Turning Buyer's Unknown Problems Into Opportunities

Welcome back to another amazing roundtable of sales pros brought together by Andy.  Jen Allen-Knuth, Head of DemandJen, Katie Swick,  Global Sales Enablement Lead at Stripe, and Richard Rivera, President of The Champion Sell share their perspectives on improving sales and the importance of building business acumen. They get into the challenges sales representatives face in the rapidly evolving market landscape, emphasizing the need for self-driven capacity building and fostering intellectual curiosity. They also debate on whether sales teams are overemphasizing product knowledge instead of understanding how to connect with the buyer's needs and motivations. The also touch on the significance of maintaining a balance of selling and helping, the importance of personal presentation, recognizing pain points, and solving both known and unknown problems for buyers.

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

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