Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
http://predictableprospecting.libsyn.com/podcast
Episode 41: Understanding Buyer Behavior - Marc McNamara
Today’s guest is Marc McNamara, Chief Enablement Strategist at The Value Shift, a company that presents a unique solution to the sales productivity challenge. We’re here to talk about Marc’s experience with team enablement, how to get the best out of your top-of-funnel conversations, and finding the root of your buyer’s behavior.
Episode Highlights:
- Introducing Marc McNamara
- What is a Chief Enablement Strategist?
- Understanding buyer behavior
- Generating meaningful conversations
- Finding the next step as a rep: Training and continuing education
- The nuts & bolts of building a repository
- How to track your best conversations
Resources:
Connect with Marc McNamara on LinkedIn, through The Value Shift website, or by emailing him direct at mmcnamara@thevalueshift.com
Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler
Quotes/Tweets:
“Selling is an art and a science”- Marc
“Realize your prospects have a problem that can be solved, and then figure out how to uniquely add value to them.” - Marc
“Salespeople are about helping the customer”- Marc
“People, once they’re trained, will forget it all a week later”-Marylou