CRO / CSO | Sales Enablement & Training | MEDDIC Guru | Fractional Expertise in VC Backed Organizations | Positioning $5M+ Companies for Hyper Growth, Profitable Scale and Potential Exit | Sales Talent Optimization
I've been published! MSNBC has picked up an article written following an interview I had with a finance and money market journalist and have published it in their Money section. Check out the article here. https://rb.gy/9hvwk4 The headline says it all. Today's buyers want you to... Stop Selling and Start Solving. Telling a sales team to stop selling may sound counterintuitive at first, but no one likes to be sold. When we feel like we are being sold, we put up our defenses and immediately become skeptical and judgmental of the person doing the selling. However, everyone appreciates good, consultative guidance when they need to make an important buying decision with real business stakes. That's not selling, that's problem solving. The sale comes as a natural outcome of the problem solving approach. This is what customers desire and salespeople who solve are rewarded with the business 75% of the time. Consider that. The customer gives their business to the salesperson who they feel solves more than they sell 75% of the time! This is a cheat code for sales success. ? Is your sales team ready for this shift in perspective? ? Do you know how to implement a solve vs sell approach? ? Who on your current team has the right mix of will and skill factors to successfully pivot into the new reality of problem solving over selling? ? Are you equipped to find candidates with the right will and skill factors to solve when you need to hire a new salesperson? I can help with all of this and I've seen the results that this intentional shift in the sales approach creates. Agree? Disagree? Leave your thoughts and comments below and connect with me if you want to explore this topic more deeply.
