Selling is influence stop telling

In this episode Judith Germain speaks to Greg Nutter about the common mistakes B2B sales people and companies make

Key Takeaways

• Don't spend too much time talking about your product - focus on solving the customer's problems and opportunities
• Influence through asking questions, not telling - get the customer thinking
• Plan and strategise around the customer's buying process, not just your selling process
• Ensure management understands and adopts the sales methodology
• Marketing should create content aligned with the customer's buying stage
• AI may displace sellers who only pitch products, but not those who understand the buying process

In this conversation Judith Germain and Greg Nutter discusses two key challenges companies face in sales: 1) Lack of management involvement and adoption of sales methodologies, and 2) Misalignment between the company's sales process and the customer's buying process.

Greg Nutter is a management consultant where he helps business owners and senior sales executives solve revenue growth problems through direct, indirect, or multi-channel sales models. He is also the author of the Amazon Best Selling Book, 'P3 Selling: The essentials of B2B Sales Success'. 

You can find out more about our guest and today's episode in this Maverick Paradox Magazine article here.

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But amplifying your influence as a leader isn't just about having a strong vision or a big personality. It's also about having the right leadership capability and being able to execute on your ideas and plans.

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How Influential Are you? Take the scorecard at amplifyyourinfluence.scoreapp.com and see. 

Catalysing Transformation - 1 min video

Judith's book: The Maverick Paradox: The Secret Power Behind Successful Leaders. 

Judith's websites: 

• The Maverick Paradox Magazine - themaverickparadox.com
• The Maverick Paradox Website - maverickparadox.co.uk

Judith's LinkedIn profile is here, her Twitter profile (MaverickMastery) is here, Facebook here and Instagram here.