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.
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?
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.