Mastering Compliance Sales Leads: A Guide to Success

“Finding a good compliance sales lead is like searching for a needle in a haystack," a veteran in compliance SaaS sales once remarked. But what if you had a magnet to make that needle come to you? This article is your magnet in the realm of compliance and security sales. If you want to get to the meat faster, go to the “Sales Strategies and Techniques for Compliance Industry” section. Our focus here is to equip sales leaders with the most up to date strategies in email marketing, social selling, and sales automation to effectively target and engage with buyers. Does your current sales strategy align with the latest sales trends and client engagement methodologies? This article promises to not only answer that question but also provide actionable solutions to boost your sales performance in the ever-evolving world of compliance sales.

Table Of Contents

1. Key Takeaways
2. Overview of B2B Sales and Lead Generation in Compliance
3. The Importance of Targeting the Right Audience
4. Breaking Down the Sales Cycle: From Lead Generation to Sales Conversion
5. Sales Strategies and Techniques for Compliance Industry
6. Connecting with High-Impact Enterprise Software Buyers
7. Lessons from Leading Compliance Sales Teams and Strategies
8. Future Trends and Opportunities in Compliance Sales Leads
9. FAQ Section

Key Takeaways

• Target Audience Precision: It's vital to precisely identify and target the right audience in compliance sales, especially in niche markets like compliance. This targeted approach ensures efficient resource use, higher conversion rates, and more Sales Qualified Leads (SQLs). Personalizing outreach and utilizing AI-enabled sales prospecting systems are key to identifying high-intent leads.
• Educational and Trust-Building Sales Strategies: In compliance sales, the focus should be on educating potential clients about compliance issues and building trust rather than aggressive selling tactics. Utilizing educational content, webinars, and case studies, along with demonstrating expertise in compliance matters, is essential in nurturing leads and guiding them through the sales funnel.
• Effective Lead Generation and Qualification: The process begins with generating qualified leads using targeted B2B sales strategies and social selling. Proper lead qualification is crucial, which involves using AI tools and lead scoring to focus on prospects that align with target audience profiles and have a genuine need for the product.
• Sales Enablement and Analytics: Equipping sales teams with the necessary tools, training, and up-to-date sales materials is fundamental. Sales analytics and metrics play a critical role in understanding effective strategies, refining lead generation and qualification criteria, and improving nurturing processes.
• Adapting to Future Trends and Opportunities: Staying ahead of trends like the increasing role of digital marketing, data-driven sales strategies, sales automation, and social selling is crucial. Emphasizing personalized customer experiences and ongoing sales training to navigate the evolving compliance landscape will be essential for sustained success in compliance software sales.

Introduction to Compliance Sales Leads

In the realm of B2B sales, particularly in the compliance sector, the journey from a cold lead to a closed deal is not just a process; it's an art. It's about understanding the unique dance of compliance in sales, where every step must be precise and every move calculated. Let me walk you through this intricate dance.

Overview of B2B Sales and Lead Generation in Compliance

First, consider the sales cycle in the context of compliance. It's not your typical B2B scenario. Here, trust is king. Why? Because compliance deals with sensitive data, stringent regulations like GDPR, and hefty consequences for missteps. Your target audience isn't just looking for a product; they're looking for a partnership based on trust and expertise.

So, how do you generate leads in such a sensitive field? It starts with robust sales prospecting. Gone are the days of cold calling and hoping for the best. Today, it's about smart, targeted approaches. Utilize technology and AI to identify prospects who have shown interest in compliance-related topics. This is where content marketing can also play a crucial role. By creating informative, insightful content, you're not just reaching out to potential clients; you're also establishing your authority and expertise in the field.

Once you have your prospects, it's time for lead nurturing. Remember, in compliance sales, a rushed sale is often a lost sale. Your sales team needs to be well-versed in the intricacies of compliance, able to answer any query, and address any concern. Sales enablement tools come in handy here, equipping your team with the necessary information and tactics.

As you guide your leads through the sales funnel, focus on lead qualification. Not every prospect is going to be the right fit, and that's okay. It's about finding those who are the perfect match for your compliance solutions. Think of it as creating a list of Marketing Qualified Leads (MQLs), where quality trumps quantity.

