goose

Sales Executive

SalesForce Chief Innovation Officer - Influence is Overrated

I was listening to John Barrows podcast and heard Simon Mulcahy say "People think of the sales experience as a human influence experience. It isn't. The sales experience is a "do I trust the organization and it is easy to do business with?" and a lot of it comes down to how you enable the customer to connect with you".

Connecting on a personal level (fishing, golf, sports) is ok but buyers want to know that you know them. Like Amazon.

This changed the game for me. Thoughts?

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poweredbycaffeine

WR Lieutenant

☕️

It all comes down to investment. You have to invest time into building a relationship and connecting with that prospect on a level deeper than "hey, you want to Ohio State too?!". Understand their personal goals and the consequences of them not accomplishing them. If you can help them on a personal level, and you can demonstrate that you're doing things that are in their best interests, then you will be far more successful than if you are just pushing product on folks to hit your quota.

goose

Politicker

Sales Executive

Sure. I agree. But that's not how I buy these days and I'm wondering if that is going to translate to B2B. I mean, it already is having an impact on SaaS sales. Why wouldn't it bleed into other areas?

poweredbycaffeine

WR Lieutenant

☕️

What's the last big item you bought?

goose

Politicker

Sales Executive

Depends on your definition of “big” I guess.

Car - researched online, referenced reviews, test drove options, made my purchase.

Software - researched online, referenced reviews, test drove options, made my purchase.

Feds_Watchin

Politicker

Agreed. Economic buyers buy from people first, company 2nd.

goose

Politicker

Sales Executive

I would flip that. Economic buyers buy from companies. Sales people grease the wheels and make it easier.

NoSuperhero

Politicker

BDR LEAD

People buy because they trust you, not because they like you.

goose

Politicker

Sales Executive

Trust is borrowed from the organization. You only take your own trustworthiness so far.

NoSuperhero

Politicker

BDR LEAD

this is so true, that's why trust is just the first step. People stay because there's symbiotic relationship.

goose

Politicker

Sales Executive

Yep Yep

SaaSguy

Tycoon

Account Executive

I think a rep being likeable and trust worthy goes a long way in the companies reputation as being trust worthy and easy to do business with. If you are working with a really shitty rep, you are going to then assume the company is really shitty.

goose

Politicker

Sales Executive

What if you are a really good guy but work for a company with a shitty reputation?

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goose

SalesForce Chief Innovation Officer - Influence is Overrated

12 comments

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