In this conversation, Dan Sixsmith interviews Omri Avdi, the Chief Sales Officer at Grant Thornton, about the current trends in B2B sales and the challenges faced by sellers. They discuss the increased scrutiny over spend, the involvement of CFOs and C-level executives in the purchasing process, and the importance of building enduring relationships with clients. They also touch on the decline in quota attainment, the need for coaching and continuous learning, and the impact of culture on hiring and retaining top talent. Omri shares his personal journey and his approach to hiring elite salespeople. In this conversation, Omri Avdi, Chief Sales Officer at Grant Thornton, discusses the qualities and skills that make a successful salesperson. He emphasizes the importance of being competitive, hungry, and taking responsibility for both wins and losses. Avdi also highlights the significance of curiosity, command, and situational dominance in sales. He shares insights on retaining sales talent and the role of culture in employee satisfaction. Avdi stresses the importance of personal branding and social media presence for salespeople. He also discusses the value of storytelling and the impact of mentors and role models, such as Kobe Bryant.
Takeaways
CFOs are more wary about macroeconomic conditions, leading to reduced discretionary spend.
Customer loyalty has decreased due to increased scrutiny over spend and more procurement scrutiny.
Building enduring relationships with clients is crucial for success in B2B sales.
Coaching and continuous learning are essential for sales professionals to stay competitive.
Culture plays a significant role in hiring and retaining top sales talent. Successful salespeople are competitive, hungry, and take responsibility for both wins and losses.
Curiosity, command, and situational dominance are important qualities in sales.
Retaining sales talent requires a focus on culture and recognition.
Personal branding and social media presence are essential for salespeople.
Storytelling is a valuable skill for salespeople to connect with clients.
Mentors and role models can have a significant impact on personal and professional growth.
Chapters
00:00 Trends in B2B Sales
03:16 Building Enduring Relationships with Clients
08:28 The Importance of Coaching and Continuous Learning
28:05 The Qualities of a Successful Salesperson
33:39 Retaining Sales Talent: The Role of Culture and Recognition
39:49 The Importance of Personal Branding and Social Media Presence
41:44 The Power of Storytelling in Sales
46:52 The Impact of Mentors and Role Models