Revenue coach and author of the eye opening and results oriented book Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy, Kristin Zhivago, describes how customers have changed and that salespeople have not changed their approach, resulting in a mismatch between what customers expect and what they actually hear. Kristin Zhivago points out that not only do sales representatives not answer the most important questions from buyers, but neither do their company websites. Kristin demonstrates how to avoid the most common mistakes made by salespeople when working with today's empowered customers, She also provides a roadmap that will guide sales reps along the right path to providing what buyers really want and understanding their new buying process, regardless of the buyer's level of interest or scrutiny of the company, products, or services.
Kristin Zhivago is my internet radio show guest on Blog Business Success; hosted live on BlogTalkRadio.
The show airs live on Tuesday, December 20, at 8:00 pm Eastern Time; 5:00 pm Pacific Time.
Revenue coach and author of the eye opening and results oriented book Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy, Kristin Zhivago, describes how customers have changed and that salespeople have not changed their approach, resulting in a mismatch between what customers expect and what they actually hear. You will learn:
* What customers really care about when buying
* Why customers don't buy from you
* How to utilize an effective, repeatable system to increase sales
* How to incorporate the system into your entire company and its culture
Kristin Zhivago (photo left) is a "revenue coach" whose clients range from thriving young start-ups to those in the Fortune 500, including Dow Jones, IBM, and Johnson & Johnson, and the fastest-growing companies, including Bazaarvoice and Eloqua.
Zhivago has become one of the world’s leading experts on the customer’s buying process. She speaks and teaches frequently for companies and organizations. She is the author of the blog RevenueJournal.com
Kristin Zhivago has perfected a works-every-time research method to uncover the barriers to the sale — and to identify what is working and what is broken. She then uses her findings to guide managers in creating customer-centric companies, websites, products, and services. The methods she has perfected are revealed in her new book, Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy.
After selling and marketing software and other technology products for 12 years, Zhivago founded Zhivago Management Partners, Inc., in Silicon Valley, in 1979. The company moved to Jamestown, RI in 1996. Zhivago worked exclusively in the high-tech industry until the Web emerged as a platform for commerce in 1994. She then started also applying her revenue growth methods to companies in the travel, health, publishing, food, and consumer goods industries. She spent a number of years as a "rent-a-VP," performing marketing and sales department turnarounds for CEOs, and then settled on her current role as Revenue Coach. She is passionate about helping CEOs, entrepreneurs and managers increase their revenue, using logical and straightforward methods.
My book review of Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy by Kristin Zhivago.
My book review of Rivers of Revenue: What to Do When the Money Stops Flowing by Kristin Zhivago.
Listen live on Tuesday at 8:00 pm Eastern, 5:00 pm Pacific time.
If you miss this very informative show, it will be available for free download as a podcast for iPod, iTunes, and MP3 players; or play it right on your computer. To download this, or any other of my guest interviews, go to the Blog Business Success host page and click on Archived Segments. Once there, click on the podcast icon at the end of the episode description, to download the show free of charge for your listening enjoyment. You can also subscribe to the show feed.
To call in questions for my guest, the number is: (347) 996-5832
Let's talk with revenue coach and author of the eye opening and results oriented book Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy, Kristin Zhivago, as she describes how customers have changed and that salespeople have not changed their approach, resulting in a mismatch between what customers expect and what they actually hear. Kristin Zhivago points out that not only do sales representatives not answer the most important questions from buyers, but neither do their company websites. Kristin demonstrates how to avoid the most common mistakes made by salespeople when working with today's empowered customers, She also provides a roadmap that will guide sales reps along the right path to providing what buyers really want and understanding their new buying process, regardless of the buyer's level of interest or scrutiny of the company, products, or services on Blog Business Success Radio.
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