This week's show is called "The Art and Science of Sales Negotiations with Jeb Blount". Jeb is the CEO of Sales Gravy. Check out his excellent books.
Jeb shares what the salesperson in the future needs to get and understand and why he thinks this is the best time ever to be in sales ever because...
... in this crucible of pain that we've been through over the last year, salespeople and buyers, by the way, are being forced to learn new technology, learn new skills, step out of these embedded comfort zones and start thinking, "Let's be flexible and agile."
There is going to be a time to meet in person and there's going to be a time to meet by phone. There's going to be a time for text messaging. There's going to be a time for face-to-face meetings. So why not get good at all of those things so you can meet your buyers where they are and you can move faster. And by the way, probably have more time to spend with your family like me.
I also ask Jeb what are some of the best practices he's seeing companies do to make sales kickoff successful in a remote investment?
We also talk about the difference between the outreach and the volume and what people need to do to earn the attention.
This and so much more! Listen in now and/or read the full transcript on the Heinz Marketing blog starting Mon. 12/28/20 at 6am PST.
Balancing Brand and Demand in a Scale-Up Business
What’s Old is New: Timeless Sales Fundamentals at Work in 2024
A Seamless Sales/Marketing Approach to Drive Pipeline and Bookings
The Buyer's Journey is a Lie
How Mindset, Skillset and Human Connections Combine To Unlock Sales Performance
Beyond Hard Work to Meaningful Impact
How Change Management Unlocks Marketing Transformation
How to Maximize Meetings for Maximum Sales and Marketing Impact
Selling at a High Level in a Down Market
Lessons from the SaaS Sales Trenches
Hiring a Sales Team In Today’s Market
Customer-Led Growth Best Practices
Not enough Leads? Try CA2 - Change Your Arguments/Change Your Audience
Why AI Will Redefine the Workplace, for the Better
Using Intent Signals to Optimize Content & Sales Outreach
Motivation + Development = Sales Manager Success
How AI Will Improve Your Sales Prospecting
Modern B2B Pricing Best Practices
Tiffani Bova Will Change The Way You Think About Growth
The Convergence of Traditional Demand Gen and ABM
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