Neutral Zone Podcast: A Clear View of Sales Today

The idea of buyer-centric selling isn’t new. It's a value-focused, outcome-oriented, and consultative selling approach that’s molded to work with the way that modern buyers in today's business climate are buying. Listen as Mike Kunkle and Doug Wyatt from SPARXiQ discuss their new virtual sales training program, Modern Sales Foundations, the importance of buyer-centric selling, and the future of hybrid work. 

Why are companies not getting the most return out of their sales technology tools? The sales technology landscape is growing quickly, making sales technology adoption more important than ever. Listen as Jeff Davis discusses the importance of a buyer-centric process, aligning sales and marketing, lessons we can learn from B2C about selling value, and the importance of starting with process before buying technology. 

Have you ever invested in sales technology and found that customer support wasn’t there for you? Listen as Jason Bay, Chief Prospecting Officer and Co-founder of Blissful Prospecting shares how important a customer success strategy is to sales technology buyers and some ways to determine the right sales technology for your organization before you buy.

Listen as Dan Ciiley, CEO of Vendor Neutral, talks with David Dulany, founder, and CEO of Tenbound who provides invaluable insights into the world of selling sales technology today. He shares stories about his Best (AND Worst!) sales technology buying experiences, the important role SDR/BDR's play in the sales process and shares some examples of where over engineering the sales process can cause a negative customer experience. 

Listen as Dan Ciiley, CEO of Vendor Neutral, talks with Amy Volas, who provides invaluable insights into the world of sales technology and sales today. She shares stories about her Best (AND Worst!) sales technology buying experiences. She shares the importance of knowing your customer, insightful tips for sales reps, and some of the key metrics that enterprise sales leaders should be paying attention to. 

Listen as Dan Ciiley, CEO of Vendor Neutral, talks with Ashleigh Early, who provides invaluable insights into the world of sales technology and sales today. She shares stories about her Best (AND Worst!) sales technology buying experiences and what we can learn from them. With the Vendor Neutral Podcast, you’ll get a clear view of sales today!

Blake Johnston of Outbound View recently chatted with us about his tech buying experiences. OutboundView is a firm that focuses on helping organizations design, develop, and implement successful outbound sales strategies. Johnston candidly shared his own experience in sales to illustrate the good and the bad of acquiring a new piece of sales technology. Here's a summary of the insights he shared with us, as well as what tech solutions are currently providing his company the most value. 

Our friend AJ Alonzo has a unique perspective of the sales process. In his career, he's worked the entire cycle, starting out being the guy that made the cold calls. Now, he's the guy sales development reps (SDR) and business development reps (BDR) are reaching out to, asking for his time and wanting to present their solutions. "When I was an SDR, I developed habits and techniques that I now look for in reps that reach out to me," Alonzo says. He's currently the Director of Marketing at demandDrive, a firm that offers custom sales development and lead generation services. "I'm responsible for enabling our sales team, giving them the right content they need to go out and effectively prospect on behalf of demandDrive," explained Alonzo. "As an organization, we work with clients to help them build their sales team and their process, as well as develop messaging."  We thought AJ was the perfect resource to explore some of the best and worst techniques for sales reps, as well as what sales teams, in general, can do to up their game. Here's what he had to say.

We had the opportunity to chat with David Poole, Director of Marketing at Georgian Partners, about his technology buying experiences. David is an expert in pipeline marketing, specifically leveraging marketing technology, to help clients build effective sales strategies. In his years in the B2B space, he's seen technology buying at its best and worst. Here's what he had to say.

Matt Green, the Chief Revenue Officer at Sales Assembly, is an expert in sales leadership in multiple markets across the United States. Sales Assembly serves as a resource for a community of over 120 B2B tech companies in Chicago. They focus their efforts on enabling success by being a credible resource. More than just a networking group, Sales Assembly works to advance the skills and success of its members. Needless to say, Matt has heard a lot of stories, both good and bad. He took the time to share one of those bad stories, as well as some insights into how to get more success stories.