“The Journey”: Optimizing Client Experience from Cold-Call to Renewal

Guest: Tito BohrtCEO at AltiSales

Moderator: Scott Barker – Head of Partnerships at Sales Hacker

Want to know the secret to reducing massive friction in your sales process & building stronger, healthier, relationships with your prospects & customers? Here it is:

Build a selling process that is 100% buyer-centric. One that enables your sellers to become trusted advisors & professional problem solvers. 

Unfortunately for our buyers, most sales processes are designed to push prospects to the close as fast as possible, according to some arbitrary internal process. Not only is this painful for the buyer, it also slows down sales cycles and reduces deal-sizes. 

We were joined by Tito Bohrt, CEO at AltiSales, to learn how to better align your selling activities with your buyer’s unique journey to purchase.

What You’ll Learn:

  • How reps can influence the buyer’s journey from the very first stages of engagement
  • The importance of reframing sales process stages and KPIs to help sellers align with buyer preferences
  • How to position yourself as a trusted advisor who helps buyers overcome the obstacles they encounter when making purchasing decisions
  • Tips & tricks to quickly & accurately identify which stage of the buying journey your prospect is in (and how that changes your next steps)

Watch it here

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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