No Limits Selling
Tamara Schenk, Research Director at Miller Heiman Group
Jul 29, 2018
Sales enablement leader, Tamara Schenk, discusses the importance of situational knowledge to customers, the value of relevant marketing material, and how 50% of sales forecasts are fantasy. She emphasizes the shift towards strategic sales enablement, improving sales and marketing strategies, challenges with sales forecasts, and building trust within a company to improve sales.
20:49
Episode guests
AI Summary
AI Chapters
Episode notes
Podcast summary created with Snipd AI
Quick takeaways
- Situational knowledge is crucial for customers
- Relevant marketing material is essential for effective sales
Deep dives
The Impact of Salesperson Mindset
The podcast episode delves into the significant influence of a salesperson's mindset on their performance. Research findings suggest that while training and coaching can address certain aspects, individuals need to work independently to cultivate a positive mindset. A powerful anecdote is shared about a workshop attendee attempting to break a board, revealing how one's beliefs and fears can impact their actions, highlighting the importance of mindset in achieving goals.
