The War Room

Thoughts on Gartner's B2B Sales Ebook

Hey War Room!

I follow the Gartner studies pretty closely when I can get access. Have anyone dived into this Gartner Ebook on the future of selling B2B?

FYI - it is publically available on their site. Just go digging.

I would love to hear what others think.

Files Attached
Gartner - future_of_sales_ebook.pdf
πŸ‘‘ Sales Strategy
☁️ Software Tech
πŸ‘₯ Social Selling
Business Development Manager
Gartner research also shows that the average buyer is ~65% of the way through the decision making process before your first demo. That’s in part due to a more educated buyer as well as an over abundance of information already available. It appears the 4 key takeaways in this study allows sales orgs to adapt to a new and more sophisticated buyer.
Notable Contributor
CMO (Chief Meme Officer)
When I go shopping, I've pretty much already made up my mind, and sometimes the demos actually talk me out of buying. "Letting the prospect talk" is a real thing and the best AEs tend to not talk too much.
Business Development Manager
Prosecutors love to ask the right questions to β€œlead the witness”. The same can be applied to sales.
How many have you/your company made? "10+ Of The Most Common Mistakes in Early SaaS Sales" article from Jason Lemkin
Has anyone taken any sales training from the Sandler Sales System? My company is putting me through their program right now, and it seems like they say the same thing over and over again...?
Thoughts on hiring sales reps based EQ versus IQ? I have hired more on EQ than IQ with a hint of hunger to make more in comms than IQ. What are your thoughts and what would you normally go for?