8 min listen
Sales Leaders to Step Up Their Subject Matter Expert Standing Right Now with Prospecting Expert Tibor Shanto
FromSales Game Changers | Tips from Successful Sales Leaders
Sales Leaders to Step Up Their Subject Matter Expert Standing Right Now with Prospecting Expert Tibor Shanto
FromSales Game Changers | Tips from Successful Sales Leaders
ratings:
Length:
42 minutes
Released:
Mar 23, 2021
Format:
Podcast episode
Description
This is episode 341. Read the complete transcript on the Sales Game Changers Podcast website. TIBOR'S TIP FOR EMERGING SALES LEADERS: "One of the habits that people should change is how they think of themselves and how they present themselves to their customers. One of the most difficult things I face is convincing salespeople that they're not salespeople, they're subject matter experts. As a subject matter expert, you can actually lead the conversation in a meaningful way that actually helps that customer take insight from you. Customers are not going to take insight from a brochure carrier, but they will take insights from a subject matter expert. One of the first habits that you should work on is upgrading who you are and what you represent to your customers. Someone who's really a subject matter expert wants to understand where that customer is trying to go, what are the objectives that are driving this decision? What are the business motivators that are driving this? Not just what problems/solutions you have. Most reps are stuck in the present whereas progressive salespeople, subject matter salespeople, can talk in the present but also understand where the company's trying to go because they're focused on impacts and outcomes, not talking about strictly their product."
Released:
Mar 23, 2021
Format:
Podcast episode
Titles in the series (100)
Introducing the Sales Game Changers Podcast: This is episode 000. Institute for Excellence in Sales Co-Founder Fred Diamond introduces his new podcast, the Sales Game Changers Podcast. He interviews three sales leaders each week on their successful careers seeking tips to help sales... by Sales Game Changers | Tips from Successful Sales Leaders