Sales Transformation #179 S2 Episode 48 - From Leading With Products to Leading With Insights Part 2
HIGHLIGHTS
01:14 A recap of the previous episode they shared about the beginning stages of the sales process to discovery
11:20 What sellers can do to accomplish more than what they have right now
18:07 Examples of real-world examples of people who have a hard time following the complex sales cycles and how they overcome it
28:45 What you can do if you don't have the resources or funds to drive insight rather than product
32:25 Final thoughts on the episode and how Michael invites you to go to his monthly podcast to tactically incorporate an inside-led pitch to a discovery call and more
QUOTES
07:08 "Schedule as many meetings as you possibly can, we need opportunity volume, we need activity volume, but do it in a very limited access environment. Which is very noisy and in some cases customers are just tuning us out right now because there's so much noise."
12:22 "Tailoring a message/insight to the needs to not only companies, which is where you'd start that first conversation, but also to individuals. And then recognizing individuals from all those different functions have different perspectives."
17:58 "Commercial insight is your North star to manage the mid and late stages of complex sales cycles today."
28:49 "First focus on answering a few basic questions about your customer status quo. Build a hypothesis of need and is nothing more complex than let's say, 'here's what my customer is currently doing today around whatever workflow, strategy, a process that you're focused on because you're ultimately selling a product or solution that enables that.'"
30:09 "Step two is to figure out how your solution helps solve that problem uniquely well, and this is where it gets tricky. Because you may start to at the thing that you're used to selling, all the features, functions, and benefits that you sell on and realize, 'look, we're not uniquely differentiated in our market.'"
Learn more about Michael:
- LinkedIn - https://www.linkedin.com/in/michaelrandazzochallenger/
- Website - https://www.challengerinc.com/events/winning-the-challenger-sale/
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