Do you struggle to connect with executive decision-makers despite knowing you have the solutions they need?
In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Candace Taber, a maestro of sales enablement whose insights into the alchemy of effective selling are nothing short of transformative. Candace doesn’t just sell; she evangelizes with wisdom, empathy, and a deep understanding of the elusive art of buyer-centric selling.
Let Candace guide you through the intricate dance of matching your pitch with the specific objectives of every stakeholder in the room. Click play now!
About Candace Taber
- Candace Taber is a devoted wife, mother, and sales enablement leader focusing on equipping sales leaders to amplify their impact.
- With a firm belief that leadership is the cornerstone of effective sales enablement, Candace dedicates herself to preparing leaders to excel in their roles and create force multipliers within their organizations.
Foundations of Effective Sales Enablement
- Donald and Candace discuss the misconception that sellers should inherently possess the knowledge necessary for success.
- Rejecting this idea, Candace emphasizes the employer's role in equipping and enabling employees.
- This means providing a clear performance path, feedback mechanisms, and the resources employees need to thrive in their environment, contributing to the employer-employee value exchange.
How to Position Messaging to Executives
- Candace presents practical advice on communicating with executives without seeming presumptuous.
- She recommends referencing industry trends and openly wondering how these may relate to the executive's focal priorities.
- By approaching the conversation with genuine curiosity and a well-researched hypothesis, sellers can position themselves as partners, not just vendors.
Advice for Sellers: Writing Goals at Organizational Levels