Accelerate Podcast with Andy Paul
March 22, 2017

How To Create Value for Your Prospects. With Jack Kosakowski. #412

Joining me once again on this episode of Accelerate! is my guest Jack Kosakowski, Global Head of B2B Social Sales Execution at Creation Agency.

KEY TAKEAWAYS

[1:58] A sales professional for 12 years — in manufacturing and tech — Jack found a niche in social sales. His passion is integrating social into B2B sales.

[2:55] Jack gives his straightforward assessment of the single biggest challenge sales representatives face today. He follows up by describing a general problem with the SDR model.

[4:35] What happens to the sales process, in companies under high pressure to grow?

[5:36] Jack talks about shortcuts that turn out not to be pathways to sales success.

[7:36] The discussion turns to training issues.

[8:40] Jack has advice for marketing and sales alignment.

[11:27] What is different about B2B selling today, than before the use of the account-based sales model?

[14:22] The Art vs. the Science of Sales: the Debate. Jack would like to know the sales equation, if there is one.

[15:10] Jack covers building the right team, creating the right processes, stacks, and sales training strategy.

[18:05] Jack talks about questions sales representatives ask.

[20:57] How to dig deeper.

[23:50] Jack has learned more empathy for the buyer by being pitched. What skills has he seen lacking, among sales reps who called on him? Could they have given more memorable value?

[30:11] How does social media selling allow the sales professional to sell proactively?

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More about Jack Kosakowski

Is it easier to teach a technical non-salesperson how to sell, or to teach a salesperson how to sell a technical product?
I would rather teach a technical person how to sell the product. A lot of people that know a product well, actually do know how to sell it, because they are so passionate about it.

What’s one great, non-business, non-sales book that every salesperson should read?
Leaders Eat Last: Why Some Teams Pull Together and Others Don't, by Simon Sinek. We need more good leaders now than we’ve ever needed.

What one thing would you change about your business self?
I wish I would ask more for things, from people in my network.

What’s your favorite quotation. What words of wisdom do you live by?
“Before you can understand and motivate anyone else, you must first understand and motivate yourself.” — Jack Mohler (Jack’s Grandfather).

Contact Jack Kosakowski

Contact Jack:

Website: JackKosakowski.com

Website: CreationAgency.com

Twitter: @JackKosakowski

LinkedIn: Jack Kosakowski

 

Sponsors

 

Engagio’s Account Based Marketing and Sales platform enables teams to measure account engagement and orchestrate human connections at scale.

 

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KiteDesk helps sales teams build predictable pipeline through smart software– A single screen with all the leads, email,    and phone workflows for success.

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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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