Audio
Splitting The Sales Cycle
The show is kicked off with Trish explaining that there is potential greater efficiencies in splitting the traditional sales role of the account manager that prospects through to close into discrete positions within a team.
“We in sales always consider ourselves the centre of the universe. Note to self, we’re not” – Trish Bertuzzi
Trish then shares her thoughts on account based selling and how that fits into the picture.
“Who doesn’t like a story?” – Trish Bertuzzi
The show is wrapped up with Trish pointing out some other impending changes within the industry such as a shift to selling through stories and her own personal insights as to whether salespeople should be selling through content.
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Guest info:
Trish is President and Chief Strategist of The Bridge Group, Inc., an inside sales consulting and implementation firm. For more than two decades, she has promoted sales development and inside sales as a community, professional, and engine for revenue growth.
She is also the author of “The Sales Development Playbook” a must read for anyone wanting to build a predictable and repeatable pipeline.
Show notes:
BOOK: The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
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