Want to create an interactive transcript for this episode?
Podcast: TheInquisitor Podcast with Marcus Cauchi
Episode: How Can 2 Old Farts Fix The World of Selling?
Description: #GeoffBurch is like Marmite. He's wasp honey! We explore example after example of shit selling, fuelled by awful management and non-existent leadership. We dig into how broken compensation and measurement systems drive the wrong behaviours and self-delusion by senior management.
We uncover some depressing patterns of behaviour by salespeople driven to avoid punishment. In a world where customers are better informed than ever salespeople have to adjust to what works TODAY, not rely on what used to work yesterday.
We dig into how great salespeople build credibility by how they sell not what they sell...