Our guest today has a track record of producing game-changing results every year, even when the odds were stacked against him. He is a global sales leader and has spent 20+ years leading technology companies towards triple-digit revenue growth. 

Remy Piazza Chief Revenue Officer at Cosaic has a unique ability in developing high-performing teams, penetrate new markets and integrate scalable sales operations and enablement. He disrupting the sales approach and is at the forefront of the digital sales revolution.     

 Key Takeaways: 

• The main ingredient of disruption is to understand what could be better and faster. A company’s board members care about growth and how fast can they achieve it. Some old methods of conducting business may not work in achieving the targeted sales and revenue figures.  
• Status Quo with sales is the buyer-seller relation. Previously, if a potential customer was interested in a product or service, he/she had to contact the salesperson in the initial stages of their buying journey. After the boom of digital media and COVID, the potential customer now has access to a lot of information and about 65% of them involve sales reps in their buying journey after making a decision.  
• Understanding the buyer’s journey and adjusting to the new approach to selling has become a big effort for product & services marketers.  
• The biggest change and challenge in the buyers’ journey is that now, customers are more educated and about 65%-70% do their homework & research about the industry, competition and whom they wish to speak to regarding their problem.  
• There is more awareness about the need to sell consultatively. Consultative selling is setting up a strong foundation, building business acumens, asking the right questions, and knowing how to ask them and when to ask them, which can take years to perfect.  
• Specialization is key, to understanding the client’s/customer’s problems and offering them value with your solutions. “No one cares how much you know until they know how much you care”   

Quote of the show: 

10:18 to 10:53 

“In my experience, we see a lot of folks coming to us when they have done a tremendous amount of research, they have a pretty good handle on their problem and they do understand who the players are in the industry and who they should be talking to. That’s called about 65% -70% of the way, right! That’s the biggest change I’ve ever seen, whereas before, buyers would be like, we think we have a problem, were not sure who we need to speak to. It’s different, they are much more educated now than they ever have been.” 

  Links: 

• LinkedIn:  https://www.linkedin.com/in/remypiazza/ 
• Company Website: https://cosaic.io/   

 

 Ways to Tune In: 

• Amazon Music - https://music.amazon.com/podcasts/eccda84d-4d5b-4c52-ba54-7fd8af3cbe87/disruption-interruption 
• Apple Podcast - https://podcasts.apple.com/us/podcast/disruption-interruption/id1581985755
• Spotify - https://open.spotify.com/show/6yGSwcSp8J354awJkCmJlD

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