ABOUT THIS EPISODE
In This Episode
A sales process only creates value when your salespeople actually use it.
In this episode, Adi Klevit interviews Dean Curtis about the intersection of sales processes, technology, and consistent execution. Dean explains that many organizations train salespeople on a particular approach but have very little visibility into what happens once those reps are sitting in front of customers. Ingage helps bridge that gap by giving salespeople consistent content while providing leadership with insight into how that content is actually being used.
Dean and Adi explore what makes a strong sales process work in practice. Dean views selling as educating the buyer, which means salespeople need the right visuals, information, and supporting content available at the right point in the conversation. Rather than overwhelming prospects with everything they know, successful salespeople need to understand what matters to that particular buyer and communicate the right information in the right sequence.
The conversation also turns to AI and technology adoption. Dean emphasizes that businesses shouldn't implement technology simply because it's new or exciting. Instead, leaders should identify the desired outcome, determine which KPI the technology should improve, and make sure the underlying process works before automating it. As Adi and Dean discuss, technology can amplify a strong process, but automating a broken process simply leaves you with a broken process that operates faster.
