24. High performing sales people don't "sell." They explore, they guide, they advise, and co-create. So...how do we foster curiosity?

Nancy Maluso, Chief Marketing and Strategy Officer at Edgio and I take a deep dive into the power of curiosity and authenticity in the customer engagement process, and the practices of value selling to ensure positive outcomes for all.

Nancy and I cover the practices that allow a good sales person to drive great results.

Key takeaways:

 - High performing sales people don’t provide information about products. Instead, they provide insight into how a company’s business can be changed by change in process, tech or people. They help the customer explore the “why change/why now” conversation and guide them through the change management considerations

 - Sellers have to be incredibly curious and interested…it’s not something they can fake.  They can’t cram a few minutes before a customer call and then truly engage the way they need to.  Instead they have to keep probing into what is going on in the customers environment including politics, goals and objectives, functional objectives, individual objectives etc. They have to understand a day in the life of their key stakeholders.

 - Know your customers at the organizational, functional and personal level. Be curious about their world and dig deep. help them to be successful even if not with your offerings.

To follow up with Nancy, you can reach her on ⁠LinkedIn⁠.

To follow up with me, you can reach me on ⁠⁠⁠⁠LinkedIn ⁠⁠⁠or via the Acelera Group ⁠⁠⁠website⁠⁠⁠.

To provide feedback on this podcast or to suggest additional topics or guests, please visit The Thoughts On Selling™ podcast ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

I would appreciate your sharing this podcast with one or two coworkers or peers. And I would very much appreciate positive reviews on the Apple podcast site or wherever you get your podcasts. Positive reviews help others to find this podcast!

Thank you!

Lee Levitt