Episode 192: #191: Bryan Gray of the Revenue Path Group — Moving Past Problems and Creating Priority with Your Buyers
Sales Leadership Podcast
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Creating Priority, Priorization
Bryand: Too often we're late in the sales process. We need to sell one or two levels above where we're currently selling right, Bryand says. By time wod gardner say, 83 % of the buying journey done before they start te bringing in sales. So if we understand the real threats of those higher level decision makers,. now we need to go through an exercise. I call it sowhat, sowhat - so that who cares? And that as we look at what our differentiators are, as we think they are, and ask ourselves, so what? So what? The fact is that work needs to be doneis simple; it's not complicated
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