The Gartner Sales Podcast
The Seller Role of the Future with Alice Walmesley
Oct 25, 2023
Alice Walmesley, Gartner expert, discusses reimagining the seller role for the future. They explore challenges faced by sellers, replicating successful practices, and technology as a teammate in sales. They also discuss incorporating technology into the seller role and express gratitude at the end.
26:26
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Quick takeaways
- Creating a seller role that meets buyers' needs is crucial in a challenging environment with dysfunctional decision-making.
- Technology should be seen as a teammate for sellers, actively contributing to decision-making and execution.
Deep dives
Reshaping the Seller Role
The research highlights the opportunity to re-scope the seller role by creating a role that meets buyers' needs and that sellers want to do. This is crucial in a challenging environment where buyers struggle to make good decisions due to dysfunction and lack of consensus. While technology can alleviate some burdens, it is not the whole solution, and being human in sales remains vital for as long as there are human buyers.
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