Digital marketing and sales automation can be your allies in this journey. Utilize email marketing to keep your prospects engaged, but make sure every email adds value. Personalize your communications. Remember, you're not just selling a product; you're offering a solution to a complex problem.

Sales analytics and metrics are crucial. They tell you what's working and what's not. Adjust your strategies based on data, not just gut feelings. And always, always keep an eye on sales trends. The world of compliance is ever-evolving, and your sales strategies should evolve with it.

Finally, let's talk about customer acquisition. In the compliance sector, this is the moment of truth. It's where your efforts in lead generation, nurturing, and qualification come to fruition. But it's also just the beginning of a relationship that, if nurtured correctly, can lead to long-term partnerships and growth.

B2B sales and lead generation in the compliance sector are about much more than just selling a product. It's about building trust, demonstrating expertise, and creating value for your clients. It's a challenging but rewarding journey, one that requires a keen understanding of your target audience, a strategic approach to lead generation, and a commitment to excellence in every interaction. Remember, in compliance sales, every lead is not just a potential sale; it's an opportunity to build a lasting relationship based on trust and expertise.

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The Importance of Targeting the Right Audience

In the compliance software industry, where the stakes are high and the niche is specific, targeting the right audience isn't just important, it's crucial. For sales leaders, understanding this can make the difference between a thriving business and a struggling one. Let's break down why this is and how to do it effectively.

Firstly, let's talk about the uniqueness of your product – compliance software. This isn't a one-size-fits-all solution. Your product is designed for a specific market with specific needs. The first step is to clearly define who your target audience is. Are they large corporations, SMEs, or startups? Are they in a particular sector like finance or healthcare where compliance is non-negotiable? Understanding this shapes your entire sales strategy. Here’s 5 key data compliance regulations to know for 2024:

Now, why is this targeting so crucial? In the world of B2B sales, and especially in SaaS sales, resources are finite. You've got a limited amount of time, a sales team to manage, and sales targets to hit. Every cold call, email marketing campaign, or social selling effort that isn't aimed at the right audience is a wasted opportunity. In contrast, when you target accurately, every effort is more likely to convert, every lead more likely to become a Sales Qualified Lead (SQL), and every sales pitch more likely to resonate.

How do you ensure you're targeting the right audience? Start with data. Dive into your sales analytics, look at your most successful clients, and analyze what they have in common. Once you have a clear grasp on why your current customers are committed and why the timing made sense for them, use AI enabled sales prospecting systems to segment your audience and tailor your content and sales efforts to speak directly to their needs. This isn't just about demographics. It's about understanding the challenges your potential clients face and how your product can solve them. LavaReach and other enabled tools help you identify market signals, real time triggers, and search intent to help capture those high intent leads in motion.

Lead scoring is another powerful tool. By ranking your leads based on how well they match your target profile, you can focus your sales team's efforts on the most promising prospects. This not only improves sales performance but also helps in better lead nurturing. Remember, in the compliance software industry, the sales cycle can be long and complex. Nurturing the right leads is key to eventual sales conversion. Getting the right data to action on is usually the most significant time suck and blocker to effective lead scoring, AI in recent years has advanced with abilities to automate a lot of the prospect research work.

One more aspect to consider is client engagement. In compliance software sales, trust is a key currency. Your target audience needs to trust that your product can protect them from compliance risks. This is where thought leadership and expertise come into play. Use digital marketing to share insights about compliance challenges and how your software addresses them. Participate in networking strategies and online forums where your target audience seeks advice. The goal is to position your brand as not just a vendor but a trusted advisor in the compliance space.

Targeting the right audience in the compliance software industry is not just a sales tactic, it's the foundation of your entire sales process.

Understanding the Sales Cycle in Compliance Sales

Breaking down the sales cycle in the compliance software industry is like unfolding a map for a treasure hunt. Each stage, from lead generation to sales conversion, holds crucial steps that, when executed correctly, lead to the treasure chest of successful sales. Let’s dive into this journey, particularly focusing on how sales leaders can navigate these waters with precision and strategy.

