Helen Fanucci, a sales leader with 25+ years in the high-tech industry and author of “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.” discusses the importance of trust in sales, effective targeting strategies, and the role of collaboration in team selling. Helen emphasizes the need for accountability, tough love in leadership, and the value of introducing oneself to the team.
“Trust is the currency of business, and in business-to-business sales, you really can’t be effective unless you can build trust with your customers.” - Helen Fanucci
Key Takeaways:
- Focus matters in sales. Sales leaders must clearly define their objectives and outcomes and have an intentional strategy for achieving them.
- Targeting the right customers is crucial. Instead of relying solely on job titles, sales teams should identify individuals accountable for solving the problems their product or service addresses.
- Building trust is essential in business-to-business sales. To establish client trust, sales leaders should leverage all available resources, including senior leadership.
- Collaboration is key to success in sales. Sales teams should work with other departments within the company to ensure a seamless customer experience and achieve better results.
- Holding people accountable is an act of love. Sales leaders must set clear expectations, provide support, and promptly address performance issues to help their team members succeed.
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