Marcus Jewell (CSO of Juniper Networks) joined Scott Britton and Andrei Newman on the Built by Humans podcast. Here are some key takeaways from the conversation:
- The buying community is getting a lot younger and they are a bit less interested in the relationship part of a sale.
- We doubled down on AI and micro-motivation tools to gamify the sales job and make work a bit more fun for our people.
- Sales are very hard to fully understand from a psychological perspective because it is a human-to-human interaction (and humans are unpredictable).
- A good salesperson describes the process they will use to get to a good outcome rather than talk about the outcome or how much they are going to sell.
- Salespeople today need to be incredibly dexterous with data so they can pick the important data points and use them to tell a compelling story.
- You never really lose a customer, you just lose that customer at that time. You will always have an opportunity to get it back and win the deal so it’s important to make a good impression and be professional.
