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Shortening Sales Cycles: The Power of Hypothesis Selling w/ Lisa Hammack
Manage episode 427421842 series 3520711
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In this episode, Brian Dietmeyer talks to Lisa Hammack, Director of Global Sales Enablement at Sisense, about hypothesis selling. They dive into the intricacies of this forward-thinking sales methodology that emphasizes coming to the table with an informed perspective on the buyer's potential problems and needs. This conversation is essential for sales professionals aiming to shorten their sales cycle and establish themselves as trusted advisors. Prepare for an enlightening discussion that blends science and art in sales, complete with practical advice on how to implement and support hypothesis selling within your team, right here on CloseMode.
Timestamps:
00:00 Hypothesis selling involves research and opinions.
05:07 Collaborative effort in enablement through skills development.
06:33 Buyers and sellers both guilty, human aspect.
12:40 Authentic curiosity and rigor builds sales confidence.
14:01 Struggling with basics, especially qualification of deals.
16:38 Regular calls to discuss deals, focusing on details.
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