Importance of Asking the Right Questions and Sales Strategies in Enterprise Sales Insights from Jordan Kennedy Part 1

Selling Saas

Jordan Kennedy discusses the importance of focusing on the outcome and value of a product or service rather than solely on its functionality. They explain that when companies become too focused on demonstrating product features and conducting feature-heavy demos, they can lose the emotional connection with the customer and hinder the sales process.

By shifting the conversation to emphasize the desired outcome and the value that the product or service can provide, companies can create a sense of urgency and accelerate the sales process. He also mentions that this shift in conversation has marked a significant change in their sales approach. They highlight that by focusing on outcome and value, they have found success in sales across different markets and segments.

Additionally, he mentions that this shift in conversation also affects the types of conversations and individuals they engage with. In the past, the focus was on selling product features and engaging with internal guides, but now the emphasis is on value-led sales and engaging with decision-makers who are interested in the business change and transformation that the product or service can bring.

[00:02:19] The dark web and tracking.

[00:03:22] Proving the value of SEO.

[00:07:04] Transitioning to enterprise sales.

[00:11:41] Shifting sales conversations.

[00:14:40] Intellectual curiosity in sales.

[00:18:28] Tailoring solutions to businesses.

[00:20:02] Seasonal impact on sales cycle.

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