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Initially Kirk was suspicious of a career in sales but as he jumped from operations to sales manager and the industry evolved, he realized that sales is complex, it is a robust wide profession that requires both soft skills and hard skills. The biggest shift in Kirk’s experience has been a shift from traditional product sales to solution sales.
Show Notes
00:00 – 2:33.- Kirk’s story
2:33 – 4:34 – The importance of moving from product sales to solutions sales
4:35 – 8:15 – The challenge of achieving personalisation at scale
9:03 – 12:12 – Why transactional sales is coming to an end
13:55 – 17:09 – How to cut-through the noise in sales
17:10 – 19:20 – Kirk’s perspective on small business sales
19: 36 – 20:40 – What Kirk has learned in the last 5 years
21:09 – 23:40 – Why revenue teams need to adapt to meet the needs of their ICP
24:10 – 27:40 – Don’t assume, validate your ideas (Please use this for the first post)
27:57 – 29:00- Why salespeople need to plan
29:00 – 30:50- How iCorps are navigating a revenue team without revenue operations
31:00 – 32:05- Kirk’s advice for salespeople
Learn more:
The Challenger Sale by Matthew Dixon and Brent Adamson
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