• Selling Tech and CRM in the 2020’s: Beyond Features and Functions - The 70% Rule

  • By: James R. Stafford
  • Podcast

Selling Tech and CRM in the 2020’s: Beyond Features and Functions - The 70% Rule

By: James R. Stafford
  • Summary

  • Are you a sales rep stuck in the ”logic trap”? Do you excel at pitching features and functionalities but deals still fall through? This podcast series dives deep into the emotional and persuasion-backed skills needed take your tech and CRM performance to the next level. Host and sales veteran Jim Stafford reveals the secret sauce to success: mastering the art of building relationships and understanding customer needs. Here’s what you’ll learn: - The science behind emotional buying decisions (70% emotion, 30% logic!). - Proven techniques to connect with prospects on a deeper level. - How to build trust and establish yourself as an authority. The secrets to co-creating value and forging long-term client relationships. This show is for you if: - You feel stuck in traditional sales tactics. - You want to break through plateaus and achieve unprecedented success. - You’re ready to transform your sales game and enter a new era of consultative mastery. Join me as we explore the art and science of selling CRM in a world that’s forever changed. Available on Amazon - ”Selling Tech/CRM: It’s What’s Below the Tip of the Iceberg That Matters Most”
    Copyright 2024 All Rights Reserved
    Show more Show less
activate_Holiday_promo_in_buybox_DT_T2
Episodes
  • The Art of Persuasion Hasn’t Changed in 2,000 Years - Harvard Business Review
    Nov 4 2024

    This podcast examines how the classical principles of persuasion, ethos, logos, and pathos, developed by Aristotle, are still relevant in modern sales. It argues that these principles, when applied ethically, are critical for building trust, presenting evidence, and connecting emotionally with customers in today's complex sales landscape. The article emphasizes the shift from transactional sales to relationship-based sales, highlighting the importance of prioritizing customer value, long-term relationships, and ethical practices.

    Show more Show less
    5 mins
  • Word of the day, "Mentalizing"
    Oct 29 2024

    Gartner recently stated that sales reps that excel at mentalizing are 3X more likely to attain quota. This podcast discusses how mentalizing and emotional intelligence (EI) are crucial skills for tech sales representatives. Mentalizing, the ability to understand someone's perspective and feelings, allows sales reps to connect with buyers on a deeper level, build stronger relationships, and navigate complex buying decisions. It highlights the importance of emotional connections in sales, particularly in tech, where buyers often value personal relationships. I emphasize that emotional factors play a significant role in purchase decisions and that sales reps with strong mentalizing abilities and emotional intelligence are better equipped to succeed in tech sales.

    Show more Show less
    6 mins
  • Gartner: "Uncover what your business customers need and want", the "HOW-TO" side of the story
    Oct 25 2024
    Gartner recently cited that 67% of people involved in tech buying decisions are not in IT. And that this number is expected to increase to 90% by 2025. They then state the following implications for sellers of tech. 1) They must understand who the business buyers are and what they want 2) They must make effective product and go-to-market decisions 3) They must develop strategies to influence business buyers of tech This podcast dives deep into the "how-to" part of what sellers must do to succeed given this customer dynamic. It is based on Chapter 5 of my book, "Selling Tech/CRM: It's What's Below the Tip of the Iceberg That Matters Most," which is available on Amazon.
    Show more Show less
    39 mins

What listeners say about Selling Tech and CRM in the 2020’s: Beyond Features and Functions - The 70% Rule

Average customer ratings

Reviews - Please select the tabs below to change the source of reviews.