to the customer journey
About the show
The Fearless Thinkers podcast, hosted by Rick Cheatham and Masami Cookson, personalizes BTS’s perspective on the people side of strategy.
Fearless Thinkers is produced by Gloria Breck and Aron Towner.
Special thanks to Joe Holeman, Chris Goodnow, Meghan McGrath, and Roanne Neuwirth for their invaluable help.
“There’s a premium here on meeting the customer where they are. We can understand their buyer’s journey, but if we don’t adjust the resources that we need to bring at specific points, then it’s a miss,” says Barbara Adey, VP, in this episode of Fearless Thinkers. Barbara and Jason Davis, Senior Director, sit down with Rick Cheatham, CMO, to discuss their customer-centric approach to sales methodology and process.
Rick Cheatham: I’m thrilled that you were both able to join us today and explore the world of sales methodology. I’m just curious if you can update us on what your current findings are.
Jason Davis: The big thing that we’re seeing a ton of now is a focus on customer-back. What is the process that customers are really going through as they’re first interacting with an organization? And then, how their journey evolves over time: becoming a customer, and then staying a customer. And then, [at] each one of those stages, what is it that they need, and how those needs change.
Barbara: We are also hearing from clients more generally about some of their challenges in sales success. For example, a new acquisition (or two) that has brought two or three companies together that have different methodologies.
They also, in some cases, are finding it more difficult to forecast their business. That’s a reason to look at methodology as a way to address that.
Lastly, they’re looking at the way they develop their teams across the selling cycle. And in order to do that well, they need a consistent methodology across the company.
Vice President, Head of North America Sales and Marketing Practice, BTS
Senior Director, Head of North American East Region, Sales Enablement & Transformation , BTS
Revenue growth from first principles with Barbara Adey
September 20, 2023
Frontline sales manager coaching for an identity management software company
August 15, 2023
Selling to executives, with Barbara Adey
April 20, 2023
Developing next gen sales leaders
August 17, 2022
Evolving sales and marketing methodologies
August 12, 2022
Closing gaps in potential for sellers and sales managers
March 01, 2022
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