In this episode, Dan Sanchez and Brian Dietmeyer talk about the intricacies of decision making in sales environments. They delve into how sales reps can enhance their skills to better understand and lead customer decision-making processes, emphasizing the necessity of a strategic and prescriptive approach. This episode is a crucial listen for sales professionals striving to navigate complex sales cycles and achieve higher success rates. Prepare to be equipped with essential strategies to guide customers through intricate decisions and optimize sales outcomes, right here on CloseMode.
Timestamps:
00:00 Sales reps needing to master decision making.
04:30 Marketer's sales approach through marketing understanding.
06:15 Value add for buyers: addressing decision struggles.
12:47 Criteria comparison, impact assessment, stakeholder involvement, decision support.
14:31 Create knowledge doc, transfer to SOP, success.
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