I’m once again joined in this interview with co-host Carole Mahoney.
We talked with Tracy De Cicco, Founder of Konposit about how to build meaningful client relationships. The importance of building and maintaining strong business relationships with prospects and customers is talked about often, and from my perspective this is an area of opportunity for salespeople, given how competitive it can be in selling today.
In their Growing Buyer Seller Gap report, CSO Insights notes that only 53% of salespeople are meeting or exceeding their sales quotas. That’s not good news. What’s worse is that this is the 5th year of decline in quota attainment. One big reason this is happening is that there is a huge gap – or disconnect – between what buyers want and expect from salespeople. This is why a focus on building relationships that bring value to buyers can be your competitive edge.
We discussed these questions and more:
How do sellers build new customer relationships quickly?
In what ways can salespeople add value to a client?
When people talk about sales consulting, what does that mean? How is this different, or is it different, than regular sales of say a widget?
What can salespeople do to command the room with a C-level executive client?
How important is it to stay in the picture once the deal is done?
Why does trust need to be present in all interactions, and how does it affect business relationships if trust isn’t there?
Enjoy the conversation! Listen here.
Tracy De Cicco, founder of Konposit. She is a sales executive with 20 years’ experience in the technology, software and professional services industries. She has expertise as a client leader, business development manager and industry solutions sales executive and has worked with some of the largest companies in the US and globally, including many Fortune 500 firms. She has also worked with the small & medium business market as well as with start-ups.
As a sales executive, Ms. De Cicco has engaged with senior lines of business and C-level executives to help them solve some of their biggest business challenges with technology. She has experience with industry solutions, such as omnichannel and analytics, as well as with new technologies, such as cognitive and AI. Her vertical expertise includes retail, travel & transportation, distributors, consumer packaged goods and financial services, among other industries.
Ms. De Cicco’s experience includes 14 years as a client principal at IBM. She has also worked at Oracle as well as Hewlett-Packard. In addition to working in the large enterprise space, she has start-up experience as well, having founded two organizations, FounderMatch, in 2010 as well as Konposit. www.konposit.com
She has a BA in Social Science from Colorado State University and an MBA from Southern Methodist University. She has been published in an academic journal and has published recently on the topics of blockchain as well as the technology shift in digital advertising.
About Carole Mahoney – Barb’s Co-Host:
She is the founder of Unbound Growth, a scientific sales development firm that eliminates the guesswork of hiring the right salespeople and develops sales teams using a science-based data and driven process that has helped salespeople to achieve 130-160% of quota in less than 6 months with a 98% annual customer retention rate.
Are you asking the right sales questions? Get Carole’s complimentary Scientific Sales process worksheet.
Connect with Carole:
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