Real Talk, Real Deals: Stories and Tips From the Real World of Sales
Recharging Your Sales Process with Seller Agility
Nov 15, 2023
Tim Sullivan, Richardson's VP Partner & Alliances, joins host Chris Tine to discuss the misalignment between traditional sales processes and buyer behavior. They explore the importance of an agile sales process that balances flexibility and discipline. Topics include qualifying out of a deal, enhancing sales forecast accuracy, and the power of data in sales enablement.
32:03
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Quick takeaways
- The tension between traditional sales processes and modern buyer behavior highlights the need for a more buyer-centric and agile sales approach.
- Embracing agility in the sales process allows sellers to balance flexibility and discipline, effectively meeting buyer needs while maintaining control and order.
Deep dives
The tension between traditional sales process and modern buyer behavior
Traditional sales processes focus on the steps and activities that sellers should follow, often with an internal perspective. However, modern buyers have changed the way they buy, with access to abundant information online and more stakeholders involved in the decision-making process. This has created a tension between the traditional sales process and the reality of how buyers make purchasing decisions today.
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