No disrespect but definitely giving some advice. I've been My second book on business to business sales for the last 6 years and I've interviewed hundreds of sales leaders and salespeople. What's one of the biggest problems? Focused on making money over what's best for the perspective buyer or customer. I hear it over and over again They're going to teach us how to make more money, be more persuasive with a customer to make more money, know how the hell objections to make more money on and on and on. In the last 12 months there's been three major studies on business to business buyers one was 50 plus the other one was 72% of buyers do not want to salesperson involved and they're buying process. Wow! What a blow to the profession of sales. Why is that? Cuz buyers know you don't care about them first it's about money for you and your company They're a distant fourth or fifth consideration. Doubt me?? Look at the studies or look at the case study which is when the CEO of Wells Fargo bank said we're turning everybody into a salesperson and based on commissions for individual sales it went viral thousands and thousands of customers were hurt severely some. The future of sales or to be a CRO or whatever you are is not about selling it's about helping and retention of great customers. Solution? Solution in my book? Have a buyer centric model for your whole company everybody is focused on the buyer's success and long-term success ie retention baby! I've been ranting and raving about that sense My first book in 2009. And now it's coming to be more than ever with so many thousands of SaS companies.
Great interview! lots of golden nuggets. Loved this: "By taking action you become informed. Just taking that next stem without overthinking it"
I thoroughly enjoyed this video. Thank you for this.
Great interview!!
Great interview
Thank you for the feedback, that is awesome to hear!
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Thank you Marco!
No disrespect but definitely giving some advice. I've been My second book on business to business sales for the last 6 years and I've interviewed hundreds of sales leaders and salespeople.
What's one of the biggest problems? Focused on making money over what's best for the perspective buyer or customer. I hear it over and over again They're going to teach us how to make more money, be more persuasive with a customer to make more money, know how the hell objections to make more money on and on and on.
In the last 12 months there's been three major studies on business to business buyers one was 50 plus the other one was 72% of buyers do not want to salesperson involved and they're buying process. Wow! What a blow to the profession of sales. Why is that? Cuz buyers know you don't care about them first it's about money for you and your company They're a distant fourth or fifth consideration. Doubt me?? Look at the studies or look at the case study which is when the CEO of Wells Fargo bank said we're turning everybody into a salesperson and based on commissions for individual sales it went viral thousands and thousands of customers were hurt severely some.
The future of sales or to be a CRO or whatever you are is not about selling it's about helping and retention of great customers.
Solution? Solution in my book? Have a buyer centric model for your whole company everybody is focused on the buyer's success and long-term success ie retention baby! I've been ranting and raving about that sense My first book in 2009. And now it's coming to be more than ever with so many thousands of SaS companies.
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