Sales Mastery or Sales Enablement?
I've worked with thousands of sales people in many different industries. Professional selling is changing rapidly with technology-driven automation and commoditization resulting in more than one-third of sellers losing their jobs in the coming years . Sales people need to fund themselves from the value they create rather than from the margins that the product or service delivers. For any sales person to prosper in their career they need to move beyond being good at building relationships to also embrace the holy trinity of sales mastery: · Lead with insight as a domain expert · Create tangible business value for clients · Leverage technology to be effective and efficient Make no mistake, relationships alone are not enough. Buyers today are busy and stressed. They are not looking for new friends. They instead want greater value from fewer relationships. They care about how you can help them achieve their goals and manage their risks.
