I’ve heard sellers and sales leaders call 2010-2022 the golden age of sales. Companies were able to drive growth by using tried-and-true process and strategies: templated emails, cold callsOpens in a new window, demos, compelling discounts. But as times change, techniques must follow. Now, prioritizing authenticity and human connection is key, helping you edge out the competition by building trust.
Start by getting curious about who your customers are and what matters to them. Try inviting a few of your customers to a lunch-and-learn with your sales team. Ask them to walk your team through some of the problems they deal with every day, and leave time for you and your team to ask questions. Then, have your SDRs call a few prospects and ask them if they’re running into the same types of challenges.
Once your team finishes these calls, come back together, discuss the results, and come up with a plan to address the trends you uncovered. By taking a less scripted and more human approach, you may start to see better results.
Two Salesblazers in blue sweatshirts, smiling and standing next america phone number list to Salesforce mascot Zig the Zebra.