You know that stat…..that 57% of the buying decision is made before a buyer calls you? Well guess what…it’s baloney. That stat is made for sales people who want to sit around waiting for the emails to come in. Professional sales people don’t wait around for the phone to ring. No professional, in any career or job type, wait around for something to happen. They make things happen. 

 

Mike Weinberg, author of #SalesTruth: Debunking the Myths. Apply Powerful Principles. Win More New Sales, reminds us that professional sales people proactively work into accounts before buyers are shopping, seek to truly understand a customer’s needs, does effective discovery work, is motivated to solve a customer problem, tells a compelling story, and is committed to delivering valuable outcomes. His words, not mine. 

 

It’s true though. Isn’t it. 

 

The episode is a breath of fresh air to focusing on helping people as a means for improving our sales results…including, and especially, for people in a post sales role, like customer success.  

 

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