Are Your Salespeople in Sync with Your Prospects

Often, there is a disconnect between what salespeople think their prospects want or need and how they are coming across to the prospects themselves.

It’s not terribly surprising, after all, salespeople live and breathe their products and features. A salesperson can easily see a one-to-one connection between their product and a problem, but often the problem itself is as deep as a salesperson gets into the buyer’s world. This approach can then lead prospects to feel like…well like they are being sold to.

So where does this disconnect come from? How do otherwise excellent salespeople get so uncoupled from their prospects?

I explore the answers to those questions, and a lot more, in a recent guest post I wrote for the HubSpot Sales Blog. In Danger! Are You Out of Sync with Your Prospects? I talk about how this disconnect can happen, how to shift to a successful customer focus, and the impact of an organizations overall culture on this problem.

Head over to the HubSpot Sales Blog and read my guest post to find out how to align salespeople and prospects in a winning strategy.