In this episode of The Transaction, Co-Hosts Matt Amundsen and Craig Rosenberg sit down with Becc Holland, a sales expert known for her innovative approaches to diagnosing and solving sales challenges. They delve into the nuances of effective sales strategies, emphasizing the importance of proper diagnosis over traditional sales tactics. Becc shares her insights on understanding buyer metrics, discovering hidden problems, and delivering real value.

Takeaways

Effective selling is about diagnosing problems the buyer is unaware of.
Understanding and leveraging buyer metrics are crucial.
Sellers should focus on delivering insights, not just pitching products.
Discovery calls should be separate from demo calls to allow thorough diagnosis.
Providing value through actionable advice builds credibility and trust.

Chapters

00:00 Introduction
02:00 Viral Meme and Easter Bunny Anecdote
05:00 Transition to Business Discussion
08:00 Welcoming Becc Holland
10:00 Importance of Bold Moves in Marketing
15:30 Discovering Hidden Problems
25:00 Diagnosing and Solving Buyer Issues
35:00 Metrics and Industry Averages
45:00 Strategic Risk-Taking and Big Wins
55:00 Outro and Final Thoughts

Quote of the Show "It's not about showing me that you know me; it's about showing me that you know something about me that I don't know." - Becc Holland

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Connect with Becc Holland

LinkedIn: Becc Holland

Shoutouts

Gartner
Forrester
Jordan Peterson
Andy Raskin

Phrases Minted in this Episode

"Diagnose the Correct Things"
"Pain is Different from a Problem"
"Outlearn Your Competitors"

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Diagnosing Sales with Becc Holland - The Transaction - Ep #12

The Transaction