This episode is a treat for all you thinking sellers out there. I interview Rob Bruce from his secret "hideout" in the Scottish Highlands.
Rob has three decades of enterprise software sales and marketing having worked for Schlumberger, Oracle, BroadVision and many other early-stage fails, mediocre's and rocketships. At the moment he is on sabbatical, however, his last job was VP of Marketing for Kimble.
Fun fact: He is a mountaineer and rock climber.
In this episode, we delve into the correct way of doing a "discovery" call for complex sales, the attitudes that virtual sellers need to to have, the idea of extreme curiosity and how sellers need to deeply understand their client's challenges and then matching these with differentiating factors from the vendor. Again the attitude of empathy comes to the fore.
It is a fascinating chat and really highlights the attitudes modern virtual sellers need to embrace in order to be successful.
