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- Do ‘Insight-Led Selling’ with Dr. Stephen Timme and Melody Astley
Do ‘Insight-Led Selling’ with Dr. Stephen Timme and Melody Astley
Wes Schaeffer
July 15, 2021
Adopt an executive mindset to grow your sales
Sales Tips you’ll learn today on The Sales Podcast…
Interviewed over a dozen executives from major corporations
Tell me something I don’t know
Hit on topics that are top of my mind
Executives don’t know everything since they are so inwardly-focused
Do your homework
Bring me something fresh from the outside—something I don’t know.” ~Steve Clancey, CIO, Georgia Pacific
Show up with genuine curiosity, i.e., The New ABCs of Selling
Earn the right to ask questions
How to get to the heart of the matter quickly
Selling is a team sport
Professional selling is a process
This is scalable
Credibility and confidence happens fast
Give to get
Share articles, etc. to show you know what they’re up to
Buyers are well-informed now
When there are more stakeholders and turnover, it’s easier to get your foot in the door
We’re in a SaaS-based economy
Buyers have more options and flexibility to look around
Clients have asked them for a book