Accelerate! With Andy Paul

Elay Cohen is the CEO and Co-Founder of SalesHood and author of Enablement Mastery and Saleshood. Sales enablement as a practice has grown significantly in the past decade. More companies have started to realize that every conversation matters—regardless if the deal pushes through or not—and that the way to push up win rates is by being genuinely curious.  Andy and Elay discuss the 3 stages in a buyer's journey and what sellers must do in each stage to determine fit, ask meaningful questions, and offer creative perspectives that prospects may not realize. Elay emphasizes the role of a seller as a guide whose goal is to lead buyers to a solution to their problems. HIGHLIGHTS Sales enablement today makes every conversation matter more Sell better by empowering buyers to tell you what's important to them The 3 Stages of the Buyer's Journey: The What, How, and Who Conformity versus curiosity: Increase win rates by asking questions QUOTES Sellers must act as a guide for buyers to reach their destination -