Tom spoke with Gerry Hill, Regional Vice President - EMEA at ConnectAndSell. Gerry gives a fascinating dissection of sales today.
Connect and Sell takes away the friction stopping salespeople from creating human connections. He tells us that there hasn't been any major innovation in phones since voicemail. He believes this is why people don't believe the phone is an effective channel in 2021. Some new innovations include phone trees and dial-by-name directories. These tools are designed to support failure rather than success
Gerry uses a golf analogy, you can watch videos and consume all the theory. But unless you're playing golf, practicing the required competencies, you'll never get better.
He thinks market dominance comes from having more conversations than your competitor. Gerry tells us that it doesn't matter if you don’t book meetings off the conversation that you have today. The conversation that you have tomorrow with that person is more likely to succeed.
Gerry makes improvements by iterating, refining, measuring and testing. He gives reps the opportunity to learn how to get better at their job, creating a meaningful career path. It’s key to enable them with the right tool systems and processes to do better