Salespeople are now teaching because the buyers already have done research. A salesperson needs to add value. Otherwise, they are relegated to being walking catalogs, and who needs another one of those?
What does my sales process look like? Do you need more leads? Stop asking the dumb questions.
Wouldn't it be better if you opened with, "Hey Steve, I've spoken to a hundred people just like you in your same position, and some of the challenges I've heard people are this, this and this. Do any of these resonate with you?" take it further, "These are some of the solutions people have come to in order to try to solve some of those challenges."
Suddenly you are someone of interest to that prospect. This is only a taste of what is covered in this episode. Tune in to hear all the ideas and solutions.
About our guest:
Experienced Member Of The Board Of Advisors with a demonstrated history of working in the computer software industry. Skilled in Enterprise Software, Sales, Customer Relationship Management (CRM), Go-to-market Strategy, and Sales Management. Strong entrepreneurship professional with an MBA focused on Finance / Entrepreneurship from the University of Cape Town.
Face to Face is Part of the Deal
The Persepctive of Revenue
"Jerry Maguire" moments
Can Adaptability be Taught?
How to Fill a Position in Weeks, Not months – Podcast with LogMeIn’s Todd Kaylor
One Woman’s Unlikely Journey to Sales Management
The Theatre of Sales
Testing for Coachability
Meritocracy in Sales
Todd M. Kaylor: You Have Permission to Tell on Yourself
Mike Connolly - I want to measure everything!
Cheryl Horner McDonough: No One Knows What You Want Unless You Tell Them.
Josh Allen: Let's Have a Real Conversation
Bart McDonough: The Expectation Book - Write it down, make it real
Colum Lundt: The Value of Servant Leadership in Sales
Mike Volpe: The Road Begins
Copyright © 2006-2021 Podbean.com