Ep 233 – Why Sales Strategy Always Beats Tactics, with guest Susan Englehutt
We are all in sales. Today we are discussing common sales errors that companies make and the shifts in thinking and strategy that actually build revenue.
My guest today is Susan Englehutt, Founder of The Way Buyers Buy.
Susan is often brought in to work with a Sales Division when revenue has slumped and panicked, knee-jerk, tactical responses are being employed such as hiring more (or different) sales people; seeking more leads; or re-training salespeople. All costly approaches that don’t necessarily build revenue.
In this interview, experienced sales expert Susan Englehutt explains how she helps leaders and businesses shift from these tactics to becoming more strategic about the long game of building revenue in the business.
If you’re a leader, in a sales team, or simply want to understand how to think in a fresh way about building revenue, this is the episode for you.
Susan, on selecting the right buyer from the outset:
“You have to increase your probability of winning a sale by being with a ‘WHY’ buyer during the ‘WHY’ part of the sales process and also asking the strategic question upfront, ‘What has changed for this company to need us (and our product) now?’ If nothing has changed for the business, you won’t convert any sale.”
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Links:
- Connect with Susan on LinkedIn
- Visit The Way Buyers Buy website
- For emerging leaders’ coaching, visit the Illuminate Leadership Growth website or connect with Rebecca Allen on Linkedin
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About Susan:
Susan Englehutt is the founder and creator of The Way Buyers Buy: the program growing and shifting companies actually need when they have hired more sales people, or purchased sales training and it didn’t work. A born simplifier and visual thinker, Susan is an expert sales consultant and trainer. Her specialty is helping the leaders of B2B companies and their teams. Susan has been a consultant to huge Fortune 50 companies like Verizon, IBM, Microsoft, and Dell and to small and medium companies too. Today, she loves working with nimble and innovative companies and teams who need quick shifts and lasting change in the way they think, behave, market and sell.
About Rebecca:
Rebecca Allen is a warm and dynamic Leadership Coach who helps build high-potential emerging leaders and their teams by working on 4-core pillars: how do we want to show up; how do we want to add value; how should we elevate our thinking; and how should we elevate our communication? Rebecca has coached emerging and senior leaders at companies including Woolworths, Coles, ANZ, RBA, J.P. Morgan, PwC, ANSTO, Ministry of Defence, Frontier Sensing and abbvie through her Roadmap to Senior Leadership coaching program. Connect with Rebecca
