5 Compelling Quotes from Top Sales Experts – Read ‘Em and Tweet

July 17, 2014 | Ann Lambert
5 Compelling Quotes from Top Sales Experts – Read ‘Em and Tweet

As I was perusing this Forbes list offering sage wisdom from top sales experts, I couldn’t help but be drawn to those quotes that dealt less with the sales pitch and more with the sales conversation. 

It’s no secret that sales teams’ goals are closely entwined with closing deals and meeting quotas.  But it may be a secret to some that engaging the customer with sales conversations, rather than canned speeches, are the way to drive success.

In a sea of (albeit helpful) tactical tips that drive measurable results, the five gems that shone brilliant enough to catch my eye were those that encouraged developing a sincere relationship with the customer to build trust and enable the sale. 

#1. Guy Kawasaki, Author, Venture Capitalist and Technologist and former Chief Evangelist at Apple Computer

“Enchantment is the purest form of sales. Enchantment is all about changing people’s hearts, minds and actions because you provide them a vision or a way to do things better. The difference between enchantment and simple sales is that with enchantment you have the other person’s best interests at heart, too.”

My take: Be genuine.  Convey that you are interested in providing a solution and adding value—not only in making a sale.

Tweet Guy’s Quote

#2. Matt Dixon, Co-Author of “The Challenger Sale”

“Lead TO what makes you unique … not WITH what makes you unique.”

My take:  Don’t come out of the gates too hot.  Focus on the customer first, and there will be a natural transition to why they need you.

Tweet Matt’s Quote

 

#3. Mark Roberge, SVP Sales and Services at HubSpot

 “You know you are running a modern sales team when selling feels more like the relationship between a doctor and a patient and less like a relationship between a salesperson and a prospect…It’s no longer about interrupting, pitching and closing. It is about listening, diagnosing and prescribing.”

My take: Have a dialogue; learn about who your customer is and respond accordingly.

Tweet Mark’s Quote

 

#4. Kraig Kleeman, Author of “The Must-React System”

“There is incredible power in leading with research and leading with relevance.”

My take:  Know the customer’s story before they tell it, and tailor your message to their needs and opportunities.

Tweet Kraig’s Quote

 

#5. Siva Devaki, CEO & Founder of Mansa Systems

“Sales is not about selling anymore but building trust and educating.”

My take:  Well said, Siva.



Solving the Sales Productivity Problem

CSO Insights
CSO Insights’ 2016 Sales Enablement Study
Latest trends and research to guide your sales enablement strategy.
Coaching Solutions
Inside Brainshark for Coaching
See how you can help sales reps master their skills and improve performance in this 2-minute demo video.
GE Digital
GE Digital’s Sales Enablement Story
See how GE Digital’s strategy has them on pace for +40% YoY growth.