HomeОбразованиеRelated VideosMore From: SBI TV

How to Deploy a Customer Centric Sales Process

13 ratings | 1555 views
On this episode of SBI’s Sales and Marketing video podcast, we discuss how to deploy a sales process that's tailored to customers’ needs. https://bit.ly/goSBI 00:41 Introducing Lori Chmura, VP of U.S. sales at Cordis 02:32 How Cordis has adapted to changes in consumer behavior 09:19 A preview of “To Take a Closer Look” by Pete Hayes, the CSO of Equinix 11:16 The challenges of following the modern buyer’s journey 16:35 Using the time-tested AID INC Process: improving your sales cycle with vision 25:07 Lori’s approach to enabling sales reps with new technology (Her secret weapon: the iPad!) 27:57 Creating a sales training process to get reps up and running on a new sales system 30:51 The first three steps to a new Sales Process SBI Sales and Marketing Video Podcast Episode Summary: Today on the SBI Sales and Marketing podcast, we discuss how to create a sales process that’s bespoken to your organization. We’re joined by Lori Chmura, the VP of U.S. sales at Cordis, a medical device division of Johnson & Johnson. Together, we discuss how sales leaders can shorten their sales cycle and win more deals by deploying a custom sales process. In our conversation, we discuss how modern purchasing methods have outgrown the traditional sales process and how Lori has tailored her sales process to meet her customers’ changing purchase behaviors. We also look at the pain points in following the consumers along their buying journey, exit criteria, rep adoption and tracking metrics. Lori also shares her usage of modern tech to ramp up inventory tracking, her approach to sales training and the first three steps to building out a modern, bespoke sales process. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Html code for embedding videos on your blog
Text Comments (2)
Frank Alaniz (1 year ago)
I agree with Martin. Your show is so polished and full of great content! I don't understand how some of your episodes have a low amount of views.
Martin Lazarov (1 year ago)
Weird those videos have such a low view rate. Maybe wrong tagging. Worth marketing the channel on YouTube. Its a well prepared marketing concept. Great job!

Would you like to comment?

Join YouTube for a free account, or sign in if you are already a member.