Sales Thought Leader Interview: The Importance of Being a Specialist vs. a Generalist

Are you a specialist or a generalist?Here's another video from my series of Sales Thought Leader Interviews. Click below to watch an excerpt from my in-depth conversation with author and speaker, Mark Hunter (also known as The Sales Hunter.)In this video we talk about the importance of salespeople acquiring more in-depth knowledge about the products they sell and the customers they serve if they want to consistently amp up their sales. Here are some key points raised by Mark:1. With so much information available online, Mark rightly notes that a salesperson has to be “better than the Internet.” In other words, salespeople have to meet the challenge of being able to deliver more value to the prospect, more insights and wisdom, than they can find online.2. Salespeople need the knowledge to be able ask probing questions that cause the prospect to stop and think.3. In the spirit of the recent Super Bowl, Mark draws a great analogy of top salespeople to professional football players. It’s near the end. Be sure to check it out.