Patrick Cassady joins Will on this episode of the Salesman Podcast to discuss how technology is changing both the buying process and the sales cycle.
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How Technology Is Changing Sales
The show is kicked off with Patrick discussing if sales has really been turned on it’s head with prospects spending time on social media and LinkedIn or if social is just a tool which can fit into the traditional sales cycle.
The guys then break down whether the buyer doing research on their own before connecting with a salesperson leaves sales professionals at an advantage or disadvantage.
“The art of selling as you know, is having the ability to shape views and opinions early in the sales cycle.” – Patrick Cassady
Next Patrick and Will talk about how mobile and real-time technology such as alerts when prospects view sales content can enable salespeople to react and be in the right place at the right time.
“[Technology] removes those blind spots and so you can really understand whos engaging and then you have the ability to prioritise who you want to spend time with.” – Patrick Cassady
The show is wrapped up with Patrick giving his thoughts about how technology is going to continue to change sales 5-10 years into the future.
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Partner: ClearSlide
ClearSlide reduces sales cycle length and decreases time wasted on unqualified leads by providing you real time analytics into how your customers interact with content.
It enables you to track when prospects open emails or views documents you’ve sent, and helps you engage with your customers.
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Guest info:
Patrick Cassady is a VP of sales who has a passion for solving business problems with technology. He is a high energy, results focused sales leader with a penchant for building exceptionally strong and loyal sales teams.
His focus is pipeline development, revenue growth, and improving team morale which is achieved by crafting compelling common messaging and then creating a purpose built sales model while encouraging teamwork and continuous communication.
Show notes:
LinkedIn – Patrick Cassady
Go For “No” When Selling With Andrea Waltz
