E72 - How do you sell based on Value? | Eric Shaver

The conversation explores the critical gap in financial literacy among enterprise salespeople and the importance of effective communication with executives. Eric Shaver emphasizes that many sales professionals struggle to engage in meaningful financial discussions, which can hinder their effectiveness in sales. He highlights the need for salespeople to understand financial concepts and communicate in a way that resonates with executive-level decision-makers. Takeaways Almost every enterprise salesperson is functionally financially illiterate. Salespeople often struggle to start conversations about finance. Executives can quickly assess if salespeople understand their language. Effective communication is crucial for guiding executive thinking. Sales training should include financial literacy components. Understanding finance can enhance sales effectiveness. Salespeople need to articulate value in financial terms. Building rapport with executives requires financial fluency. Sales success is linked to the ability to discuss financial matters. Sales professionals must adapt their language to their audience. Connect with Eric: https://www.linkedin.com/in/eshaver/ - Carlos and the 1% Edge Team Connect with Carlos Nouche on LinkedIn: https://www.linkedin.com/in/cnouche/ Visit Carlos Nouche’s website here: https://carlosnouche.com/ Listen to The 1% Edge on these podcast platforms: Spotify: https://open.spotify.com/show/5DXOsN1j0AEjNPoJ68Fnq2 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-1-edge/id1814316904 Amazon Podcasts: https://music.amazon.com/podcasts/19ea92c1-349b-493f-9646-30be896ab263/the-1-edge #AI #artificialintelligence #businesstechnology #humanelement #adoption #futureofwork #productivity #BusinessLeadership #ExecutiveDevelopment #SalesStrategies #ProfessionalGrowth #ProductivityTips #CommunicationSkills #FutureOfWork #AIinBusiness #Resilience #ContinuousImprovement #Mentorship #LeadershipMindset #BlueRidgeBusiness #BusinessGrowth #WorkLifeBalance #CareerSuccess #TeamBuilding #StrategicPartnerships #SalesProspecting #LeadershipCommunication The 1% Edge podcast delivers powerful insights for business owners, leaders, managers, and executives seeking to elevate their professional and personal lives. Hosted by Carlos Nouche, each episode features candid conversations with experts and entrepreneurs covering leadership, sales strategies, productivity, communication skills, AI adoption, resilience, and continuous growth. Tailored for the Blue Ridge, Georgia business community and beyond, the podcast equips listeners with actionable advice to overcome challenges, build strong teams, and drive lasting success in today’s fast-paced business environment. Tune in every week to gain the edge you need to lead with confidence and clarity.