Breaking Down the Sales Cycle: From Lead Generation to Sales Conversion

Stage 1: Lead Generation

The journey begins with lead generation. In compliance software sales, this isn't just about finding anyone interested in your product; it's about finding the right someone. Utilize targeted B2B marketing strategies, like content marketing and personalized sales outbound, that speak directly to the pain points of your specific audience. Remember, compliance is a nuanced field. Your message should demonstrate your expertise and address specific regulations like GDPR compliance. Engage in social selling and networking strategies to build connections. The goal here is not just to generate leads but to generate qualified leads that are more likely to convert.

Stage 2: Lead Qualification and Nurturing

Once you have your leads, it's time to qualify them. This is where CRM systems and lead scoring come into play. You want to ensure that the leads you pursue align with your target audience and have a real need for your compliance software. After qualification, lead nurturing begins. Remember, in compliance software sales, trust is key. Your nurturing process should build that trust and position your product as a solution to a problem, not just another sales pitch.

Stage 3: Sales Conversion

Here's where the magic happens – sales conversion. But magic doesn’t just happen; it’s carefully orchestrated. This is where your sales team's training and sales enablement tools play a crucial role. Your team should be well-versed in not just the features of your software but also how those features meet compliance needs. Sales presentations and demos should be tailored to address the specific concerns and requirements of each lead. This stage is not just about closing a deal; it's about starting a partnership.

Continuous Process: Sales Analytics and Feedback

The sales cycle is a loop, not a line. Continuous analysis of sales data and metrics is essential. This feedback loop helps in refining your lead generation strategies, improving your qualification criteria, and enhancing your nurturing processes. Sales analytics provide insights into what’s working and what’s not, allowing you to adjust your strategies in real-time.

Sales Strategies and Techniques for Compliance Industry

Now let’s get into the fun tactics that you can start using today. In the compliance software industry, selling is less about persuasion and more about education and trust-building. As a sales leader, navigating this landscape requires a blend of traditional sales techniques and innovative strategies tailored to the unique needs of your target audience. Let’s explore some key strategies and techniques that can elevate your sales performance in this specialized field.

Understanding the Compliance Landscape

First and foremost, you need an in-depth understanding of the compliance landscape. This means staying updated with GDPR compliance issues, industry regulations, and how these impact your clients. Your sales team should be well-versed in these topics, not just as salespeople, but as knowledgeable consultants. This expertise forms the backbone of your sales strategy.

Using News and Events Strategically in Outbound

With tools like LavaReach, you are able to identify news for security and data breaches for the specific vertices you’re selling into. Using this information as part of your cold sales outreach has proven to improve every metric in the outbound journey because it creates massive urgency and relevance for your prospects. Imagine if you saw an email in your inbox on a random morning that said “Hey Bob - look outside, your neighbor's house is currently on fire and they have the same fire prevention system as you, how about upgrading your fire prevention system?”. The equivalent to selling in the security industry will be something like “Hey Bob - recently read that Company ABC in the same industry as you had a security breach last week, we specialize in protecting this industry, care for a deeper look?”. Now imagine this type of personalization at scale, and the research automated. Leveraging tools that can do this at scale would be a game changer.

Educational Sales Approach

In the compliance software market, an educational sales approach is key. This involves using content marketing and digital marketing to educate your target audience about compliance issues and how your software provides a solution. Think webinars, whitepapers, and case studies. This approach not only positions your brand as an authority but also nurtures leads through the sales funnel. Apply the challenger sale methodology wherever it’s warranted, which will allow your prospect to gain more trust over the sales cycle.

Building Relationships through Lead Nurturing

Lead nurturing in the compliance software industry is crucial. Your sales prospects might not be ready to purchase immediately, but through consistent and informative communication, you can keep your brand at the forefront of their minds. Email marketing can be a powerful tool here, offering regular insights and updates related to compliance.

Leveraging Sales Enablement Tools

Sales enablement tools are your best friend. Equip your sales team with the latest tools and resources to effectively communicate your software's value proposition. This could include training in sales techniques specific to compliance software, access to up-to-date sales materials, and training on the latest sales trends and technologies.

Social Selling and Networking

Don’t underestimate the power of social selling and networking. Engaging with potential clients on professional networks like LinkedIn can open doors to new opportunities. Your sales team should be active in relevant groups, sharing insights, and connecting with industry professionals.

