Enabling Your Sellers Effectively - Kasey Stinson - B2B EQ - Episode # 28
Channel: Uniphore Technologies
Date: 01/09/2023

When it comes to enabling your sellers, it can be hard to know where to start. Fortunately, we’re joined by an enablement expert this week who has proven strategies for success. She has a unique understanding of the skills needed to close deals, and has firsthand experience as a seller. Joining the show this week is VP of Sales Enablement and Product Marketing at Co-op Solutions, Kasey Stinson!

Kasey sits down with Tim Harris for a conversation on the must implement strategies that will help your reps close more deals. She explores the value of quarterly webinars, the importance of consultative selling, and the best way to generate internal feedback.


Takeaways:
 ~ Building trust and establishing a feedback loop with honest responses takes time but is worth doing. Creating a sales enablement task force from every sales group and actively implementing feedback can greatly improve success in meeting customer needs.
 ~ The use of a sales enablement platform, combined with active participation in webinars, has shown a significant correlation to meeting or exceeding sales quotas. This highlights the importance of leveraging these tools and activities for improved sales performance.
 ~ Building genuine connections and emotional rapport with clients is crucial in effective buying and selling, as it leads to easier business transactions and positive partnerships. Your people are your organization’s most valuable assets.
 ~ Consultative selling is crucial because customers don't want to be sold to, but they do seek advice and expertise. By training sales teams to focus on consulting instead of solely selling, a successful and valuable partnership is fostered with customers.
 ~ Having a well-connected and knowledgeable team is essential for effective marketing. Tailoring messaging to the right audience and leveraging all channels help ensure success in driving customer engagement at every stage of the buyer's journey.
 ~ Through quarterly livecasts, where executives discuss the strategy, product statuses, and customer outcomes, sellers get first hand knowledge of what buyers want. Sharing this knowledge results in better enabled reps who assist customers more effectively.
 ~ AI technology, including chatbots and GPT, presents exciting opportunities for enhancing client experiences and improving sales efficiencies, motivating organizations to explore its potential impact on tools, training, and interactions.


Quote of the Show:
 ~ “We want to make our organization as client-centric as possible.” - Kasey Stinson


Topics:
00:00 - Intro
06:06 - Creating effective feedback loops
10:32 - Measuring the success of sales enablement
19:47 - The value of consultative selling
22:54 - Knowing what your audience wants
29:03 - Creating effective content
31:57 - The future of sales enablement
34:51 - Learning about Kasey
40:47 - Contact and close


Links:
 ~ LinkedIn: https://www.linkedin.com/in/kasey-stinson-ab1b8210/ 
 ~ Website: https://www.coop.org/ 


Ways to Tune In:
 ~ Apple Podcast - https://podcasts.apple.com/us/podcast/b2b-eq/id1672326834 
 ~ Spotify - https://open.spotify.com/show/1T2zlqNsSYATzXFPH1DquY 
 ~ Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly9mYXN0Lndpc3RpYS5jb20vY2hhbm5lbHMvajRuNnNjYmc2Ni9yc3M