Episode 41: Understanding Buyer Behavior - Marc McNamara

Today's guest is Marc McNamara, Chief Enablement Strategist at The Value Shift, a company that presents a unique solution to the sales productivity challenge. We're here to talk about Marc's experience with team enablement, how to get the best out of your top-of-funnel conversations, and finding the root of your buyer's behavior. Episode Highlights: Introducing Marc McNamara What is a Chief Enablement Strategist? Understanding buyer behavior Generating meaningful conversations Finding the next step as a rep: Training and continuing education The nuts & bolts of building a repository How to track your best conversations Resources: Connect with Marc McNamara on LinkedIn, through The Value Shift website, or by emailing him direct at [email protected] Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler Quotes/Tweets: "Selling is an art and a science"- Marc "Realize your prospects have a problem that can be solved, and then figure out how to uniquely add value to them." - Marc "Salespeople are about helping the customer"- Marc "People, once they're trained, will forget it all a week later"-Marylou