Apply Sales Enablement To Sell To Large and Small Companies, Jason Loh

Combine gut feel with data to make every sale 

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Sales Enablement Tips you’ll learn today on The Sales Podcast…

• Global 2,000 and fast-growing startups

• We’re still salespeople and needing to make our numbers

• As salespeople we make it worth their while to meet with us

• If you offer value you can still reach decision makers

  • Provocative

  • Speak to a universal truth

• Small and large companies have similar struggles in that they want and need to grow

• Senior leaders have great B.S. meters

• What’s unique to you and defensible?

• Get informed about your prospects

• Have empathy

• Timeless sales books

  • “SPIN Selling“

  • “Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance“

  • “The Challenger Sale: Taking Control of the Customer Conversation“

• Sales leaders have different duties and responsibilities

• People are people and problems are problems

  • What kind of impact can you make?

  • What kind of value do you provide?

• The connected-planning space

  • Sales performance management (SPM), sales effectiveness, and marketing performance solutions.

  • Salesforce automation

  • Sales enablement

• Go-To-Market Strategies

  • Where you sell

  • How you sell

  • What to sell

• Gut feel and institutional knowledge still has value but so does data-driven analyses

• They are using artificial intelligence to help big businesses look at the data in an un-biased way

• Find that universal truth

• Find your one thing

• Knock down the silos in your organization

Related Articles:

• Introduction to Sales Enablement

• How to Select a Lead Management Tool: HubSpot vs Infusionsoft

Links Mentioned In This Episode

• Visit Anaplan to “Be Dynamic. Be Collaborative. Be Intelligent.” 

• Join The Sales Community