Alex Wakefield, Chief Revenue Officer at AcuityMD, shares how a deeper understanding of customers can create stronger relationships and support revenue growth. He explains why research, meaningful conversations, and consistent value help sales teams earn customer trust. Alex also discusses how bringing customer-facing teams into the sales process creates a more connected experience.
“The way to become a trusted advisor is not to lose focus on the trust piece. Be transparent with your customers and prospects, constantly providing them insights, being selfless, and helping them.” — Alex Wakefield
This conversation explores how customer intimacy can shape the way companies sell, serve, and grow. Alex explains how researching a customer’s business helps teams identify opportunities to provide value, why buyers should meet the people responsible for their success, and how useful insights can keep conversations moving. He also shares why trust must come before a company can earn the role of advisor.
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