{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2F1b4504cd-9aa1-4cda-88e3-fd9d47f847b4","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"","title":"Ep15 Simplify the Sales Eco-System: A Story of PIP to Performance","description":"Welcome to the Inside Sales Enablement Podcast, Episode 15\r\nBrian and Scott bring key issues to life, through the lens of a seller: The burden on Salespeople. Customer buying journey and buyer enablement. What sellers must do to sell more.\r\nScott shares real-life situations of his journey (very openly and honestly \u2014 you likely will not hear this kind of stuff from your sellers unless you have deep personal relationships with them). He talks about his journey from selling products to selling solutions to executives. \r\nThe story starts off with a lot of excitement and thrill about doing something new but, by doing what he was told and taught - Scott found himself on a PIP (performance improvement plan).\r\nUh oh.\r\nHow did it happen?What happened next?\r\nTune into the story. \r\nTo make it relatable and actionable, the guys use the 5 selling objectives they introduced in episode 10: The NYC Police Department to help connect the dots and illuminate what could have been done organizationally to help Scott be more successful earlier. \r\nThrough this process - they highlight many common situations your company might be creating for your own sellers. In actuality, the work might make it difficult for your salespeople to execute.\r\nFor example, challenger, selling with curiosity, or any other selling method focuses on shifting focus away from products and more to value. The key question: Are your Salespeople ready?\r\nIn this episode you will hear:\r\nA story that will resonate with your sellers so you can empathize with them and design the right enablement solutions An easy to follow framework (5 sales objectives) to help align sales enablement activities and initiatives. Based on Episode 10 (The NYC Police Department and Selling Objectives) Ideas on how to bring marketing content and selling content together A way to talk about complexity with your sales leadership in ways that empower you to tackle it What progressions a seller is likely to go through as they move from a product focus to insight focused selling. \r\n\r\nJoin us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/8b5590e7-6a30-4e16-89cc-8182b552a91b/15.png"}