In this episode, you will discover:
Why B2B decision-makers engage sales reps later in the purchase process (+ Andy's recommendations on how you can adapt to gain a competitive advantage)
One major trend around business models + why you're leaving money on the table if you only focus on generating revenue from the initial sale.
Why you must align your marketing, sales and customer success teams (instead of operating in silos) + which roles are the best positioned to initiate this and metrics to measure
Common mistake - When attempting to double their revenue, most sales leaders strive to increase activity (addition), instead of focusing on these leverage points (multiplication)
How to engage with a committee of buyers (each of whom has individual concerns and agendas) by collaborating with and empowering your internal champion
Links:
Exponential laws: Rice x Chessboard story
Cracking The Sales Management Code
Books by Winning By Design
Winning By Design's Youtube channel
Sales blueprints that will help you with adopt a scientific approach to sales
Connect with Andy Farquharson on LinkedIn
Follow Andy Farquharson on Twitter
