Description

In this episode of the Sales Leadership Awakening podcast, hosts Colleen Stanley and Steven Rosen discuss the significant changes in sales post-COVID-19. They address the reluctance of sales reps to return to face-to-face selling and the importance of embracing in-person meetings. Colleen and Steven emphasize the benefits of building trust, rapport, and collaboration through face-to-face interactions. 

“If your competitors are starting to visit your clients or are already visiting your clients, and you're not, you have a problem. You're at a competitive disadvantage.” - Steven Rosen

Key Takeaways:

• In-person interactions allow for better reading nonverbal cues, building trust, and practicing empathic listening.
• Face-to-face meetings foster collaboration, creativity, and solutions co-creating with clients.
• Sales leaders should model the behavior they expect from their sales teams and prioritize in-person meetings to build relationships and retain top talent.
• Encouraging sales reps to get off their butts and visit clients can provide a competitive advantage and lead to increased sales success.

Follow Colleen Stanley on LinkedIn

Follow Steven Rosen on LinkedIn