Episode 41: Understanding Buyer Behavior - Marc McNamara
Episode description
Today’s guest is Marc McNamara, Chief Enablement Strategist at The Value Shift, a company that presents a unique solution to the sales productivity challenge. We’re here to talk about Marc’s experience with team enablement, how to get the best out of your top-of-funnel conversations, and finding the root of your buyer’s behavior.
Episode Highlights:
- Introducing Marc McNamara
- What is a Chief Enablement Strategist?
- Understanding buyer behavior
- Generating meaningful conversations
- Finding the next step as a rep: Training and continuing education
- The nuts & bolts of building a repository
- How to track your best conversations
Resources:
Connect with Marc McNamara on LinkedIn, through The Value Shift website, or by emailing him direct at mmcnamara@thevalueshift.com
Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler
Quotes/Tweets:
“Selling is an art and a science”- Marc
“Realize your prospects have a problem that can be solved, and then figure out how to uniquely add value to them.” - Marc
“Salespeople are about helping the customer”- Marc
“People, once they’re trained, will forget it all a week later”-Marylou