OnBase: Smashing Sales and Marketing Misalignments Ep. 430 | Navigating the Path to Success - Insights into Self-Service and Outbound Strategies
Episode Summary
In this episode of Sunny Side Up, Tyler Gambardella chats with Octavian Brezoi of Verifone about how your brands can do more with less by optimising your sales funnels and marketing channels. They talk about navigating the challenges and opportunities of omni-channel sales approaches. While e-commerce continues to grow, most transactions still occur through traditional channels, underscoring the importance of creating consistent, integrated customer experiences. Leading effectively in such an environment, he notes, is akin to successful B2B selling, requiring trust-building, expertise, and leadership. He further dives into the intricacies of managing P&L, advocating for a vigilant approach to tracking risks and opportunities.
About the Guest
Octavian is a highly accomplished and results-oriented Sales Leader with over 14 years of experience in driving growth and building fruitful, long-term partnerships. With a "can-do" attitude and a growth mindset, he is passionate about empowering people and fostering value-driven conversations. He is currently serving as the Head of Digital Sales for EMEA at Verifone.
Key Takeaways
● Customer Experience is King. Today's paramount challenge is creating a cohesive, relevant customer experience regardless of the sales method or channel.
● In an omni-channel approach, companies retain control over customer experiences, even if sales transpire through third-party resellers.
● When large clients interact with self-service systems, it's vital to have monitoring mechanisms to provide optimal support.
● For a seamless omnichannel experience, aim to provide a consistent and integrated customer experience, whether they choose self-service or require assistance.
● Despite the consistent growth of e-commerce, traditional sales channels remain dominant. This presents both challenges and opportunities for businesses.
● The adoption of AI in corporate settings is inevitable. It's about understanding its value and managing its usage effectively.
● Leading a sales team parallels B2B selling, demanding trust-building, expertise demonstration, and thought leadership.
● Steer the P&L by identifying, tracking, and mitigating risks and opportunities consistently.
● Don't shy away from probing questions during the sales process. Asking prospects about potential obstacles can provide critical insights.
Quote
“Managing a sales team is a lot like selling in the sense that you need to be able to win the trust of your people. You need to be able to show expertise and be a leader.” – Octavian Brezoi
Recommended Resource
Never Split the Difference by Christopher Voss and Tahl Raz
The Advice Trap by Michael Bungay Stanier
Connect with Octavian Brezoi | Follow us on LinkedIn | Website