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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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4
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
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
+10
Sales Executive
Sure.ย  I agree.ย  But that's not how I buy these days and I'm wondering if that is going to translate to B2B.ย  I mean, it already is having an impact on SaaS sales.ย  Why wouldn't it bleed into other areas?
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
What's the last big item you bought?
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Feds_Watchin
Politicker
+4
Account Executive
Agreed. Economic buyers buy from people first, company 2nd.
goose
Politicker
+10
Sales Executive
I would flip that. ย Economic buyers buy from companies. ย Sales people grease the wheels and make it easier.
NoSuperhero
Politicker
+6
BDR
People buy because they trust you, not because they like you.
goose
Politicker
+10
Sales Executive
Trust is borrowed from the organization. ย You only take your own trustworthiness so far.
NoSuperhero
Politicker
+6
BDR
this is so true, that's why trust is just the first step. People stay because there's symbiotic relationship.
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SaaSguy
Politicker
+5
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.ย 
goose
Politicker
+10
Sales Executive
What if you are a really good guy but work for a company with a shitty reputation?
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