In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Revenue Path Group's CEO, Bryan Gray, and the company's Director of Customer Success Team, Meg Kopka. The conversation covered a range of topics, including redefining sales in an age of commoditization and the "Three Deadly C's."
Bryan, who has been a seasoned sales professional, believes that sales is not about getting someone to do something that's only in your best interest or handling objections, but rather it's about connecting the real impact of what you're selling with the prospect's top priority.
During the podcast, Bryan and Meg discuss the current state of sales in organizations where the space is becoming a commodity, and decision-making teams are getting bigger, leading to a "race to the bottom" driven by commoditization and consensus decision-making.
Key Highlights include:
Besides that, artificial intelligence is also becoming more prevalent, which could lead to further challenges for everyone in the industry. Sales teams must be prepared to navigate these challenges by getting access to decision-makers earlier in the buying process.
How can businesses help re-equip salespeople and leaders and move towards coaching opportunities to help them improve their skills? Let’s find out in this episode of The Art & Science of Complex Sales Podcast.
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.
Schedule a call with him here.
Find out more about Paul Fuller on LinkedIn
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