Sales methodologies are ubiquitous but there are only few organisations that a) select the right one for their needs and b) truly realise their potential. Our guest in this week's episode helps sales leaders with both of these challenges and he'll share his insights on the effective use of sales methodologies in this episode. Please welcome the Co-Founder & Head of Training and Enablement at Flow State, Aaron Evans.
Here are some of the questions we cover:
- What should be the considerations when sales leaders decide on sales methodologies for their business?
- How can sales teams ensure that the sales methodology they introduce benefits their organisation as well as their buyers?
- What are the steps involved in introducing a new sales methodology?
- You're well-versed in the history of sales methodologies, how do the most common methodologies today differ from those of the past?
- What are the most effective methodologies today and what makes them superior to others? Are there any resources you can recommend for listeners to learn more about them?
Here are some of the resources referenced in this episode:
- Connect with Aaron on LinkedIn: https://www.linkedin.com/in/aaronevanssalesenablement/
- Aaron's business, Flow State: https://www.linkedin.com/company/flow-state-sales-performance-transformation/
- The Jolt Effect (book): https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102
- Gartner's Sense-Making: https://www.gartner.com/en/sales/insights/sense-maker-seller
- SPIN Selling (book): https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136
- The Challenger Sales: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355
- Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
Where to find The State of Sales Enablement:
- Website - http://thestateofsalesenablement.com/
- LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
- Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
- Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g