E135 - Enterprise Buyers Rely Less on Sellers, Requiring Sellers to Adapt with Stephen DiFranco

In this episode of Tech Sales Insights, Randy Seidl interviews Stephen DiFranco, executive partner at Gartner, about the changing dynamics of enterprise sales. They discuss how buyers are becoming more independent and relying less on sellers, the importance of preparation and research in sales, and the evolving role of sales leaders in orchestrating complex sales organizations.

KEY TAKEAWAYS

• Buyers now spend less time with sellers and more time gathering independent information.
• Sellers need to focus on helping buyers make decisions rather than just selling products.
• The role of sales leaders is shifting towards orchestration and coaching, with a focus on managing seller time effectively.
• The use of AI and generative AI in sales organizations is increasing, but it requires careful planning and integration with existing tech stacks.

QUOTES

• "Buyers are becoming more transactional and are focused on how they buy rather than what they buy."
• "Sales organizations need to focus on dwell time between stages in the sales pipeline."
• "The role of sales leaders is evolving from closing deals to orchestrating complex sales organizations."

Find out more about Stephen DiFranco in the link below:

• LinkedIn: https://www.linkedin.com/in/sdfiot/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/