Jerry Brooner is President of Global Field Operations at Enable. The global supply chain is a trillion-dollar economy and the mind-boggling thing is how little coordination there is between the major players. Jerry serves this massive market by offering a digital solution to manufacturers, distributors, and retailers to keep track of their rebates—which is one of the main ways these entities make 100% (or more!) of their profit. Jerry also talks about sales enablement, weathering recessions, and curiosity as the number one quality for sellers.

HIGHLIGHTS

Digitizing global supply chains to track rebates

Test for curiosity in your sellers

Prepare for recession by starting and stopping with the customer 

Enablement is the number one support revenue teams need


QUOTES
Jerry: "When things are going really well in the world, people have a tendency to skip the fundamentals and skip the basics. They're like oh, I don't really need to know about that customer. I don't need to read that annual report. No, everything is going well. They're just going to buy something. And then things go bad and they wonder why their sales cycles or their motions or they're losing customers because they didn't do the fundamentals."
Andy: "I think a vulnerability for a number of companies is, we've had these 14 years served since 2008 of somewhat uninterrupted growth, is I see a lot of sloppiness when it comes to execution, whether it's, as you said, first start and stop with the customer or whatever, and it seems there's going to be some pain in a lot of people that aren't focused on how do we really execute in the best interest of the customer in this tough time."
Jerry: "We want to be curious on how this would help your business. And it might not, and that's okay. That's okay. But we have to know that account, know that industry, and know what we do to help that person or team before we can do anything else. Forget our product. Forget our proposal. Forget our sales. If you can't do all those things, you're never going to get your customer."
Andy: "Not enough companies do this. New people coming into the work world, they don't know anything about business. I knew nothing about business when I got started. I don't think companies are active enough in providing that type of just basic financial education to sellers."

Find out more about Jerry in the link below:
LinkedIn: https://www.linkedin.com/in/jerrybrooner/

More on Andy:
Connect on LinkedIn
Get Andy's new book "Sell Without Selling Out" on Amazon
Learn more at AndyPaul.com

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