Joshua Feinberg and Gabe Andrews' conversation highlights the evolving sales landscape due to changes in the workforce and the shift towards self-driven buyer journeys.
Joshua notes that decision-making is now completed mainly before contacting vendors, requiring sales professionals to transform into consultants and experts.
While transitioning from a technical role, Gabe initially felt nervous about engaging in consultative sales but found comfort in the well-informed customers seeking validation of their knowledge from various sources.
Both agree that deep insights and expertise are now crucial for gaining clients' attention and maintaining a long-term role in sales.
This video is excerpted from the podcast Ep. #54 Gabe Andrews, Vice President of Operations of Nautilus Data Technologies | Data Center Go-to-Market Podcast.
(When this podcast episode was recorded, Gabe Andrews was Director of High-Density Infrastructure at Wesco Data Center Solutions.)
Action Items
- Continue to develop consultative sales skills and expertise to provide value to customers.
- Leverage industry knowledge and experience to build credibility and establish a seat at the table with prospects and clients.
Outline
Shift in Sales Approach Due to Changing Workforce and Buyer Behavior
- Joshua Feinberg discusses the significant changes in the workforce, noting the increase in remote work, the retirement of baby boomers, and the rise of millennials and Gen Z in decision-making roles.
- He highlights the shift towards a self-driven buyer's journey, where 80-90% of the decision-making process is completed before a vendor or sales contact.
- Joshua emphasizes that sales directors and companies need to retrain sales professionals to become consultants, experts, teachers, and advisors to gain a foothold with prospects and clients.
- He points out that Gabe's background as a career technologist provides a unique advantage in this new sales landscape, where deep insights and expertise are crucial.
Gabe's Transition and Initial Concerns
- Gabe Andrews shares his initial nervousness about transitioning from a delivery role to a consultative sales role, expressing concerns about his ability to engage in meaningful conversations with clients.
- He notes the difference in engagement levels between delivering a service and having a consultative conversation, emphasizing the need to adapt to this new dynamic.
- Gabe observes that customers are now well-educated and seek validation of the information they consume through various sources, such as podcasts, speaking engagements, and white papers.
- He feels more comfortable in his role as he realizes the importance of speaking to clients at an application level and validating their existing knowledge.
Resources
Watch the full podcast Ep. #54 Gabe Andrews, Vice President of Operations of Nautilus Data Technologies | Data Center Go-to-Market Podcast
(When this podcast episode was recorded, Gabe Andrews was Director of High-Density Infrastructure at Wesco Data Center Solutions.)
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