On this 17th episode of The Buyer Enablement Podcast we meet with an extraordinary individual, Hannah Ajikawo of Skaled & Sistas In Sales.  Titled "Objective Behind The Action" we dive deep into how the role of a sales professional has changed, and because of that, how the expectations of their role should too.  This was a fire conversation. We will surely rub someone the wrong way on at least a couple of occasions. That being said, all opinions are coming from two people focused on the future of sales. Only history will tell if we are thinking in the right direction or not.  

Cheers,  

Josh Fedie  

More About The Host:  

linkedIn: https://www.linkedin.com/in/joshfedie/

Website: https://www.salesreach.io/ 

More about Hannah:  

LinkedIn: https://www.linkedin.com/in/hannah-ajikawo/

Welcome to another episode of the Buyer Enablement Podcast Produced by SalesReach and Hosted by Josh Fedie.  

On this episode we chat with the author of "Sell The Way You Buy" David Priemer to discuss buyer motivations, building trust in the sales process and among other things, what The Karate Kid has to do with sales.  

An "accidental salesperson", David actually started his career as a research scientist. How does that happen?

You do not want to miss this episode. Many take-aways and knowledge to step up your game in your customer facing role.

MORE ABOUT THE HOST

Learn More about SalesReach: https://salesreach.io

Connect with Josh: https://www.linkedin.com/in/joshfedie/

MORE ABOUT THE GUEST

LINKEDIN: https://www.linkedin.com/in/dpriemer/

WEBSITE: https://cerebralselling.com/book/

From the Host:

Maybe I've been living under a rock, or maybe I just wasn't paying attention, but the title of "PreSales" seemingly came out of nowhere for me only recently and I was immediately interested in learning more.

In reality, this role has existed for quite some time, but as our guest James Kaikis, Co-Founder of The PreSales Collective explains in this episode, the actual role has changed significantly just as many other revenue driving roles have in recent years.

Essentially, a PreSales professional is a co-pilot to revenue driving teams. Not just sales. A PreSales professional is the glue that binds customer expectations and outcomes starting with a sales team and leading in to customer success, onboarding, training and eventually contract renewals. PreSales has a focus on the full customer lifecycle.

With the way the modern buyer buys, this role has never been more important.

If you are like me and had very little understanding of this role previously, or if you have not watched how this role has changed in todays environment, this will be an incredible episode for you and will likely inform some changes in your organizations focus on customer happiness. 

MORE ABOUT THE HOST

Learn More about SalesReach: https://salesreach.io

Connect with Josh: https://www.linkedin.com/in/joshfedie/

MORE ABOUT THE GUEST

LINKEDIN: https://www.linkedin.com/in/jameskaikis/

WEBSITE: https://www.presalescollective.com/

Buyers have changed in the way they buy. And because of this some new proven strategies have emerged (some of which have been there all along, it's just we simply forgot or became lazy in our approach).  

One of those strategies is creating the story with your customer. Truly aligning with them to understand what success looks like and ensuring that both sides are working together to reach the intended goal.   

This episode with sales legend Scott Ingram is a crash course in putting your customer first and finding mutual success now and into the future.  

Scott is a quota carrying sales professional, author and podcast host. And because of this he is constantly surrounded by the industries best and brightest.

Join us and extract some of the incredible value only he is able to share.  

MORE ABOUT THE HOST 

Learn More about SalesReach: https://salesreach.io 

Connect with Josh: https://www.linkedin.com/in/joshfedie/  

MORE ABOUT THE GUEST 

LINKEDIN: https://www.linkedin.com/in/scottingram/ 

WEBSITE: https://www.relationshipone.com/ 

WEBSITE (Sales Success Media): https://top1.fm/

From Josh Fedie, CEO & Founder of SalesReach.io and Host of The Buyer Enablement Podcast  

Storytelling has always been an important aspect in drawing consumers to your product or service. But with how buyers are making decisions today, it has never been more important.  And when we find brands that can not only inform, but also entertain, that is when the magic happens. That is where the evangelism grows.   

This is a role commonly held by our friends in marketing departments, but today we are also seeing a rise in thought leadership, storytelling and content production from customer facing teams in business development and customer success that have found that they too, as individuals have incredible influence.   

But how do you craft your strategy? How do you tell your story?   

This is the hard part for many.  

To help us better understand the How and Why in this space, I pulled in one of the content producers I admire most.   

Dan Knowlton, co-founder of the marketing agency Knowlton has been producing (with his co-founder & brother Lloyd) some of the absolute best content I have seen on Linkedin. After being a fan from afar for a while, I decided it was time to actually meet and gain access to some of his wisdom in this space.  

If you are getting started with content production, or looking to up your game to build your personal brand, business brand and/or create advocacy around your product or service, this is the episode for you.  Thanks for tuning in!  - Josh

MORE ABOUT THE HOST

Learn More about SalesReach: https://salesreach.io

Connect with Josh: https://www.linkedin.com/in/joshfedie/

MORE ABOUT THE GUEST

LINKEDIN: https://www.linkedin.com/in/danielknowlton1/

WEBSITE: https://knowltonmarketing.co.uk/

Join Host Josh Fedie of SalesReach as he speaks with Mo Mckibbin, Head of customer success at Moxion.

This episode dives deep into Customer Success. As we are all finding in our business development efforts, Experience is Everything. But the experience of working with your company should not only be a focus when securing business, it should remain consistent through the deal into all aspects of working with your customer.

