In this conversation, Marc Crosby and Graham Hawkins explore the evolving landscape of B2B sales, emphasizing the need for sales professionals to adapt to the new buyer journey, which is increasingly influenced by AI and digital tools. They discuss the importance of visibility in the sales process, the necessity of understanding customer motivations, and the shift from traditional sales funnels to more dynamic approaches. Hawkins shares insights on leveraging buyer intent data, the significance of multi-threading in stakeholder engagement, and the future of sales leadership in an AI-driven world. The conversation also highlights the role of innovative tools like Qs.ai in enhancing sales effectiveness and the importance of continuous learning and adaptation in the sales profession.

Graham Hawkins Bio

With more than 34 years of business experience in executive B2B sales and sales leadership roles, Graham Hawkins is a highly experienced and versatile business executive with proven strengths in strategic business development, go-to-market planning, and sales and marketing.

Graham has worked in the UK, Australia and across Asia Pacific as a representative of some of the world’s most innovative IT, telecommunications, finance and media organisations. Graham has an MBA (Exec) (Distinction) from RMIT and is a member of Golden Key International Honour Society for high-performing business students. Graham is also a part-time lecturer and student mentor in the RMIT Executive MBA Program.

Graham has extensive experience in developing, mentoring and leading highly successful sales teams while driving multi-channel sales engagement strategies that dovetail with the new Age of the Customer.

Today, Graham is the Graham is the Founder & CEO of SalesTribe, and Co-Founder of the world’s first AI-Guided Selling platform – Qoos.ai  

https://salestribe.com/

https://qoos.ai/

Takeaways

Buyers are completing much of their journey before engaging sales.
Sales strategies must adapt to the new buyer-led era.
Visibility in the buying journey is crucial for sales success.
The traditional sales funnel is becoming obsolete.
Multi-threading is essential for engaging multiple stakeholders.
Understanding customer motivations is key to effective selling.
AI is transforming the sales landscape and freeing up time for relationship building.
Sales leaders must evolve to support both human and digital teams.
Data-driven insights are critical for identifying high-intent buyers.
Personalized outreach is more effective than cold calls or emails.


Titles

Rethinking Sales in the AI Era
Navigating the New Buyer Journey


Sound bites

"We learn nothing from the win."
"Data-led everything now."
"Opening is the new closing."


Chapters

00:00 Rethinking Sales Strategies
02:11 The Evolving Buyer Journey
05:27 Visibility in the New Sales Landscape
08:29 Reimagining Sales Funnels and Pipelines
11:27 The Importance of Multi-Threading
12:58 Understanding Customer Motivations
14:23 The Impact of AI on Sales
16:51 Upskilling in a Changing Environment
19:10 The Future of Sales Leadership
21:20 Leveraging Buyer Intent Data
22:37 Tools for Deep Engagement
25:06 Differentiating with Qoos.ai
28:11 Building Sales Muscle Memory
31:33 Burn It or Build It: Sales Trends
41:24 BTP Outro.mp4

Keywords

sales strategies, buyer journey, AI in sales, sales funnels, multi-threading, customer motivations, sales leadership, buyer intent, sales tools, Qoos.ai