Bethany Ayers is a seasoned Chief Operating Officer and co-host of The Operations Room podcast. With extensive experience in building successful go-to-market strategies, she has been instrumental in raising over $200 million from top investors like Softbank and Bessemer. Bethany has served as COO at leading companies such as Peak AI, NewVoiceMedia, and Codility. Currently, she also lends her expertise to the boards of AI companies ToffeeAM and DeepOpinion.

SHOW SUMMARY

In this insightful episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by tech executive Bethany Ayers to explore the power of combining authentic relationship-building with a disciplined sales process. Bethany shares her transformation from a quota-carrying sales professional to an operations leader, highlighting the critical balance between empathy and process in driving sales success. Discover how to create demand, build trust, and refine your sales strategies with Bethany’s actionable tips, making this episode a must-listen for anyone looking to elevate their sales approach.

KEY TAKEAWAYS

• Authenticity and Process: The best sales strategies blend genuine relationships with a structured sales process, ensuring you connect authentically while driving results.
• Creating Demand: Go beyond rapport-building by identifying and amplifying your customer’s pain points, creating a compelling need for your solution.
• Importance of Urgency: Injecting urgency and consistent follow-ups are key to staying top-of-mind in a competitive landscape where prospects are often overwhelmed.
• Customer-Centric Sales Process: A well-defined sales process helps keep the focus on customer needs, fostering stronger relationships and better sales outcomes.
• Overcoming Hesitancy: Don’t shy away from diving deep into customer challenges. Tackling these issues head-on is essential for delivering real value and driving sales growth.

QUOTES TO REMEMBER

• "When you shine the light on others, watch how fast they start to open up."
• "Being yourself is not enough. It's important, but it's more than being yourself."
• "The sales process makes us think about what it is to be the customer and not to take things personally."
• "Sales professionals must inject urgency and consistently follow up to stay relevant in a world full of competing priorities."

FOLLOW THE CONVERSATION

Bethany Ayers' LinkedIn: https://www.linkedin.com/in/bethanyayers/

Learn more about Darrell and Larry:

Darrell's LinkedIn: Darrell Amy

Larry's LinkedIn: Larry Levine

Website: Selling from the Heart

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