When did you say ”THAT’S IT! I’VE HAD IT!”? Time to Disrupt and Interrupt with host Karla Jo. Every week KJ interviews professionals who are disrupting their industries and altering economic networks that have been antiquated with bull-headed predecessors holding up the progress. KJ delves into uncovering more from industry rebels and innovators that you didn’t know you needed in your life.
Episodes
Thursday Jun 16, 2022
Thursday Jun 16, 2022
Our guest today has a track record of producing game-changing results every year, even when the odds were stacked against him. He is a global sales leader and has spent 20+ years leading technology companies towards triple-digit revenue growth.
Remy Piazza Chief Revenue Officer at Cosaic has a unique ability in developing high-performing teams, penetrate new markets and integrate scalable sales operations and enablement. He disrupting the sales approach and is at the forefront of the digital sales revolution.
Key Takeaways:
- The main ingredient of disruption is to understand what could be better and faster. A company’s board members care about growth and how fast can they achieve it. Some old methods of conducting business may not work in achieving the targeted sales and revenue figures.
- Status Quo with sales is the buyer-seller relation. Previously, if a potential customer was interested in a product or service, he/she had to contact the salesperson in the initial stages of their buying journey. After the boom of digital media and COVID, the potential customer now has access to a lot of information and about 65% of them involve sales reps in their buying journey after making a decision.
- Understanding the buyer’s journey and adjusting to the new approach to selling has become a big effort for product & services marketers.
- The biggest change and challenge in the buyers’ journey is that now, customers are more educated and about 65%-70% do their homework & research about the industry, competition and whom they wish to speak to regarding their problem.
- There is more awareness about the need to sell consultatively. Consultative selling is setting up a strong foundation, building business acumens, asking the right questions, and knowing how to ask them and when to ask them, which can take years to perfect.
- Specialization is key, to understanding the client’s/customer’s problems and offering them value with your solutions. “No one cares how much you know until they know how much you care”
Quote of the show:
10:18 to 10:53
“In my experience, we see a lot of folks coming to us when they have done a tremendous amount of research, they have a pretty good handle on their problem and they do understand who the players are in the industry and who they should be talking to. That’s called about 65% -70% of the way, right! That’s the biggest change I’ve ever seen, whereas before, buyers would be like, we think we have a problem, were not sure who we need to speak to. It’s different, they are much more educated now than they ever have been.”
Links:
- LinkedIn: https://www.linkedin.com/in/remypiazza/
- Company Website: https://cosaic.io/
Ways to Tune In:
- Amazon Music - https://music.amazon.com/podcasts/eccda84d-4d5b-4c52-ba54-7fd8af3cbe87/disruption-interruption
- Apple Podcast - https://podcasts.apple.com/us/podcast/disruption-interruption/id1581985755
- Google Play - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZGlzcnVwdGlvbmludGVycnVwdGlvbi5jb20vZmVlZC54bWw
- Spotify - https://open.spotify.com/show/6yGSwcSp8J354awJkCmJlD
- Stitcher - https://www.stitcher.com/show/disruption-interruption
- YouTube - Disruption / Interruption - YouTube
Comments (0)
To leave or reply to comments, please download free Podbean or
No Comments
To leave or reply to comments,
please download free Podbean App.