#125: John Smibert - Focus Your Buying Journey on the Process, Not the Product

In this episode, my guest, my honored guest, is John Smibert. He has invested 38 years as a successful sales leader in 4 large I.T corperations. Since 2004, he has assisted B2B selling organisations to transform the way they sell. He's passionate about enhancing professionalism in sales. Welcome to Scale Your Sales Podcast, John Smibert. 0:00 Focus your buying journey on the process, not the product. 5:52 Edvance is a methodology designed to create value for customers, not sell a product. 9:37 The perception of value is in the eyes of the customer. 11:07 Business is won or lost on customer engagement and experience. 12:20 The pandemic has accelerated the use of sales technology. 16:03 Develop a customer first mindset, helping them to achieve the outcomes. 16:58 Why you need a process that supports a buying journey. 22:45 Focus on addressing your client’s problems and issues first rather than selling your product. LinkedIn: linkedin.com/in/smibert Website: salesleaderforums.com Twitter: johnsmibert Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and of 150 Women B2B Thought Leader You Should Follow in 2021. Janice helps companies around the world to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: http://scaleyoursales-podcast.co.uk/ More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSalesJBG