The Buyer Enablement Podcast

On this 17th episode of The Buyer Enablement Podcast we meet with an extraordinary individual, Hannah Ajikawo of Skaled & Sistas In Sales.  Titled "Objective Behind The Action" we dive deep into how the role of a sales professional has changed, and because of that, how the expectations of their role should too.  This was a fire conversation. We will surely rub someone the wrong way on at least a couple of occasions. That being said, all opinions are coming from two people focused on the future of sales. Only history will tell if we are thinking in the right direction or not.  

Cheers,  

Josh Fedie  

More About The Host:  

Welcome to another episode of the Buyer Enablement Podcast Produced by SalesReach and Hosted by Josh Fedie.  

On this episode we chat with the author of "Sell The Way You Buy" David Priemer to discuss buyer motivations, building trust in the sales process and among other things, what The Karate Kid has to do with sales.  

An "accidental salesperson", David actually started his career as a research scientist. How does that happen?

You do not want to miss this episode. Many take-aways and knowledge to step up your game in your customer facing role.

MORE ABOUT THE HOST

From the Host:

Maybe I've been living under a rock, or maybe I just wasn't paying attention, but the title of "PreSales" seemingly came out of nowhere for me only recently and I was immediately interested in learning more.

In reality, this role has existed for quite some time, but as our guest James Kaikis, Co-Founder of The PreSales Collective explains in this episode, the actual role has changed significantly just as many other revenue driving roles have in recent years.

Essentially, a PreSales professional is a co-pilot to revenue driving teams. Not just sales. A PreSales professional is the glue that binds customer expectations and outcomes starting with a sales team and leading in to customer success, onboarding, training and eventually contract renewals. PreSales has a focus on the full customer lifecycle.

With the way the modern buyer buys, this role has never been more important.

If you are like me and had very little understanding of this role previously, or if you have not watched how this role has changed in todays environment, this will be an incredible episode for you and will likely inform some changes in your organizations focus on customer happiness. 

MORE ABOUT THE HOST

From Josh Fedie, CEO & Founder of SalesReach.io and Host of The Buyer Enablement Podcast  

Storytelling has always been an important aspect in drawing consumers to your product or service. But with how buyers are making decisions today, it has never been more important.  And when we find brands that can not only inform, but also entertain, that is when the magic happens. That is where the evangelism grows.   

This is a role commonly held by our friends in marketing departments, but today we are also seeing a rise in thought leadership, storytelling and content production from customer facing teams in business development and customer success that have found that they too, as individuals have incredible influence.   

But how do you craft your strategy? How do you tell your story?   

This is the hard part for many.  

To help us better understand the How and Why in this space, I pulled in one of the content producers I admire most.   

Dan Knowlton, co-founder of the marketing agency Knowlton has been producing (with his co-founder & brother Lloyd) some of the absolute best content I have seen on Linkedin. After being a fan from afar for a while, I decided it was time to actually meet and gain access to some of his wisdom in this space.  

If you are getting started with content production, or looking to up your game to build your personal brand, business brand and/or create advocacy around your product or service, this is the episode for you.  Thanks for tuning in!  - Josh

MORE ABOUT THE HOST

Join Host Josh Fedie of SalesReach as he speaks with Mo Mckibbin, Head of customer success at Moxion.

This episode dives deep into Customer Success. As we are all finding in our business development efforts, Experience is Everything. But the experience of working with your company should not only be a focus when securing business, it should remain consistent through the deal into all aspects of working with your customer.

In a recent article published by PWC titled Experience is Everything, it was reported that 86% of customers will choose to work with the vendor providing a better buying experience even if the price is higher than the other options.

From there it is easy to understand that maintaining a better experience should result in happier customers less likely to change vendors.

And who better to maintain the customer satisfaction than your customer success teams. Let's give them the focus and support they deserve. They are more responsible for our business growth than we many times admit.

MORE ABOUT THE HOST

ABOUT THIS GUEST (From Linkedin, in their own words)

If there is ever a time to recapture and get reacquainted with your heart, it is right now. We all have stories? How well are you sharing your story? How many are even listening? 

My journey started in 2014. I was facing the challenge of prospecting for new business in one of the country’s most competitive markets. I secured over $1.3 million in new business by integrating the use of social, authenticity and giving a rip. I firmly believe in life we all have our “a-ha” moment. The success I had with social has been mine. I have the bumps, bruises and scars to prove it. The greatest fulfillment in life is when I give back to others. 

We live in a technology-driven world. However, the foundations of all we do are built on human-to-human interaction. I envision a sales world where authenticity, integrity and heart are brought to the forefront. 

In these challenging, turbulent and uncertain times, we must bring our hearts to what we do. 

How do you stand out? 

How do you appeal to customers as buying habits change? 

Today’s buyer being digitally savvy, is armed with instant access to information on Google and pre-screens reps based on what they find online. 

Buyers now can weed out sales professionals via social outlets before they even meet. Sales professionals must position themselves as helpful experts. Being helpful and being seen as an expert becomes a catalyst in changing the perception of how sales professionals are viewed. 

