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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More about Regis Lemmens
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Service Design Thinking , Marc Stickdorn
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Contact Regis Lemmens
Companies using ConnectAndSell grow their revenue faster by enabling their sales reps to have more sales conversations in 90 minutes than they normally have in a week. Click on this link to get started at ConnectAndSell.com.
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.
Read the full transcript of today’s episode here.
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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.)