gtmPRO #38: Content From a Sales POV - Featuring Jen Allen-Knuth
Aug 25, 2024
52:56
Learn how to build resilient GTM sales strategies with our special guest, Jen Allen-Knuth. Discover how understanding your customer's world and addressing their problems, rather than showcasing solutions, can revolutionize your sales approach. Jen's experiences highlight the power of delivering a compelling sales experience without relying on product demos, making this episode a must-listen for revenue leaders at B2B software and services companies.
In this episode we explore:
- The two pivotal moments that transformed Jen's approach: the realization that 53% of B2B purchasing decisions are influenced by the sales experience and the importance of focusing on customers' worlds during initial calls.
- The need of customer-centric training for new sales reps, ensuring they grasp the buyer's environment and status quo options before pitching solutions.
- Specificity and relevance in sales messaging.
- Integrating content creation with sales strategies to create a robust go-to-market engine.
- The bridge to the gap between sales and marketing, ensuring alignment and fostering better performance.