Why are only 25% of salespeople hitting the mark? Join Mark Hunter and Kelly Riggs to unpack this startling statistic and challenge the very foundation of traditional sales training. We examine how an overemphasis on product knowledge reduces salespeople to mere 'product pushers' and the problems this approach creates.
Kelly and I propose a radical shift towards understanding customer needs through insightful questioning, allowing sales professionals to become trusted advisors. This episode shines a light on the critical importance of moving away from feature-heavy sales kickoff meetings to ones that foster meaningful customer engagement.
Elevate your sales game by mastering strategic product demos and a well-executed discovery phase.
◩ About the Guest ◩
Kelly Riggs is the founder of The Business Lockerroom focused on Sales Training, Management Leadership Coaching, and Strategic Planning.
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