“There’s no going back to the future and no new normal. This is a watershed moment. B2B sales leaders must embrace change and plan for a very different buying and selling landscape.”
Mary Shea, PhD, Forrester
“If you think the world will return to field selling after the 2020 pandemic subsides, you will be waiting a long time.”
Magic happens when Sales, Marketing and Product teams are aligned and operate like a well-oiled machine – it is the CRO’s ultimate mission. But as the company and teams grow, product capability expands, multiple Business and Product teams thrive to position themselves against competition in a buyer-centric world, aligning customer-facing teams becomes a major challenge.
Anna Vuong, a seasoned Sales Enablement leader at Zoom Video Communications, Inc. talks with us on how the profession has evolved over the years and her strategy to get better at your craft every day.
Anna started in Customer success, then operations and partners before finding her calling in Sales Enablement. It used to be called “Sales Readiness” before Sales Enablement became such a hot topic.
Her love for being surrounded by Sales team and celebrating their success keeps her challenged and motivated.
What are the metrics for SDR success during prospecting?
Book more meetings.
What comes on the way?
Prospects are not always interested in whatever you are selling to them.
Becc Holland, in her popular “Flip the Script” 4-session video series, walks us through skill-building for prospecting. And, yes, she puts humanity and integrity back into selling.
The sessions I found most useful are objection handling and Email Outreach strategies.
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