What makes you any different from all the other salespeople out there? How well are you connecting and relating to your clients? My promise is to coach you with the same tactics and playbook I developed which led to amazing results. There is no B.S. No fluff. All heart. All through a practitioners viewpoint. 

With servant leadership, I bring my heart, my spirit, extreme focus, authenticity and dedication; supported by my understanding of what a day in the life of a sales professional is like. I do this because I care. I do this because it makes a difference. Are you ready to refuel, restore and reboot your relationships? My mission is to help your sales team sell more! 

ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy.

Host Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of Buyer Enablement. Get winning tactics and actionable takeaways from experts and revenue leaders.

ABOUT THIS EPISODE FEATURING JONATHAN S. OTERO Jonathan is the Founder & Lead Trainer of Digital Sales Sync and the Host of the Selling During Crisis Podcast.

Digital Sales Sync is a Social Selling Training company based in Orlando, FL. created out of a need to reinvent himself in his sales role. In order to standout he decided to dive into learning and understanding the power of social selling, but where to start? He questioned how do I even build my brand? What tools could I use to get my prospects to want to meet with me? 

So he experimented, networked, and failed forward into learning. Eventually he learned enough to where he was being asked to help his peers with the new skill he had honed.

And then a major life event happened, he got fired from his job. 

What do I do now? That's when the blessing happened and he realized not only had he developed a new skill but he also built a brand. The one thing nobody can take away.

That's how Digital Sales Sync was born. Through studying mentors and experts, mixed with personal experiences, he created a Social Sales Training that teaches anyone who wants to learn how to: CONNECT, CONVERT, & CLOSE

ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy. 

Host Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of Buyer Enablement. Get winning tactics and actionable takeaways from experts and revenue leaders.

ABOUT LARRY LONG JR. Larry is the Director of Collegiate Sales Teamworks. Experienced Sales Leader with a demonstrated history of success in SaaS sales. Passionate about coaching, and a proven track record of hitting goals and helping sales professionals take their game to the 'next level'. Strong sales professional highly skilled in: Sales, Team Development/Leadership/Motivation, Sales Training, Sales Development, Cold Calling, Enterprise Software, and Sales Operations.

ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy.  Hosts Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of buyer enablement. Get winning tactics and actionable takeaways from experts and revenue leaders.

ABOUT TODD CAPONI For as long as I can remember, I have been enamored with behavioral and decision science research. Combine that with my love for sales methodology/philosophy and learning theory, I've opened doorways to simple solutions to everyday sales, leadership, and learning challenges. So, that's what I do: speak, teach, and write - in hopes of making the sales profession considerably more respected while making the B2B buying journey a more confident and frictionless experience.

ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy.  Hosts Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of buyer enablement. Get winning tactics and actionable takeaways from experts and revenue leaders.

ABOUT JOE ST JOHN  Joe is a dealership veteran with over 15 years of experience, from Salesperson to General Manager. Prior to AutoFi, he was the National Director of Training at Innovative Aftermarket Systems  

ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy.  Hosts Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of buyer enablement. Get winning tactics and actionable takeaways from experts and revenue leaders.

ABOUT DANIEL DISNEY Daniel Disney helps companies, sales teams, and sales leaders sell MORE with LinkedIn, it’s that simple. More leads, more pipeline, more revenue, more customers, and more business. He also runs The Daily Sales, LinkedIn's most popular community for salespeople and sales leaders. We have over 600,000 followers growing every single day. We work with companies who are selling products or services to sales teams to help them reach that audience.  

ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy.  Hosts Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of buyer enablement. Get winning tactics and actionable takeaways from experts and revenue leaders.

Shiv Narayanan is the CEO and founder of How To SaaS. He was the former CMO / CRO of Wild Apricot from and helped the business grow to $20M in ARR without a sales team—full stop, wow.  Shiv is an expert in designing marketing programs and finding the right mix of marketing activities that work. Wild Apricot is an incredible growth story, and they never had a sales team. In episode 03 he breaks down a few things: Why giving demos and sales calls is the bare minimum, and what more you can do. Shiv also goes deep on how marketers should be scaling content. Here's one of Shiv's secrets: your personal brand is a nurturing channel, and guess what? Your buyer is already there, scoping you out. Shiv's got a whole lot more on this episode.   

ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy.  Hosts Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of buyer enablement. Get winning tactics and actionable takeaways from experts and revenue leaders.

THE BUYER ENABLEMENT PODCAST

Ethan Beute is the Chief Evangelist for BombBomb. He breaks down why you are better face-to-face when it comes to driving engagement in B2B—even post-pandemic. He advocates for video messaging in your business development efforts and explains exactly how you can scale creating personal connections with an asynchronous video. Before you click send consider how your message will come across. For many the best way is just a simple conversation. Sellers need to consider their medium for content. You are your own differentiator, listen for more on how to make the most of your one shot to connect with your buyer.

THE BUYER ENABLEMENT PODCAST

TODAY, our guest on The Buyer Enablement Podcast is Todd Hockenberry, and he laid down the real buyer journey rapid fire then went right into what that means for sales leaders. Sales reps are a channel not the channel for information. Buyers don't care where they get information so long as its fast, easy, and brings the future into the now. Reps can do it all if they recognize how buyers actually buy. Listen for more on how to map your sales process to the buyer journey.