Tom BurtonCo-Founder, COO and CTO of LeadSmart Technologies

Are Sales Consultants Better Than Sales People? #b2bsales

Name: Are Sales Consultants Better Than Sales People? #b2bsales
Uploaded: 2024-11-04T17:42:24+00:00
Duration: 52 s
Channel: Tom Burton
Description: Short YouTube talk by Tom Burton arguing that modern salespeople should act as consultants. He emphasizes that real value comes from knowing the…

4 Nov 2024 · 1 min

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Short YouTube talk by Tom Burton arguing that modern salespeople should act as consultants. He emphasizes that real value comes from knowing the businesses you sell to (and their customers), doing homework on customer context (example: “ACME Contractor”), and offering actionable insights so you’re invited into strategic conversations rather than being pushed away.

Chapters

Right. As a salesperson, we've talked about this, of course, is that your job is to be more of a consultant than it is a salesperson. Yep. But really, where your value becomes know about the businesses that they sell to. Right. And the more insights that you can provide to them, which again, if I really want to be valuable. Right. And I do my homework, which isn't that hard to do. So if my customer is is, you know, ACME Contractor. Right. If I'm selling to But ACME Contractor is selling to a whole nother set of customers as well, or in a whole different region or a whole different scenario. The more I can know about not just Acme Contractor, but what ACME Contractor needs to do to be successful, the better off I am going to be. And I will be invited in to the conversation rather than pushed away.