Growth and Transformation, with TIffani Bova [Episode 973]

Tiffani Bova is a Global Growth and Innovation Evangelist with Salesforce.

In today’s conversation Tiffani and I talk about the impact the pandemic is having, and will have, on the future of selling. We dig into some surveys from Salesforce of individual contributors and their perspectives on what is coming next. There are some really interesting data points that we consider, including why 86% of sellers report an increased importance of long-term customer relationships and the importance of building trust. We also get into why even though on one hand companies recognize there’s no one-size-fits-all approach to selling, and it’s important to allow reps the autonomy to work in the most agile and effective manner, roughly only 50% of organizations surveyed provide that autonomy to their sellers. We explore other findings from the survey, including findings that show that sellers are not spending enough time reading and learning to gain insights on their customers. And we dive into one data point that kind of blew me away.

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