Selling in the Future Will Require These 4 Sales Enablement Strategies, with Byron Matthews, Part 2, Episode #78

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For the first time ever on #SellingWithSocial, we have our guest Byron Matthews back for a second conversation, where he explains the top 4 sales enablement strategies sellers need to use to be successful in the future. Byron serves as the CEO for the Miller Heiman Group, an industry leader for providing business performance solutions, and his insights should not be missed.

On episode 72, Byron shared his strategies for empowering a world-class sales force with the right sales enablement framework. On this episode, we discuss a new piece of comprehensive sales enablement technology that seeks to eliminate gaps in data and CRM systems. He encourages all sales professionals to discover why the seller profile of the future is shifting, as well as why using a talent acquisition strategy will bring top talent to your sales team. The idea of connecting with prospects through sharing inspirational content is also discussed. For all the details, don’t miss this episode.

Strategy #1 – Inspire Prospects Through Sharing Content

Sales pitches can no longer be solely informational, they have to become an inspirational tool that will help convince an already interested and knowledgeable prospect. Byron is adamant that solution selling isn’t dead, it’s just evolving. Simply identifying a prospect’s needs won’t close the deal anymore. You have to challenge them in their thinking! You have to educate them and make them think about solutions in new ways. Bringing a new perspective to the table through inspirational content is one way to connect on a deeper level with your prospect. To hear Byron’s full explanation behind why sellers need to be inspirational, don’t miss this episode.

Strategy #2 – Sales Enablement Strategies Start with Acquiring Top Talent

Without the best talent on your team, you’ll never be able to implement great sales enablement strategies. That’s why creating a talent acquisition strategy should be a top priority for sales leaders. Byron explains that to give your business the best chance for success in hiring top talent, follow these 3 guidelines.

1. Understand what qualities you’re looking for in an applicant
2. Build an assessment tool that evaluates and measures those qualities
3. Analyze every person who walks through the door against that tool

You can teach new hires skills. But you cannot change the raw qualities and talent they bring to the table. This method of finding talent is a sales enablement strategy that weeds out those who will not fit into the position and shines a light on the people who could change your business forever.

Strategy #3 – Understand the Importance of Both Emotional and Cognitive Intelligence

Perhaps one of the best sales enablement strategies is having a highly qualified, passionate sales representative. The best sellers have to balance cognitive thinking with people skills. Sales reps can no longer just rely on their ability to tell a good story and connect with a prospect. Sophisticated sales enablement technology is becoming indispensable in the selling industry, and sellers must be able to handle complex levels of workflow. Understanding data, inspiring prospects, and connecting multiple layers of a sales pitch are all in a day’s work for future sellers.

Strategy #4 – Comprehensive Tech Stack Tools = Better Connections with Prospects

The average sales company today has 4 sales enablement tools in their tech stack. But the wave of the selling future depends on single tools that combine multiple functions into one easy-to-use platform. These comprehensive tools need to be able to aggregate research, videos, and articles then pair it with CRM data to give sellers the right information at the right time, that they can share with prospects. That’s what the new Scout tool from Miller Heiman Group is seeking to do. By being able to provide prospects with information that eases their mind during the purchase journey, a sales company can build even stronger bonds and increase their chances of winning a deal. All these insights and more are on this podcast episode, so be sure to give it your full attention.

Outline of This Episode

• [1:05] Byron Matthews is back for a second conversation, and explains why he lives and breathes for sales
• [6:02] What does the seller of the future look like?
• [13:40] How can you use a talent acquisition strategy to profile a seller of the future?
• [21:46] The role tech plays in sales enablement

Resources Mentioned

• Connect with Byron on LinkedIn
• Follow Miller Heiman Group on Twitter: @MillerHeiman
• Follow Miller Heiman Group on Facebook
• Miller Heiman Group website
• Ep 72, “Empower a World-Class Sales Force With the Right Sales Enablement Framework, with Byron Matthews”
• TOOL: Conversica
• TOOL: Scout
• Social Business Engine Podcast – Bernie Borges

Connect with Mario!

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

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