Discover the secret sauce to crafting a buyer enablement environment that
leaves sales professionals in a bind. With outdated content overwhelming
buyers, find out how to provide the most relevant information at the right
time, leaving sellers questioning their approach and eager for the next
episode.
In this episode, you will be able to:
- Boost sales success with effective buyer enablement strategies: Learn
how to empower your buyers and close deals faster.
- Increase deal closure rates with customizable content libraries:
Discover how tailored content can give your sales team a competitive edge.
- Harness the importance of leadership in sales for remarkable results:
Learn how effective leadership can drive your sales team to new heights.
- Achieve personal fulfillment and sales success: Uncover the secrets to finding personal satisfaction and achieving remarkable sales results.
- Elevate sales performance with a positive mindset: Discover how a positive mindset can drive your sales performance to new heights.
The key moments in this episode are:
00:00:06 - Introduction
00:01:34 - Defining Buyer Enablement
00:03:34 - The Problem with Sales Enablement
00:06:17 - The Challenges of Buying in B2B
00:08:08 - Building an Ecosystem for Buyer Enablement
00:12:55 - Crafting an Environment that is Helpful, Not Overwhelming
00:14:11 - The Secret Sauce of the Platform
00:15:09 - Customer Success as the Driver of Sales
00:16:39 - The Importance of Intention and Using the Tool
00:24:50 - The Importance of Easy Access to Resources
00:25:58 - Building a Holistic Approach to Sales
00:26:36 - Leveraging Analytics for Personalized Outreach
00:27:41 - Asking for Feedback and Providing Value
00:28:20 - Recommended Content for Sales Teams
00:36:54 - Leadership Page
00:37:40 - Creativity and Intentionality in Sales
00:39:08 - Believing in What You Sell
00:40:00 - Happiness Breeds Success
00:41:26 - Buyer Enablement and Building Trust
Invest in Salespeople to Develop Their Human Skills with Andy Paul
Creating More with Less Makes Sense, But How? with Mike Rosenberg
PLG Strategies to Grow Users from the Bottom Up with Yaakov Carno
Follow-Ups and Proposals: What to Ask Your Mobilizers with Kevin "KD" Dorsey
Recap and Coach: Make Buying Easier for Your Contact with Kevin "KD" Dorsey
Schedule and Commit: Get Buyers to Agree to an Action with Kevin "KD" Dorsey
Get What You Want by Giving Mobilizers What They Want with Kevin "KD" Dorsey
Ask the Tough Questions to Make Discovery Better with Charles Muhlbauer
Decision-Maker Versus Approver: How to Empower a Mobilizer with Kevin "KD" Dorsey
Unravel the Things Left Unsaid by Your Prospect with Charles Muhlbauer
Set Yourself Up for Success in Closing Through Discovery with Kevin "KD" Dorsey
The Upfront Contract Gives the Prospect an Out to Say No with Charles Muhlbauer
Ease the Pressure by Being Accurate, Not Optimistic with Charles Muhlbauer
4 Triggers That Tell Sellers to Stay with Charles Muhlbauer
A Roadmap to Gaining The Prospect’s Trust with Charles Muhlbauer
The Goal of Discovery Is to Make Prospects Think with Charles Muhlbauer
Grow Early Stage Startups Through Partnerships with Sean Paulseth
Tactics for Problem-Based Discovery with Kevin "KD" Dorsey
A Simple Comp Plan Makes Everyone Profit with Dan Goodman
Slow Down to Speed Up: Personalization Leads to Lead Conversion with Stephanie Valenti
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