Accelerate Podcast with Andy Paul
January 25, 2016

On Accelerate! Now: Episode 76 with Regis Lemmens. The Future Of B2B Sales And The Changing Role Of Sales Reps

In this episode, Regis Lemmens, founder of Sales Cubes and a Professor at leading business schools in the UK, Belgium and the Netherlands, shares the key findings of his extensive research into the future of B2B sales. He describes what his research found to be the necessary and inevitable evolution of consultative selling to a true collaborative partnership with buyers. Among the topics we discuss in this episode are:

  • What is value co-creation and why is it central to the future of B2B selling?
  • Why buyers may start paying you to sell to them. And, what that means for the future of the sales rep.
  • How sales teams will continue to become more specialized. But, not in the way you might think.
  • How the hunter-farmer metaphor for sales reps will become obsolete.

If you’re in sales or sales management, then you definitely need to listen to this episode.

 

 

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Click to tweet: Curious about the future of B2B sales? @salescubes has all the details. Tune in now http://bit.ly/1n1lUTb

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More about Regis Lemmens

One book every salesperson should read
Service Design Thinking , Marc Stickdorn

one tool you use for your own sales management that you can't live without?
Excel

Who is your sales role model?
Neil Rackham

favorite music to listen to to pump yourself up before an important sales call?
AC/DC

Contact Regis Lemmens

Contact Regis:

Website: http://www.salescubes.com 

Sponsors

ConnectAndSell:

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LiveHive:

LiveHive is a unified Sales Acceleration Platform that delivers buyer-side analytics to empower sales teams with intelligent prospect outreach and sales managers better visibility into team behavior, processes, and deals.  To Learn More Click Here.

 

Transcript

Read the full transcript of today’s episode here.

Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales.Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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