How to Align Your Selling with Your Prospect’s Decision Making Process w/ Matt Behrend [Episode 218]

On this episode, Matt and I talk about the customer decision making process, and how new sales enablement tools, such as Consensus, are helping B2B sales teams align their selling efforts with the buying processes of their prospects.

Matt Behrend is Co-Founder and Chief Revenue Officer (CRO) of Consensus, formerly known as DemoChimp, a sales enablement tool that enables sales teams to drive agreement across B2B buying groups, with personalized video demos.

MORE ABOUT Matt Behrend

What’s your most powerful sales attribute?

That I spend so much time studying systems, that I can easily diagnose weaknesses in our clients’ sales & marketing processes.

Who is your sales role model?

Don Cash.

What’s one book that every salesperson should read?

The Challenger Sale: Taking Control of the Customer Conversation by Brent Adamson and Matthew Dixon

The Sales Development Playbook by Trish Bertuzzi

The ONE Thing by Gary Keller

What music is on your playlist right now?

Smashing Pumpkins, Jason Mraz, Indie-Rock Playlist that includes Børns.