The Sales Pro Network

Paul Butterfield - Sales Enablement & Gap Selling Expert

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In this episode, Jeff interviews Paul Butterfield, a sales and revenue enablement expert with more than two-and-a-half decades of experience, is a certifiable leader in the industry who founded the Revenue Fly Real Group. His perspective on sales enablement, shaped by his extensive background in sales leadership, is that it's an indispensable tool in fostering sales team development and success. He underlines the significance of integrating sales, customer success, and other departments to facilitate a flawless customer journey.

Key Takeaways:

  • Investing in sales enablement is crucial for companies to support their sales teams and enhance customer interactions.
  • Sales methodologies like customer-centric selling, gap selling, and triangle selling provide sales teams with frameworks to improve business acumen and have meaningful conversations with prospects.
  • Developing customer-centric sales organizations in a commoditized industry involves understanding customer needs and tailoring sales approaches to differentiate.
  • Conversational intelligence and CRM tools play a crucial role in evaluating sales team performance.
  • LinkedIn Sales Navigator is an essential tool for social selling and developing appointments by connecting with prospects and customers.
  • Helping new sales reps achieve a quick win is crucial to boost their confidence and motivation early on.
  • Sales 3.0 Revenue Enablement Excellence Awards recognizes impactful enablement solutions with real case studies and revenue uplift measures.



    • Find out more about Paul

    https://www.revenueflywheelgroup.com/


    Connect on LinkedIn

    https://www.linkedin.com/in/paulrbutterfield/


    Find out more about Jeff

    https://jgsalespro.com/⁠⁠⁠⁠


    Connect with Jeff on LinkedIn:

    https://www.linkedin.com/in/jeffgoldbergsalescoach/

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