Owler INsight: Unlock Revenue – Leading High-Performance Sales Teams to Trusted Advisor Status
During the September Owler INsight, sales relationship expert Cherilynn Castleman hosted a sales leadership masterclass joined by Senior Vice President of Global Enterprise at Meltwater, Scott Gibbs, and Executive Vice President of Strategic Channels at Experian, Karen Tatten, to discuss how to lead a team of trusted advisors.
Elevating Your Sales Leadership Game: Insights from a Masterclass with Industry Experts
In the dynamic world of sales, the role of a trusted advisor is not just a coveted title but a testament to a relationship built on trust, expertise, and an unwavering commitment to client success.
Recently, we had the privilege of hosting a sales leadership masterclass with Cherilynn Castleman, a renowned sales relationship expert, who led a riveting discussion with industry veterans Scott Gibbs and Karen Taten. The conversation centered around the journey to becoming a trusted advisor in sales, a role that extends beyond mere selling to fostering enduring relationships based on mutual trust and understanding.
Want to put these tactics to the test? Then check out this guide we made with Cherilynn Castlesman where we lay down what sellers need to do to become trusted advisors.
The Sales Executive Leadership POV
Unlocking Success with the Right Mindset and Empathy
One of the prominent takeaways from the masterclass was the pivotal role of mindset in sales leadership. Scott underscored that a positive mindset forms the cornerstone of successful sales leadership. It's about embodying patience, empathy, and comprehending your customers' business challenges. As a sales leader, the ability to connect with your customers on a personal level paves the way for deeper business engagement. Trust, after all, begins with understanding your customers as unique individuals.
Building High-Performing Teams: The Secret to Success
Both Karen and Scott highlighted the importance of building high-performance sales teams. This involves more than just training; it's about coaching and inspiring your team to transcend the traditional sales role and become trusted advisors to their clients. In the competitive sales landscape, it's not just about pushing a product; it's about deciphering your customers' needs and providing solutions that genuinely add value to their business.
Staying Agile: Adapting to Change and Competition
The sales environment is perpetually evolving, with competition lurking at every corner. Karen emphasized the criticality of bespoke solutions. A one-size-fits-all approach is outplayed, and sales leaders need to tailor their strategies to meet the unique needs of each client. When a new competitor emerges with a seemingly superior product, it's crucial not to be swayed by the "shiny object". Rather, focus on what sets your product or service apart and assess if your strategy needs recalibration..
The Art of Listening: Staying Customer-Centric
The panel underlined the power of active listening. Whether your clients are elated or disgruntled, their feedback is a treasure trove of insights. A relentless customer-centric approach coupled with a regular reassessment of client objectives can guide your responses to competition. Remember, every decision should revolve around the customer
Want to build a team of trusted advisors? Check out this Guide we made with Cherilynn Castleman.
Roadmap for Future Sales Leaders
Armed with the wisdom imparted by Cherilynn, Karen and Scott, here's a roadmap for aspiring sales leaders:
Cultivate the Right Mindset: Foster patience, empathy, and a profound understanding of your customers as the bedrock of trust-building.
Invest in Your Team: Coach, train, and inspire your team to metamorphose into trusted advisors. Steer them towards solution-oriented selling rather than mere transactional selling.
Stay Agile: Remain nimble in the face of competition. Avoid being sidetracked by shiny new offerings; instead, evaluate their relevance to your clients and your overarching strategy.
Listen Actively: Pay heed to your clients' feedback. Use these insights to fine-tune your approach and deliver superior solutions.
Keep Customers at the Core: Anchor every decision around the customer. Ensure all actions align with their needs and objectives.
Share the Superpowers: Encourage your team to hone their strengths and share their expertise. Collective growth stems from collaboration and knowledge sharing.
The journey to becoming a trusted advisor in sales is an exciting one, demanding the right mindset, agility, and relentless customer focus. By adhering to the insights and action steps shared by Karen and Scott, aspiring sales leaders can elevate their performance, foster enduring relationships based on trust, and drive success in the competitive sales arena. Remember, it's not just about selling; it's about serving and solving your customers' problems.
Looking to transform your team into trusted advisors? Then share our trusted advisor guide with your team. Grab it here.
Find Your Next Best Customer and Close Them
Get the account-level insights, contact data, and sales triggers your team needs to streamline their sales process and close more deals – all in one platform.
Start your free trial of Owler Max here.
