Matt Dixon

In today's fast-paced sales environment, are you aligning with your buyer's journey? 🤔 Buyers are increasingly excluding sales professionals from their decision-making process. The key is to meet buyers where they are, adapting your approach to their unique needs and timelines. It’s about understanding their journey and bridging gaps in their self-diagnosis. Here’s how to transform expertise into relevance: * Ask questions that uncover underlying motivations. * Reframe demos from surface-level presentations to impactful problem-solving roadmaps. * Focus on understanding why prospects are unique and why they are seeking unique solutions. I've seen revenue professionals miss opportunities by not responding to RFPs. Don't make the same mistake. Instead, use it as a chance to understand the "why" behind the buyer's requirements. Sales professionals build trust and credibility by focusing on the buyer’s process, understanding their journey, and bridging gaps in their self-diagnosis. You’ll no longer be the silly roadblock set up to deter their buying journey, but a long-term partner whom the buyer will turn to every time they have a business problem worth solving. 🤝 What are your thoughts on aligning with the buyer's journey? Share your experiences below! 👇 Visit the ValueSelling Associates, Inc. blog_url for more information: https://lnkd.in/gyjypqFm #SalesStrategy #B2BSales #ValueSelling #BuyersJourney

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Ever notice how the top sales performers don’t wait to be managed? They track their own metrics. They self-correct. They own their outcomes. That’s not just discipline—it’s accountability. And it’s one of the most underutilized drivers of consistent sales success. At Sandler, we’ve seen that teams who embrace true accountability: ✔ Achieve clearer goal alignment ✔ Operate with higher motivation and focus ✔ Create a culture of continuous learning ✔ Build stronger trust with clients and teammates Leaders don’t have to become micromanagers—they just have to model what accountability looks like and make expectations crystal clear. Accountability isn’t a stick. It’s a strategy.

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The #1 mistake I see from new brands? Expecting their distributors to sell for them. It doesn’t matter if you’re with a “big” distributor or a “smaller” one—the ratios of reps to brands are the same. Everyone is overloaded. I’ve seen this play out at every level—even the mega-brands that have their own dedicated sales team inside the distributor. They still struggle to hit their goals. Here’s the truth: distributors will deliver, invoice, and maybe match your efforts. But they will not build new distribution for you. That’s on you. 👉 Focus on your home market first. Build traction. Create a success story. Then take that story to your second and third markets. If you want the full truth about how distributors really work, watch my video The Role of a Wine Distributor. It’s an eye-opener. https://lnkd.in/gFSrT6-a

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When Times Get Tough in B2G Sales, You Have to Lean In — Not Back Off Every B2G seller hits a wall. Budgets tighten. RFPs stall. Contacts go quiet. It’s tempting to wait it out — to say, “Let’s circle back next quarter.” But that’s exactly when you need to lean in harder. When the market slows down, the winners aren’t the ones who play defense. They’re the ones who double their outbound calls. Who dig deeper into cooperative purchasing options. Who chase smaller deals with the same intensity as flagship ones. Who follow up again — and again — with quiet leads. Because while others are taking their foot off the gas, you have a chance to stand out. Hard times separate the real pros from the passive players. If you want to grow in this sector, you can’t coast. Not now. This isn’t the moment to slow down. It’s the moment to show up. #B2GLeadGeneration #PublicSectorSales #GovSales #BusinessDevelopment #StayPersistent

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There’s often a disconnect between how CEOs/Presidents and Sales Leaders assess sales strategy and performance. CEOs focus on the big picture—growth, market positioning, and long-term sustainability, while Sales Leaders are focused on the tactical—daily performance, metrics, and team execution. Bridging this gap requires open communication, alignment on goals, and a mutual understanding of how each perspective contributes to success. This alignment ensures fair measurement, eliminates surprises, and empowers both roles to drive impactful, sustainable growth together. Achieve constant alignment by leveraging a single source of truth and utilizing results-driven tools! #SalesStrategy #Leadership #BusinessGrowth #SalesLeadership

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Who said sales and consulting need separate corners in the business ring? There's a longstanding belief that most companies have that sales is all about closing deals while consulting is about providing advice, with a clear line drawn between the two. Here’s why that division might be holding your team (and you) back: 1️⃣ Misconception: Sales lacks depth. People often think sales is just transactional, lacking the strategic depth that consulting provides. 2️⃣ False Belief: Consultants don’t drive revenue. There’s a notion that consultants are there to advise, not to influence the bottom line directly. 3️⃣ Outdated Idea: Role specialization is key. The traditional view holds that specializing in one role leads to better results than blending skills. But guess what? These beliefs don’t stand up to the demands of today’s business environment. Things are different now than they've been in the past. It's time to put these misconceptions, false beliefs, and outdated ideas to rest. The truth? 𝐃𝐞𝐩𝐭𝐡 𝐝𝐫𝐢𝐯𝐞𝐬 𝐬𝐚𝐥𝐞𝐬. Today’s top sales pros thrive on insights and strategy, much like consultants. They understand that depth enhances trust and credibility, the things that matter most to customers these days. 𝐂𝐨𝐧𝐬𝐮𝐥𝐭𝐚𝐧𝐭𝐬 𝐜𝐚𝐭𝐚𝐥𝐲𝐳𝐞 𝐠𝐫𝐨𝐰𝐭𝐡. Effective consultants do more than give advice. They identify opportunities and help implement solutions that drive revenue. 𝐇𝐲𝐛𝐫𝐢𝐝 𝐚𝐩𝐩𝐫𝐨𝐚𝐜𝐡𝐞𝐬 𝐰𝐨𝐫𝐤. Blending the persuasive drive of sales with the analytical depth of consulting creates professionals who are not only versatile but also incredibly effective in modern business landscapes. At the heart of our approach is the belief that the right individuals can excel at both, embodying the drive of sales and the thoughtfulness of consulting. What other misconceptions, false beliefs, or outdated ideas have you encountered in your current or previous roles?

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