Sales is often thought of as complex dark magic when in reality every deal boils down to the same base process just with different outcomes.
An Industry Thought Leader, Quoted by Forbes and Huffington Post, C-Level Sales Growth Trainer, B2B Strategy Consultant, CEO of Skaled Consulting, Jake Dunlap, describes the foundation of sales deals and what customers are looking for from their sales call.



 
Takeaways:
More often, customers are looking for a different sales experience than the “friendship” tactic. Sales are less about building relationships and more about solving problems for their customer.
If you want to close more deals, then communicate separate solutions. Set up 1:1 meetings with individual departments that are involved in the vetting or implementation.
 Understand that no enterprise organization goes all in out of the gate. Follow this pattern: proof of concept then proof of scale and then secure a bigger purchase.
Marketer Challenge: Go set up a time to listen in on 20 sales conversations at all different stages of the funnel to listen to what your buyers are saying.
Career advice: Start working and getting experience now. Take a job to develop a skill to move on to the next role. 




 
Links:
LinkedIn: https://www.linkedin.com/in/jakedunlap/
Twitter: https://twitter.com/JakeTDunlap
YouTube: https://www.youtube.com/c/JakeDunlapSales?sub_confirmation=1
Personal Website: https://www.jakedunlap.com
Skaled Consulting: https://skaled.com




 
Busted Myths:
Sales is a science. Deals and sales follow specific patterns with different ending results. Think about building more repeatable processes for sales so that there is a set foundation for making deals.
There is no outsourced champion that is going to magically fix collaboration in your company. If you are trying to increase your average deal size then you have to be the internal champion.
Organic social traffic is worth it! Less than 3% of people on LinkedIn contribute content. The ability to stand out is easily achieved!




 
Ways to Tune In:
iTunes - https://podcasts.apple.com/us/podcast/the-hard-corps-marketing-show/id1338838763
Spotify - https://open.spotify.com/show/1vVLpNI1LssMTiL6Kdsamn
Stitcher - https://www.stitcher.com/podcast/the-hard-corps-marketing-show
Google Play - https://play.google.com/music/m/Im7mytmu2wa2mekhoeixlja5hpe?t=The_Hard_Corps_Marketing_Show
YouTube - Full video - https://youtu.be/mmknunVhHC0