What You Need To Know About Customer Obsession & The Digital Revolution, with Toby Carrington, Episode #45

Subscribe to Selling With Social

Apple Podcasts | Stitcher

How can your team take full advantage of the recent emphasis on customer obsession? Is your approach poised to address the current trends and changes brought about by the digital revolution? On this episode of #SellingWithSocial, you’ll hear from guest expert Toby Carrington. Toby has been with the Siemens group of companies for 16 years working in senior roles in sales operations, finance and business administration. Toby is currently based in New York where he is responsible for a large global team handling Siemens Healthineers worldwide sales operations functions including business partner management, CRM tools & processes, key account management, sales enablement, go to market strategy development and sales education. Make sure to listen to this episode as Toby brings his years of expertise to help sales leaders like you get an edge over the competition!

This podcast is being brought to you by STAR – The Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange taking place this February 7-9, 2018 in Lake Tahoe, Nevada.

Leveraging Customer Obsession

What is your company’s approach to customer obsession? Do you have a customer-centric approach or is your emphasis more on ensuring that employees are fully engaged and satisfied with their role in the organization which will, in turn, lead to excellent customer service? On this episode of #SellingWithSocial, Toby and I discuss this topic of customer obsession and how leaders like you can evaluate your approach. While Toby agrees that an organization needs to be focused on serving its customers effectively, he brings up the helpful point that a company can’t be so obsessed with a customer-centric approach that it leads to the detriment of everything else. Make sure to listen to this episode as Toby and I expand on this topic and much more!

The Value of Boots On The Ground

How can the support staff of your organization best serve and complement salespeople in the field? On this episode of #SellingWithSocial, Toby opens up and shares an approach that he’s used in the past and continues to champion. If we want to emphasize an approach that focuses on customer obsession, a good way to do that is to expose as many of our team members to interactions with clients and the perspective of salespeople. This boots on the ground approach can reap huge rewards in helping support staff get an idea of what the client’s needs are while also helping them glimpse the perspective of a salesperson in the field. How can your organization learn from Toby’s lessons and insights? Find out on this episode!

Adapting to the Digital Revolution

What steps is your organization taking to stay relevant during the digital revolution? It’s not too late! Your company doesn’t have to go the way of Blockbuster, Blackberry, and others who missed the writing on the wall. Are you willing to do what’s necessary to stay relevant? On this episode of #SellingWithSocial, Toby and I talk about what leaders can do to make sure they remain on the cutting edge as the market continues to evolve around them. Toby says that companies need to have a clear picture of where they are going while still remaining responsive and adaptive as the market shifts. How will your company adapt? Do you have a plan in place to evaluate and audit your approach along the way? Don’t miss this episode as Toby and I go deeper with this topic and other lessons you need to stay competitive!

This podcast is being brought to you by STAR – The Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange taking place this February 7-9, 2018 in Lake Tahoe, Nevada.

Serving the Customer as a Consultant

Did you know that today’s buyer is on the lookout for thought leaders and sellers who are willing to do the legwork and help educate them in the buying process? Will you pivot and adjust your approach to meet the customer where they are? If you are unwilling to make the shift and welcome this component of customer obsession, your organization will get left behind. On this episode of #SellingWithSocial, Toby explains why leaders need to modernize their approach and how they can begin this process. It’s like I’ve said for some time now, the modern buyer requires a modern seller! Will your company step up to the plate? Get the tools and insights you need to succeed by listening to this episode!

Outline of This Episode

• [1:15] I introduce my guest, Toby Carrington.
• [2:00] Toby shares his background.
• [7:30] What does it mean to become “Customer Obsessed?”
• [10:30] Getting the perspective of a salesperson.
• [19:00] How to stay on top of trends and the digital revolution.
• [27:30] Leveraging data to serve customers more effectively.
• [31:00] Should sales operations and sales enablement integrate or stay separate?
• [34:00] The salesperson as a consultant.

Resources Mentioned

• https://www.linkedin.com/in/tobycarrington/
• https://www.healthcare.siemens.com/
• Richard Branson
• Jeff Bezos
• Stranger Things
• Braveheart

Connect with Mario!

• www.vengreso.com
• On Facebook
• On Twitter
• On YouTube
• On LinkedIn

Subscribe to Selling With Social

Apple Podcasts | Stitcher

Tweets You Can Use To Share This Great Content