Does this sound familiar? You've been told to follow a generic sales process
in order to achieve better results, but it's not working. You're feeling the pain
of wasted time and missed opportunities as you struggle to align with your
buyer's needs. It's time to break free from the ineffective actions and
discover a new approach that will truly improve your sales outcomes.
In this episode, you will be able to:
- Discover champion selling and advocacy strategies to boost your sales success.
- Learn the importance of building trust with champions and how it can drive your sales results.
- Gain insights on aligning your sales process with the needs of your buyers for better outcomes.
- Unlock the power of multithreading and engaging multiple stakeholders to close more deals.
- Harness the effectiveness of texting in your communication to increase sales engagement and conversions.
My special guest is
Darin Alpert, an experienced GTM professional and entrepreneur, joins
Kevin Dorsey on the Live Better Sell Better podcast to share his expertise on
aligning the sales process with buyer needs. With a background in founding
and selling companies, as well as receiving backing from renowned investor
Mark Cuban, Darren brings a wealth of knowledge and practical insights to
the discussion. Together, they delve into the importance of having a
champion or coach in the sales process, exploring the characteristics that
define a true champion and offering guidance on how to identify and develop
them. With a focus on multithreading and transforming champions into
advocates, Darren provides actionable strategies for maximizing sales
outcomes by aligning with the needs of buyers. Sales professionals looking to
enhance their success will find this episode to be a valuable resource.
The key moments in this episode are:
00:00:06 - Introduction
00:01:14 - The Importance of Champions
00:03:57 - Defining Champions, Coaches, and Mobilizers
00:06:11 - Challenges as a Buyer
00:09:02 - Buying Reputation
00:12:32 - The Importance of Communication and Understanding in Sales
00:13:34 - The Role of Salespeople as Consultants
00:14:53 - The Negative Impact of Speed in Sales
00:17:37 - The Importance of Multithreading in Sales
00:24:57 - The Importance of Customer Stories
00:26:07 - Buyers Prefer Talking to Yodas
00:27:32 - Power and Influence in Sales
00:29:03 - Leveraging Internal Champions
00:30:57 - Building Champions Through Product-Led Growth