My guest in this Conversations with Women in Sales episode is Melody Astley, VP of Sales at FinListics Solutions where they help sales and marketing organizations master Insight-led Selling and build financial and business skills that last a career.
Our conversation focused on how to build strong and meaningful customer relationships. I felt this was a good topic because if all you’ve got as a salesperson is a check in now and again saying “we haven’t talked in a while, how’s it going, you could have a problem”.
We kick-off by talking about the new buying landscape and the challenges for sellers that Melody sees.
We then talked about some symptoms of the problem.
There’s a school of thought in the sales world that the people relationships don’t matter as much as they used to. I don’t happen to be in that camp, and I asked Melody for her thoughts about relationships in selling.
With sales leaders often putting such intense emphasis on chasing “new logo’s”, it is very common for sellers to close deals and then all but disappear from the customers view after the deal is done. I asked Melody to share her advice on what women in sales (or any seller) can do to be more relevant to their customers. Melody then shared examples of some success stories.
Finally, we closed by talking about what salespeople and sales organizations can do to better position themselves as relationship sellers who nurture customer relationships for life.
Enjoy the interview!
Melody Astley, VP of Sales at FinListics Solutions where they help sales and marketing organizations master Insight-led Selling and build financial and business skills that last a career. Prior to FinListics, Melody spent 12 years at IBM in sales. She holds her BBA from Ohio University and her MBA from Emory Goizueta Business School. Melody lives in Atlanta with her wife, Kathy, and 3 dogs, and is a runner, reader, and avid traveler.
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