In a world where your competitors are only a click away, how do you create differentiation and win sales?
Short answer, by being helpful.
But truly being helpful requires an understanding of where help is needed. As salespeople it is essential that you are able to empathize with your prospects understanding where they are coming from, the problems they face, their pain points, and their goals.
Rich from the Six & Flow Inbound Marketing Blog recently had a conversation with Dan and Todd about Inbound Organization and why being helpful and empathetic makes the difference in sales. From defining what empathy means in terms of sales to why it works, you can read In B2B Sales, Empathy Wins Clients here!