in Agency(Training Manager to AVP) and two years in Banc assurance and DST (Head - Training to NVP). He carries certifications in 'Professional Patterns of Management' by Kinder Brothers, USA | 'GTB Training' by EREHWON, Singapore | Certified 'Hospitality Educator' offered by American Hotel and Motel Association, Michigan, USA | 'Sales Master' by Mercury Goldman | 'Train the Trainer' by XIME | 'Financial Educator' by New York Life | 'Designing Life Insurance products' by New York Life.

    ACHIEVEMENTS:
    Dev had been a member of an 'Elite Product design committee' in Max New York Life. He played a crucial role in expanding the footprint of Agency offices from 7 branches to 77 branches between 2004 and 2008. He was part of the core team formed to clinch the AXIS Bank deal in favour of MNYL. In a record period of 75 days, He piloted his team to draw a simplified sales process and effectively implemented it across 900 branches Pan India.

    SPECIALITIES:
    Goal setting | Leading organizations from current state to desired state through Orbit Changing Interventions | Senior Leadership and Middle Management Interventions | Impacting Productivity through people, products and process | Innovative Product launches | Nurturing bottom quartile (productivity) management and agency to move up to next quartile | Impactful Pre Licensing Training based on Hub and Spoke model.

  • Fee Details
  • Member amount : Rs 472.00- (Including 18%GST)
  • Non Member amount : Rs 0.00- (Including 18%GST)
  • Total Member count :
Courses
NFNLP CERTIFIED NLP BASIC PRACTITIONER

11 June 2022

Download
brochure

It offers practical and rapid methods for personal growth and influence. It is
the study of how people do things, how they think, process information,
behave and about using what works and discarding what does not. NLP is
used extensively in Business, Law & Sales and has seeped into every self-help
or business communication book.
NLP began in psychology, helping therapists achieve quick, long lasting
changes in their patients. Today it is used successfully in areas such as
Personal Growth & Improvement, Work, Business, Therapy, Teaching,
Training, Learning, and Quality Health Care.

  • Build and maintain rapport - the key to successful relationships Gather specific high-quality information from others and use it to achieve your outcomes Increase the range of what you see, hear & feel so you know more about what's going on Effectively use metaphors, as all great communicators do Generate practical, well-formed outcomes and how to achieve them Design interventions to move a person/ organization from a present state to a desired state Create the right context for successful individual and organizational change Change unwanted behaviors in positive ways Determine what is important to yourself and others See what is going on inside others Talk another person's languages Create your own personal state of excellence Communicate clearly and effectively Make meetings work Mediate and negotiate more successfully Recognize and use powerful language patterns Develop your behavioral flexibility and creativity Be more at peace with yourself Help yourself and others manage depression, stress & relieve any psychological deficiencies
  • Dr. SUMATHI NARAYANAN, Ph.D., Doctorate in Human Development Certified PLATINUM MASTER TRAINER of NFNLP, USA conducts regular Certified NLP Basic, Master Practitioner and Trainer’s Training workshops. She is a Corporate Trainer with over 40 years’ experience and is President, Creative Communication and Management Center, Chennai. Trained in NLP under Dr. Richard Bandler, Dr. William Horton, Dr. Richard McHugh, Dr. Reza Borr, Mr. Mick Lawrence, & Mark Andreas, she actively uses and applies NLP in all her workshops, counselling and teaching. She has conducted over thousand workshops for various organizations and industries for over four decades. She specializes in designing unique workshops and customizing for clients. She is a Counselor and an ACA Certified Professional Supervisor for Counselors; Founder member & former Secretary, Indian Academy of Professional Supervisors and former Treasurer and Secretary of Chennai Counselors’ Foundation. She is Founder member and former Secretary, TA Study Circle (Madras) and Founder member of The Hypnotique Circle (Madras).
  • Fee Details
  • Member amount : Rs 16000.00- (Including 18%GST)
  • Non Member amount : Rs 18000.00- (Including 18%GST)
  • Total Member count :
  • fee
Conclaves

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Conventions

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