Tune in where Tom shares how to be truly buyer centric and ditch the legacy, rigid sales process.
He walks us through the stages of the revenue zone as well as an updated look of who is making the B2B decisions.
Millennials are at the helm and their approach is not the same as what we know as traditional sales. Their intolerance will easily disqualify early and fast.
Tune in to sharpen your sales skills and change the outcome
00:43 Introduction
04:59 Introducing Tom Burton
05:45 Buyer Centricity
07:10 Enabling the Buyer
12:20 Role of the Rep
14:40 Creating Demand
18:35 Demo
23:10 Adding Value & Closing: The Millennial Buyer
34:11 Driving Outcomes: Facilitating the Journey
38:03 The Revenue Zone: Visual Walk Through with Tom Burton
55:58 Protecting Your Ground Work: Getting Into the Revenue Zone
59:50 The Yellow Brick Road
1:02:40 Millennial Buyers
1:06:03 Get In Touch with Tom!
Get In Touch with Tom
The Revenue Zone - Tom Burton: https://www.therevenuezone.com
LinkedIn: https://www.linkedin.com/in/tburton5350/
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