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Apply Sales Enablement To Sell To Large and Small Companies, Jason Loh

Author

Wes Schaeffer
June 19, 2018

Combine gut feel with data to make every sale 

Stream below or right click here to download the episode. 

Sales Enablement Tips you’ll learn today on The Sales Podcast…

  • Global 2,000 and fast-growing startups

  • We’re still salespeople and needing to make our numbers

  • As salespeople we make it worth their while to meet with us

  • If you offer value you can still reach decision makers

    • Provocative

    • Speak to a universal truth

  • Small and large companies have similar struggles in that they want and need to grow

  • Senior leaders have great B.S. meters

  • What’s unique to you and defensible?

  • Get informed about your prospects

  • Have empathy

  • Timeless sales books

  • Sales leaders have different duties and responsibilities

  • People are people and problems are problems

    • What kind of impact can you make?

    • What kind of value do you provide?

  • The connected-planning space

    • Sales performance management (SPM), sales effectiveness, and marketing performance solutions.

    • Salesforce automation

    • Sales enablement

  • Go-To-Market Strategies

    • Where you sell

    • How you sell

    • What to sell

  • Gut feel and institutional knowledge still has value but so does data-driven analyses

  • They are using artificial intelligence to help big businesses look at the data in an un-biased way

  • Find that universal truth

  • Find your one thing

  • Knock down the silos in your organization

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