In this episode, Jonathan Corrie, CEO of Precursive, discusses the role of professional services in sales, buyer enablement, and the challenges of modern selling.
He shares insights on buyer behaviour, the impact of buyer enablement, and the importance of customer and business acumen in the sales process.
The conversation covers a wide range of topics related to buyer enablement, seller enablement, professional services, and the changing landscape of sales.
We delve into the challenges faced by salespeople, the importance of understanding the customer's world, and the need for technical acumen. Our conversation also emphasises the significance of partnership between pre-sales, onboarding, and customer success teams.
Takeaways
- Professional services play a crucial role in the post-sale delivery of products and services, and the management of services delivery is essential for driving faster time to value.
- Buyer enablement is influenced by the increasing education and awareness of customers, leading to a need for salespeople to demonstrate customer and business acumen.
- The modern selling environment requires a combination of sales methodologies and a focus on customer and business acumen to navigate the complexity and precision required in front of customers.
- Onboarding and development of customer and business acumen are often overlooked in sales training, leading to a gap in the ability of junior sellers to engage effectively with customers.
- The SPIN selling methodology, focusing on situation, problem, implication, and need payoff questions, remains relevant and adaptable to different industries and personas. Understanding the customer's world and having technical acumen are crucial for successful sales.
- The partnership between pre-sales, onboarding, and customer success teams is increasingly important in the sales process.
- The impact of no decision on sales and the need for risk reduction and clarity for customers are significant considerations in the sales process.
Chapters
00:00 Introduction to Professional Services and Sales
02:59 The Impact of Buyer Enablement
05:58 Navigating the Modern Selling Environment
08:49 The Overlooked Gap in Sales Training
12:06 Adaptability of SPIN Selling Methodology
45:23 The Impact of No Decision on Sales and the Need for Risk Reduction and Clarity for Customers
Connect with Jonathan at: / jonathanfcorrie
Learn more about Precursive: www.precursive.com/