Episode 41: Understanding Buyer Behavior - Marc McNamara

Today’s guest is Marc McNamara, Chief Enablement Strategist at The Value Shift, a company that presents a unique solution to the sales productivity challenge. We’re here to talk about Marc’s experience with team enablement, how to get the best out of your top-of-funnel conversations, and finding the root of your buyer’s behavior.

Episode Highlights:

• Introducing Marc McNamara
• What is a Chief Enablement Strategist?
• Understanding buyer behavior
• Generating meaningful conversations
• Finding the next step as a rep: Training and continuing education
• The nuts & bolts of building a repository
• How to track your best conversations

Resources:

Connect with Marc McNamara on LinkedIn, through The Value Shift website, or by emailing him direct at [e-mail]

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler

Quotes/Tweets:

“Selling is an art and a science”- Marc

“Realize your prospects have a problem that can be solved, and then figure out how to uniquely add value to them.” - Marc

“Salespeople are about helping the customer”- Marc

“People, once they’re trained, will forget it all a week later”-Marylou