S1 E3: sales process,about selling to or understanding buying from?

Summary:

In this episode, Christophe and guest Roger McConville discuss the difference between a sales process-oriented approach and aligning with the buyer journey. They explore the impact of this alignment on the entire organization and the benefits it brings. They also emphasize the importance of being buyer-friendly and the role of sales as trusted advisors. The conversation highlights the need for a sales methodology and the alignment of various functions within the company. Overall, the episode provides valuable insights into how organizations can sell more by understanding and aligning with how customers buy.

Takeaways:

- Aligning with the buyer journey is crucial for sales organizations to be successful.
- Organizations should focus on being buyer-friendly and understanding the customer's needs and pain points.
- Aligning the entire organization, including marketing, sales, customer success, and product, is essential for a seamless buyer experience.
- A sales methodology and process are still necessary, but they should be aligned with the buyer journey and focused on being consultative and trusted advisors.

Chapters

• 0:00 Intro
• 4:12 What is it? Selling to or buying from?
• 23:16 How do you align the organization
• 31:17 Business benefits
• 36:13 conclusion