Episode 21: It's all About the Buyer's Journey! with Chuck Marcouiller
Episode 21: It's all About the Buyer's Journey! with Chuck Marcouiller
People like to buy, but they don’t like to be sold. This might sound like a straightforward sales idea, but it is something so many salespeople get wrong. As a salesperson, you are responsible for shepherding the customer through their buyer’s journey. Your goal is not simply to make a sale. Instead, it is to get the customer to a future state. Today's guest, Chuck Marcouiller, has been in the sales game for over 25 years, having worked in sales, sales leadership, and sales leadership enablement. Currently, Chuck is a Senior Director of Revenue Enablement at Jobvite, a leading recruitment software company. In this episode, we talk about the buyer’s journey. Chuck explains what this is, along with shedding light on the salesperson’s role in guiding the customer through it. We hear about some of the mistakes salespeople commonly make, and Chuck weighs in on where those in sales should be placing their focus. Being in sales means you never stop being a student, and this is something all the best salespeople, like Chuck, are fully aware of.
Key Points From This Episode:
Get to know Chuck, and how he became an accidental salesman.
Why Chuck is so passionate about sales and why he has stayed in the industry as long as he has.
How sales have changed since Chuck became a salesman over 20 years ago.
What the buyer’s journey means, according to Chuck.
The three components of the buyer’s journey.
Unpacking the role of salespeople and how they facilitate the buyer’s journey.
The importance of helping the buyer through every step of the journey.
Using Peloton as an example of how creating a community makes a sticky product.
Why you need to decide what kind of company you are.
The buyer’s journey does not end with your sales; it’s about getting buyers to a future state.
Some of Chuck’s tips on how to best master the discovery call.
One of the biggest mistakes Chuck sees salespeople making continuously.
A lesson from one of the best salespeople Chuck has ever worked with.
Be a student of your customer and your craft.
Think about how you like to buy and apply it to your work.
Tweetables:
“Sales is the art of helping people, if you do it really well.” — Chuck Marcouiller [0:05:23]
Episode 21: It's all About the Buyer's Journey! with Chuck Marcouiller
People like to buy, but they don’t like to be sold. This might sound like a straightforward sales idea, but it is something so many salespeople get wrong. As a salesperson, you are responsible for shepherding the customer through their buyer’s journey. Your goal is not simply to make a sale. Instead, it is to get the customer to a future state. Today's guest, Chuck Marcouiller, has been in the sales game for over 25 years, having worked in sales, sales leadership, and sales leadership enablement. Currently, Chuck is a Senior Director of Revenue Enablement at Jobvite, a leading recruitment software company. In this episode, we talk about the buyer’s journey. Chuck explains what this is, along with shedding light on the salesperson’s role in guiding the customer through it. We hear about some of the mistakes salespeople commonly make, and Chuck weighs in on where those in sales should be placing their focus. Being in sales means you never stop being a student, and this is something all the best salespeople, like Chuck, are fully aware of.
Key Points From This Episode:
- Get to know Chuck, and how he became an accidental salesman.
- Why Chuck is so passionate about sales and why he has stayed in the industry as long as he has.
- How sales have changed since Chuck became a salesman over 20 years ago.
- What the buyer’s journey means, according to Chuck.
- The three components of the buyer’s journey.
- Unpacking the role of salespeople and how they facilitate the buyer’s journey.
- The importance of helping the buyer through every step of the journey.
- Using Peloton as an example of how creating a community makes a sticky product.
- Why you need to decide what kind of company you are.
- The buyer’s journey does not end with your sales; it’s about getting buyers to a future state.
- Some of Chuck’s tips on how to best master the discovery call.
- One of the biggest mistakes Chuck sees salespeople making continuously.
- A lesson from one of the best salespeople Chuck has ever worked with.
- Be a student of your customer and your craft.
- Think about how you like to buy and apply it to your work.
Tweetables:
“Sales is the art of helping people, if you do it really well.” — Chuck Marcouiller [0:05:23]
“The buyer’s journey really is the psychology of how people buy. It's understanding the steps your buyer goes through in order to acquire your service or product.” — Chuck Marcouiller [0:10:19]
“It’s the salesperson that has to understand where their ideal customer is today, and the future state that the ideal customer wants to go to and help bridge that gap.” — Chuck Marcouiller [0:32:56]
“Great salespeople meticulously understand what their process is and take notes and learn from them. They become students of their own sales program.” — Chuck Marcouiller [0:43:12]
Links Mentioned in Today’s Episode:
Chuck Marcouiller on LinkedIn
Sam Capra on Linkedin