Lessons from a $100M ERP Failure, The World of Tech Sales, Legal Issues in Digital Transformation
Transformation Ground Control: Digital Transformation, ERP Implementation, Change Management, and Digital Strategy
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Building Trust and Providing Value in Sales
The chapter underscores the importance of trust and being customer-centric in sales roles, focusing on problem-solving and education rather than just making sales. It stresses the value of emotional intelligence and building a reputation as a trusted advisor to close deals effectively. The conversation also delves into the shift towards inbound and value-providing sales strategies, emphasizing the need for sales reps to cultivate a personal brand and offer value at scale through content creation.
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