#61 Win More Deals With Buyer Empathy & Diverse Sales Teams

Winning the Challenger Sale

Sales success is built on understanding others.
If you don’t know your buyers, you’re going to struggle to make the sale. If you can’t put yourself in the shoes of your colleagues in marketing, it’s going to be impossible to align. And if you can’t create a culture of inclusivity on your sales team, you miss out on a range of diverse perspectives that would strengthen your business.
In this episode, we speak with Lori Richardson, CEO and Founder of Score More Sales, about her career-long advocacy for inclusivity in sales and what she has learned about building a more empathetic and understanding sales team.
We discuss:

• Why understanding your buyer is the key to differentiating yourself and beating the competition
• How sales and marketing can better understand one another and work towards shared goals
• What sales leaders need to understand about fostering a culture of inclusivity

You can order Lori’s book “She Sells: Attract, Promote, and Retain Great Women in B2B Sales” here!
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