Kipp Bodnar (HubSpot’s CMO) and Kieran Flanagan (Zapier’s CMO), lead you down the rabbit hole of marketing trends, growth tactics and innovation. On the way you’ll pick up undiscovered strategies to give you that slight edge for success. These are not your typical twitter thread regurgitated marketing tactics that everyone is doing. These are new methods, with unfiltered examination of successful fresh ideas.
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Does Sales Enablement Really Work? Keenan. and David Dulany
MP3•Episoder hjem
Manage episode 404841878 series 2545518
Innhold levert av David Dulany. Alt podcastinnhold, inkludert episoder, grafikk og podcastbeskrivelser, lastes opp og leveres direkte av David Dulany eller deres podcastplattformpartner. Hvis du tror at noen bruker det opphavsrettsbeskyttede verket ditt uten din tillatelse, kan du følge prosessen skissert her https://no.player.fm/legal.
Keenan, a renowned author and founder of A Sales Growth company in a deep dive into the intricacies of sales development in the tech industry.
The podcast delves into the value of real sales calls for educational purposes, with Keenan critiquing live pitches based on his Gap Selling methodology. Common pitfalls in sales pitches: a lack of problem identification and the tendency to push products without understanding the client's needs. Keenan emphasizes the importance of diagnosing a potential client's issues before attempting to sell, akin to a medical professional diagnosing a patient. He criticizes the sales industry's focus on product-centric approaches over developing a deep understanding of the client's business problems and their impacts.
David and Keenan. discuss the challenges in sales training and the disconnect between sales enablement efforts and measurable business outcomes.
They argue for a shift towards outcome-oriented sales training, where the success of sales enablement initiatives is directly tied to improvements in key sales metrics. The conversation concludes with actionable advice for sales professionals looking to improve their craft, including the importance of building a problem identification chart and adopting a diagnostic mindset in sales calls.
Listeners of this podcast episode gain a comprehensive understanding of the current sales development landscape, the importance of aligning sales strategies with business outcomes, and practical strategies for enhancing sales effectiveness. Through Keenan and David's insightful discussion, sales professionals and leaders are equipped with the tools and perspectives needed to thrive in today's competitive sales environment.
https://salesgrowth.com/
Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.
…
continue reading
The podcast delves into the value of real sales calls for educational purposes, with Keenan critiquing live pitches based on his Gap Selling methodology. Common pitfalls in sales pitches: a lack of problem identification and the tendency to push products without understanding the client's needs. Keenan emphasizes the importance of diagnosing a potential client's issues before attempting to sell, akin to a medical professional diagnosing a patient. He criticizes the sales industry's focus on product-centric approaches over developing a deep understanding of the client's business problems and their impacts.
David and Keenan. discuss the challenges in sales training and the disconnect between sales enablement efforts and measurable business outcomes.
They argue for a shift towards outcome-oriented sales training, where the success of sales enablement initiatives is directly tied to improvements in key sales metrics. The conversation concludes with actionable advice for sales professionals looking to improve their craft, including the importance of building a problem identification chart and adopting a diagnostic mindset in sales calls.
Listeners of this podcast episode gain a comprehensive understanding of the current sales development landscape, the importance of aligning sales strategies with business outcomes, and practical strategies for enhancing sales effectiveness. Through Keenan and David's insightful discussion, sales professionals and leaders are equipped with the tools and perspectives needed to thrive in today's competitive sales environment.
https://salesgrowth.com/
Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.
360 episoder
MP3•Episoder hjem
Manage episode 404841878 series 2545518
Innhold levert av David Dulany. Alt podcastinnhold, inkludert episoder, grafikk og podcastbeskrivelser, lastes opp og leveres direkte av David Dulany eller deres podcastplattformpartner. Hvis du tror at noen bruker det opphavsrettsbeskyttede verket ditt uten din tillatelse, kan du følge prosessen skissert her https://no.player.fm/legal.
Keenan, a renowned author and founder of A Sales Growth company in a deep dive into the intricacies of sales development in the tech industry.
The podcast delves into the value of real sales calls for educational purposes, with Keenan critiquing live pitches based on his Gap Selling methodology. Common pitfalls in sales pitches: a lack of problem identification and the tendency to push products without understanding the client's needs. Keenan emphasizes the importance of diagnosing a potential client's issues before attempting to sell, akin to a medical professional diagnosing a patient. He criticizes the sales industry's focus on product-centric approaches over developing a deep understanding of the client's business problems and their impacts.
David and Keenan. discuss the challenges in sales training and the disconnect between sales enablement efforts and measurable business outcomes.
They argue for a shift towards outcome-oriented sales training, where the success of sales enablement initiatives is directly tied to improvements in key sales metrics. The conversation concludes with actionable advice for sales professionals looking to improve their craft, including the importance of building a problem identification chart and adopting a diagnostic mindset in sales calls.
Listeners of this podcast episode gain a comprehensive understanding of the current sales development landscape, the importance of aligning sales strategies with business outcomes, and practical strategies for enhancing sales effectiveness. Through Keenan and David's insightful discussion, sales professionals and leaders are equipped with the tools and perspectives needed to thrive in today's competitive sales environment.
https://salesgrowth.com/
Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.
…
continue reading
The podcast delves into the value of real sales calls for educational purposes, with Keenan critiquing live pitches based on his Gap Selling methodology. Common pitfalls in sales pitches: a lack of problem identification and the tendency to push products without understanding the client's needs. Keenan emphasizes the importance of diagnosing a potential client's issues before attempting to sell, akin to a medical professional diagnosing a patient. He criticizes the sales industry's focus on product-centric approaches over developing a deep understanding of the client's business problems and their impacts.
David and Keenan. discuss the challenges in sales training and the disconnect between sales enablement efforts and measurable business outcomes.
They argue for a shift towards outcome-oriented sales training, where the success of sales enablement initiatives is directly tied to improvements in key sales metrics. The conversation concludes with actionable advice for sales professionals looking to improve their craft, including the importance of building a problem identification chart and adopting a diagnostic mindset in sales calls.
Listeners of this podcast episode gain a comprehensive understanding of the current sales development landscape, the importance of aligning sales strategies with business outcomes, and practical strategies for enhancing sales effectiveness. Through Keenan and David's insightful discussion, sales professionals and leaders are equipped with the tools and perspectives needed to thrive in today's competitive sales environment.
https://salesgrowth.com/
Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.
360 episoder
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