Join us on the Market Dominance Guys as Chris and Corey continue their conversation about sales enablement with CEO Roderick Jefferson of Roderick Jefferson & Associates. This week, the guys address the challenge of hiring the right people for this function — people who have a certain level of sales credibility within the company. Roderick explains that in order to be a respected voice and get a vote when it comes to providing sales enablement tools and processes to support the sales team, you need to bring people on board who have extensive sales experience.
Now, don’t get him wrong: Roderick is not advocating a perpetual continuation of “Do sales the way we’ve always done sales.” Instead, he suggests hiring those who understand that what really works in sales is helping clients maintain their customer roster, and aiding clients with increasing THEIR profits, reducing THEIR costs, and mitigating THEIR risks. In other words, your need to hire a sales enablement team dedicated to having conversations with prospects about business outcome. Roderick states that to do this, sales people have to stop giving presentations and start having conversations — true discovery conversations.
Chris, Corey, and Roderick then discuss how diagnosing a prospect’s pain is only a first step in what we should teach sales reps. “Isn’t it a miracle,” Chris says, “that most salespeople act as though whatever a prospect’s pain is, their product will fix it?” The guys wind up this Market Dominance Guys’ session in agreement that sales reps should be taught how to get out of the way when their solution is NOT a solution. You won’t believe your ears at some of the eye-opening, jaw-dropping ideas in this week’s podcast!
About Our Guest
Roderick Jefferson is CEO of Roderick Jefferson & Associates, a global sales enablement consultancy that uses cutting-edge technology to enable its clients to decrease time-to-revenue and increase productivity.
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