Working in a pandemic apathy has become an issue, continuing to focus on things out of ourcontrol decreases engagement and motivation.John and I discuss how sales people have to become mini marketers in the modern sellingenvironment. Producing content, creating our personal brand and meeting our buyers wherethey are.John shares how we can leverage video in various stages of the buyer’s journey to removefriction and create an experience. How we can use Challenger Sale to guide sophisticatedbuyers along the journey.[8:39] John’s 12 guiding principles[23:14] Being others focused when targeting your buyer persona[27:15] Reach out to existing clients to validate your messaging, confirm their currentchallenges/ goals. Avoid regurgitating a pitch, share a past customer conversation authentically and with curiosity[29:55] Soft skills produce hard results[37:47] why you should get a side hustle[40:13] Importance of your personal brand, become your own marketer[42:26] Where you can you use video throughout the buyer’s journey?1) Thank you email post meeting2) Acknowledge objections3) Delivering proposals4) Asynchronous video pre meeting5) Ensure your meeting has structure[47:29] Exchanging value for time, Executives will take over the meeting if there is no structure, they want value. If your meeting is missing structure, they will create it in order to deliver value. You can’t phone it in.[49:15] Challenger sale; sophisticated vs unsophisticated buyers[50:35] Buyer’s journey, meeting them where they are, showing them what they want to seewhen they want to see them. Don’t add friction to the process.[56:14] EAT: Effort, Attitude, How you treat others[58:13] Authenticity as a competitive advantageConnect with John:https://www.linkedin.com/in/johnbarrows/https://jbarrows.com/https://www.youtube.com/channel/UCl3nWS_0BoF6mENXDdkQuZASubscribe, Leave a comment, and review of K2 Sales podcast by visiting:https://www.k2perform.com/resources/podcast Interested in learning more about our Virtual Sales training programs, visit us ashttps://k2perform.comFor more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

Ver todos los episodios