Скачать или смотреть How to Sell Without Selling Out | Predictable Revenue Podcast

The first step to changing your sales team’s behaviour is recognizing where you’re falling short.

If buyers are having a bad experience or your close rate is extremely low, there are prominent areas for improvement.

As a leader, it’s your job to initiate change.

Often sales managers can become locked-into a particular process, but it’s important to remember that techniques don’t win deals–people do.

Start training your salespeople to sell with humanity.

An outbound sales rep’s job is to go out and listen to the buyer, understand what’s most important to them, and then help them get there.

Andy Paul joins the Predictable Revenue podcast to discuss why we need to do away with pushy sales tactics and adopt a humanity-first outbound sales process.

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TIMESTAMPS:
Outdated sales behaviors that need to be replaced (2:56),
Why so many sales teams are selling out even when they know it’s ineffective (4:57),
The difference between selling out and selling in (6:30),
How sales leaders can change their team’s behaviors for the better (7:19),
The pillars of selling in (9:53),
How maintaining a human element in your sales process can be a core differentiator (13:18),
The gap between knowing and understanding (15:05),
The problem with compliance to processes (17:28),
The first step salespeople and leaders can take is to improve their sales process (20:15).


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