The Advanced Selling Podcast Trust, Credibility and CRM with Matt Wittlief
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Sep 25, 2024 Matt Wittlief, VP of Sales at Zinc Partners and CRM specialist, shares insights on leveraging Customer Relationship Management systems to enhance sales effectiveness. He emphasizes the importance of viewing CRM tools as valuable assets rather than chores. The discussion covers the blend of analytics and empathy in sales, the intricacies of reliable forecasting, and the vital role trust and credibility play in sales relationships. Matt also encourages sales leaders to embrace CRM for better decision-making and organizational influence.
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Critical Thinking + Empathy
- Combining critical thinking with empathy creates a powerful formula for sales success.
- Critical thinking provides objective analysis, while empathy allows understanding customer needs.
Make CRM Work for You
- Understand your sales process to determine the essential information for your CRM.
- Leverage CRM data to prioritize tasks and guide decision-making, making it work for you.
Recently Viewed Limitation
- Bryan Neal coached a salesperson who struggled to find closed-lost deals in their CRM.
- Her default setting was "recently viewed," limiting her search, highlighting the importance of utilizing all CRM features.