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EPISODE 35 - Resurgence of Relationship Selling in a Transactional Sales World
Manage episode 406267067 series 3484147
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About the Guest(s):
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Dean DeLisle is a Chief Revenue Officer (CRO) at a global company and the author of the book "Street Guide to Digital Business Influence." With extensive experience in sales and business development, Dean is an expert in leveraging digital tools and social media to build relationships and drive sales. He emphasizes the importance of authentic and genuine communication in the sales process, focusing on understanding the needs and interests of potential customers. Dean's expertise lies in relationship scoring, network mapping, and using social media to create a presence and connect with key decision-makers.
Summary:
In this episode of Get More at Bats, Jamie Shanks and Amar Sheth discuss the resurgence of a sales cycle motion that looks pre-Aaron Ross's predictable revenue. They highlight the shift from relationship selling to a more transactional approach and the negative impact it has on building genuine connections with potential customers. Dean DeLisle joins the conversation and shares his insights on social selling and the importance of humanizing the sales process. The episode emphasizes the need for sellers to focus on building relationships and understanding the needs of their prospects.
Key Takeaways:
- The resurgence of a sales cycle motion that predates predictable revenue has led to a shift toward transactional selling.
- Sellers often rely on data and tools to make assumptions about prospects' interests, leading to disingenuous communication.
- Building relationships and understanding prospects' needs is paramount in the sales process.
- Network mapping and referral mapping can help sellers identify key decision-makers and build connections within target companies.
- Leveraging social media and creating a presence can help establish authenticity and connect with potential customers.
Connect with Jamie and Amar
- Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
- Amar Sheth: https://www.linkedin.com/in/amarsheth/
- Dean Delisle: https://www.linkedin.com/in/deandelisle
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