019: Trish Bertuzzi | Propel Yourself to Success Using Inside Sales

Full Notes

https://www.salestuners.com/bertuzzi/

Takeaways

1. Own the Space: Your passion, or lack thereof, is infectious. As a salesperson, you know more about your product or service than your prospect and need to own the sales process. Know what your competitors are saying, know what your analysts are saying, truly understand the problem that needs to be solved and guide your prospect through the conversation.
   
2. Arouse Curiosity: Buyers are busier than ever before. You don’t have to get the whole message out when prospecting. Instead, learn to communicate more succinctly and offer information in sound bytes that will both develop the relationship and provide value. This should make buyers curious enough to respond or come back to you in the future.
   
3. Change is Constant: Content is the new SPAM. Many large companies are getting rid of voicemail. E-mails are read on mobile devices more often than not. Everything is in motion and changing rapidly. What worked for you last year may be less efficient now, so be mindful and observant in patterns of change you are seeing.

Book Recommendations

• Selling to Big Companies by Jill Konrath

Sponsor

• Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

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