Too many salespeople are failing to adapt to the reality of sales today. How is this slowing down and bloating the sales funnel, and what’s causing this? How can we become better at delivering a high level customer experience?
On this episode, B2B Prospecting & Sales Execution expert, Tibor Shanto shares on the issues he’s seeing in sales, how to fix them and finding a business model that allows him to leverage his impact.
"Because of automation and the submissiveness of salespeople, there is a lack of energy at the top of the funnel." -Tibor Shanto
3 Things We Learned
The big problem at the top of the sales funnel
Salespeople have abdicated too much of their position in the sale. They’ve bought into the notion that buyers don’t need them anymore, that they can get all the information they need on their own. It’s led to salespeople being too passive and too reliant on automation to take their role instead of enhancing it.
How we can rethink sales and the role salespeople play
A lot of people in sales aren’t salespeople, but rather facilitators of the revenue process. A salesperson is someone who engages with the buyer and through conversation gets the prospect to see value in what they’re selling. We need to shake out and reduce the population we call salespeople, get rid of all the noise so we can find the real salespeople and uncover what they need.
How to rethink the customer experience
Sales have evolved beyond product, and a lot of salespeople are not equipped to have that conversation, which goes beyond the buying journey into helping clients. We have to move toward a service economy, and think about enhancing the customer’s business. That also means we have to become a lot more equipped on the basic business concepts.
In order to provide a better experience and bring sales culture back to life, we have to identify the background experience and education of a salesperson and align that with the culture, needs and business of the buyer. This might require a culling of people who aren’t really salespeople. We need to zero in on the salespeople who can drive the sales process forward without reluctance but with a true drive to enhance the customer’s experience beyond one specific product.
Tibor is a trainer, author and B2B Prospecting & Sales Execution expert . He is the CRO of Renbor Sales Solutions Inc. He Helps Clients Increase Prospects by up to 25%.
Go to https://www.tiborshanto.com/ for more information or connect with Tibor on LinkedIn https://www.linkedin.com/in/tiborshanto/?originalSubdomain=ca.
You can also call him at +1 416 822 7781.