Overcoming Blind Spots in B2B Sales with Lisa J Smith

[00:00:00] Sales POP! welcomes our next guest Lisa J. Smith

Launching a business during COVID-19 [00:01:09] Lisa shares her experience of launching SmithCo during the pandemic and how she saw it as an opportunity.

Documenting a sales process [00:04:27] Lisa emphasizes the importance of documenting a sales process for scaling and growth, and how many companies still don't have one in place.

Defining the ideal target customer [00:06:39] Lisa and John discuss the common mistake of going too broad and not defining the ideal target customer in enough detail, and the importance of saying no to certain prospects in order to laser focus on the most profitable ones.

Blind Spots in B2B Sales Strategy [00:08:58] Lisa J. Smith and John Golden discuss blind spots in B2B sales strategy, including the importance of follow-up and the balance between automation and human touch.

Human Contact in Sales [00:13:17] Lisa J. Smith and John Golden emphasize the importance of human contact in B2B sales, especially during the COVID-19 pandemic.

Data as a Blind Spot in Sales [00:14:42] Lisa J. Smith and John Golden discuss the importance of tracking relevant data in B2B sales and the common mistake of collecting too much data without sifting for insights.

Accountability and Actionability [00:17:00] John and Lisa discuss the importance of taking action on insights gathered from sales data.

Customer Experience [00:17:27] The conversation shifts to the importance of the customer experience and how it impacts retention, upsells, and referrals.

Complex Sales and Confidence [00:20:39] Lisa and John talk about the complexity of B2B sales and the importance of giving customers confidence in their decision-making process.
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