Sales Strategy & Enablement by Revenue.io 1017: Insight-Led Selling, with Stephen Timme and Melody Astley
Jan 13, 2022
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Sales Trust Deficit
- Only 19% of sales managers believe their sellers are trusted advisers, indicating a credibility gap.
- This low trust likely reflects even poorer perceptions buyers have of sellers, highlighting systemic sales issues.
Buyers Demand New Insights
- Buyers want sellers to tell them something new that they don't already know.
- Sellers should bring valuable industry insights or potential pitfalls to earn buyer attention.
Teach Business Functions & KPIs
- Teach sellers how various business functions operate and how companies measure success.
- Focus training on relevant KPIs before diving into complex financial metrics to improve seller relevance.