In a recent article published by PWC titled Experience is Everything, it was reported that 86% of customers will choose to work with the vendor providing a better buying experience even if the price is higher than the other options.

From there it is easy to understand that maintaining a better experience should result in happier customers less likely to change vendors.

And who better to maintain the customer satisfaction than your customer success teams. Let's give them the focus and support they deserve. They are more responsible for our business growth than we many times admit.

MORE ABOUT THE HOST

Learn More about SalesReach: https://salesreach.io

Connect with Josh: https://www.linkedin.com/in/joshfedie/

MORE ABOUT THE GUEST

LINKEDIN: https://www.linkedin.com/in/momckibbin/

WEBSITE: https://www.moxion.io/

Join Host Josh Fedie of SalesReach as he speaks with Dale Dupree, the Leader of The Sales Rebellion.   

What is a Sales Rebellion?  

In Dales words: "A tight knit community. Relationships. People. The ability to speak into and impact others lives. The ability not just to sell something but to change the game for the individuals that we want to serve in the first place.   

The Sales Rebellion stands for People over Products, Community over Commission Checks, Experiences over Performing Pitches and Fellowship over Negotiations."  

This is the message we all need to hear on repeat.  

Thanks for tuning in and be sure to give our podcast a follow wherever you prefer to listen.  

Learn More about SalesReach: https://salesreach.io     

Connect with Josh: https://www.linkedin.com/in/joshfedie/  

MORE ABOUT THE GUEST    

LINKEDIN: https://www.linkedin.com/in/copierwarrior/ 

WEBSITE: https://www.thesalesrebellion.com/

A note from Josh Fedie, Founder of SalesReach and host of The Buyer Enablement Podcast about this episode:  

Smarketing. It's a word you either love or hate. But that does not change the fact that the relationship between Sales and Marketing roles functioning together are more critical today than they have ever been.  

If you work in a customer facing role, I don't need to tell you that sales has changed. 

You experience this every day.  

This episode is not to discuss just what has changed, but how you can refine your efforts to change within the new framework of buyer expectations with the goal of helping you find success in your business development and customer success activities. And if you're in a marketing role, to help shed some light on what your team-members in the trenches are going through so you can better support them in the pursuit of revenue.  

Helping to deliver this message is Dan Tyre. An individual that is no less than epic. An advisor to multiple startups, 5-time startup founder and 6th employee of HubSpot who has helped them reach incredible milestones in revenue, but more importantly helped thousands of companies learn from the inbound methodology and find success themselves.   

Dan is a personal friend, an incredible resource, and a wealth of knowledge always looking to be of help to anyone.  

If you don't yet know Dan, join me and get to know a little more about him.   

Thanks for joining me and Get Ready To Learn!  

- Josh

ABOUT THIS GUEST (From Linkedin, in their own words)

If there is ever a time to recapture and get reacquainted with your heart, it is right now. We all have stories? How well are you sharing your story? How many are even listening? 

My journey started in 2014. I was facing the challenge of prospecting for new business in one of the country’s most competitive markets. I secured over $1.3 million in new business by integrating the use of social, authenticity and giving a rip. I firmly believe in life we all have our “a-ha” moment. The success I had with social has been mine. I have the bumps, bruises and scars to prove it. The greatest fulfillment in life is when I give back to others. 

We live in a technology-driven world. However, the foundations of all we do are built on human-to-human interaction. I envision a sales world where authenticity, integrity and heart are brought to the forefront. 

In these challenging, turbulent and uncertain times, we must bring our hearts to what we do. 

How do you stand out? 

How do you appeal to customers as buying habits change? 

Today’s buyer being digitally savvy, is armed with instant access to information on Google and pre-screens reps based on what they find online. 

Buyers now can weed out sales professionals via social outlets before they even meet. Sales professionals must position themselves as helpful experts. Being helpful and being seen as an expert becomes a catalyst in changing the perception of how sales professionals are viewed. 

What makes you any different from all the other salespeople out there? How well are you connecting and relating to your clients? My promise is to coach you with the same tactics and playbook I developed which led to amazing results. There is no B.S. No fluff. All heart. All through a practitioners viewpoint. 

With servant leadership, I bring my heart, my spirit, extreme focus, authenticity and dedication; supported by my understanding of what a day in the life of a sales professional is like. I do this because I care. I do this because it makes a difference. Are you ready to refuel, restore and reboot your relationships? My mission is to help your sales team sell more! 

ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy.

Host Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of Buyer Enablement. Get winning tactics and actionable takeaways from experts and revenue leaders.

MORE ABOUT THE GUEST  -

ABOUT THIS EPISODE FEATURING JONATHAN S. OTERO Jonathan is the Founder & Lead Trainer of Digital Sales Sync and the Host of the Selling During Crisis Podcast.

Digital Sales Sync is a Social Selling Training company based in Orlando, FL. created out of a need to reinvent himself in his sales role. In order to standout he decided to dive into learning and understanding the power of social selling, but where to start? He questioned how do I even build my brand? What tools could I use to get my prospects to want to meet with me? 

So he experimented, networked, and failed forward into learning. Eventually he learned enough to where he was being asked to help his peers with the new skill he had honed.

What do I do now? That's when the blessing happened and he realized not only had he developed a new skill but he also built a brand. The one thing nobody can take away.

ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy. 

Host Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of Buyer Enablement. Get winning tactics and actionable takeaways from experts and revenue leaders.

MORE ABOUT THE GUEST  -