34 min
Jim Dickie and I talk about the present and future of sales. ValuClarity
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- Entrepreneurship
JIm Dickie is the co-leader of Sales Mastery a research and advisory firm serving companies who sell business-to-business (B2B). Sales Mastery just introduced their survey of B2B buying behavior. We shared some of the insights his firm uncovered, and what that means to selling...now and in the future. Some highlights: Salespeople are not viewed favorably by customers, and that decreases the quality of 1) selling and 2) more importantly the quality of buying decisions.
Jim also stays close to developments in machine learning and artificial intelligence, and had some positive news regarding some new tools that help sales people have meaningful customer conversations about outcomes...in contrast with some current automation tools which simply accelerate a cycle of sales mediocrity.
Learn more about your ad choices. Visit megaphone.fm/adchoices
JIm Dickie is the co-leader of Sales Mastery a research and advisory firm serving companies who sell business-to-business (B2B). Sales Mastery just introduced their survey of B2B buying behavior. We shared some of the insights his firm uncovered, and what that means to selling...now and in the future. Some highlights: Salespeople are not viewed favorably by customers, and that decreases the quality of 1) selling and 2) more importantly the quality of buying decisions.
Jim also stays close to developments in machine learning and artificial intelligence, and had some positive news regarding some new tools that help sales people have meaningful customer conversations about outcomes...in contrast with some current automation tools which simply accelerate a cycle of sales mediocrity.
Learn more about your ad choices. Visit megaphone.fm/adchoices
34 min