This is episode 617.
Read the complete transcript on the Sales Game Changers Podcast website.
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Dr. Philip Squire is the author of Selling Transformed.
PHILIP'S TIP: "I realized after a couple of years of looking at the data that actually customers weren't so much interested in competence, and skills, and sales methodology, and process, but they were really interested in the core values that salespeople demonstrated."
GRANT'S TIP: "To move forward, let go of the 1980s consultative sales tips and tricks and everything else to manipulate the sale. We don't live there anymore."
AXEL'S TIP: "in the cloud market, trust and loyalty are the two things you're looking for. When you try to establish trust, you cannot fake. You need to be authentic. You need to be really customer-centric, otherwise it'll be felt as being not authentic."