E91 Part 3 Enable Sellers to Solve Customer's Problems with Chris Bowen

This episode of Tech Sales Insights features Chris Bowen, Senior Vice President for Sales at Hammerspace. Sales and marketing are essential pillars in any business and Chris discusses how these 2 departments align to ensure that their messaging is synced. He also discusses the central role of enablement to ensure that the sales team is always focusing on the problems they solve rather than the technology and features which do not contribute to value-selling.

 

HIGHLIGHTS

• Aligning sales and marketing to the problems they solve
• Value-selling: It's not about the tech, it's about the use cases they solve
• Sales leaders to look up to and advice from mentors

 

QUOTES

Customer success today and moving forward - Chris: "Most of it's more on implementation to make sure that we're getting customers that have gone through the POC stage, getting them implemented into production, and then make sure they're happy. So that's something that we'll also start to grow as we move into early 2023."

Build your network and keep learning - Chris: "It's really about building relationships. I mean, at the end of the day, whether it's relationships internally or externally with customers, those last a lifetime. Whether it's this company or 10 years from now."

Tips for new sellers to be a great salesperon - Chris: "You should have, at any point, when you're 6 to 8 months into your new sales job, you should have 16 to 20 opportunities and 4 to 6 of those should be at various points of the POC stage. And you should be touching 5 partners a week and even 5 customers a week."

 

Find out more about Chris in the links below:

• LinkedIn: https://www.linkedin.com/in/bowenca/
• Website: https://hammerspace.com/

Send in a voice message to us: https://anchor.fm/salescommunity/message