Tracking Sales Performance and Metrics

Finally, tracking sales performance and metrics is crucial. Regularly review sales data and metrics to understand what’s working and what’s not. This will help you adjust your strategies and ensure that your sales team is on track to meet its sales targets.

In conclusion, selling compliance software requires a nuanced approach that balances educational content, relationship building, and strategic use of technology. By understanding your client's needs, nurturing leads with valuable information, and leveraging the right sales tools, you can create a sales strategy that not only meets but exceeds your targets in this challenging yet rewarding field. Remember, in the world of compliance software, trust and knowledge are your most valuable assets.

Special Focus: Enterprise Software Buyers

In the dynamic world of compliance software, connecting with high-impact enterprise software buyers is a game-changer. As sales leaders, it's crucial to not just reach out to potential clients but to truly connect with them. Let's delve into how you can make these connections more meaningful and impactful.

Connecting with High-Impact Enterprise Software Buyers

Firstly, understanding the unique needs of enterprise software buyers is vital. These are not your average customers; they're looking for solutions that can seamlessly integrate into their complex systems while adhering to stringent compliance standards like GDPR. This requires a deeper level of engagement. You're not just selling a product; you're offering a solution to a significant challenge in their organization.

Now, let's talk strategy. In B2B sales, especially in SaaS sales, personalization is key. Use CRM systems to gather as much information as possible about your prospects. What are their specific compliance challenges? What solutions have they tried in the past? This information is gold. Use it to tailor your sales pitch, making it as relevant and impactful as possible.

Email marketing is a powerful tool in your arsenal, but it needs to be used wisely. Generic emails won't cut it. Each email should feel like it was written specifically for the recipient, addressing their unique challenges and needs. This level of personalization shows that you're not just looking for a sale, but are genuinely interested in solving their problems.

Networking strategies play a crucial role too. In the world of enterprise software, decisions are often influenced by trust and relationships. Attend industry events, webinars, and forums. Make your presence felt. But more importantly, listen. Understand the pain points of potential clients and offer insights and solutions. Position yourself and your team as experts in compliance software, not just vendors.

Engaging in social selling is another effective technique. LinkedIn can be a particularly useful platform for this. Share content that's not just promotional but educational and insightful. Engage in discussions, answer questions, and be a part of the conversation. This approach helps build your brand's credibility and authority, making potential clients more receptive to your sales efforts.

Lead nurturing is also critical. The sales cycle in enterprise software sales can be long and complex. Stay in touch with your prospects throughout this cycle. Regular check-ins, sharing useful content, and being responsive to queries can keep you top of mind. Remember, patience and persistence are key in lead nurturing.

Lastly, never underestimate the power of client engagement. Once a sale is made, the relationship doesn't end there. Continuous engagement can lead to upselling opportunities and referrals, which are invaluable in the B2B world.

Shortening the Sales Cycle and Amplifying Results for Enterprise Software In the compliance software industry, especially for enterprise-level solutions, the sales cycle can feel like a marathon. It's intricate, often lengthy, and requires a deep understanding of the client's needs. However, in today's fast-paced market, shortening this sales cycle without compromising on quality or results becomes crucial. So, how do we do this?

First, let's address the elephant in the room – the complexity of compliance software. It's a technical product with a lot of moving parts, including GDPR compliance, data security, and regulatory changes. This complexity often lengthens the sales cycle as clients need time to understand and appreciate the value of your product. But here's where expertise and effective communication come into play.

One key strategy is to simplify your message. Often, we get bogged down in the technicalities, losing our prospective client's interest. Use simple language and clear examples to demonstrate how your software solves specific compliance issues. Sales tools like demos or interactive presentations can be game-changers here. They can turn an abstract concept into something tangible and understandable.

Now, let's talk about lead qualification. This is critical in shortening the sales cycle. Spend time and resources on leads that show the most promise - those who are actively seeking compliance solutions, have a budget, and the authority to make purchasing decisions. Tools like CRM systems and lead scoring can significantly aid in this process. By focusing on high-quality leads, you reduce the time spent on those less likely to convert.

Sales enablement is another crucial aspect. Equip your sales team with the right tools, training, and content to engage effectively with prospects. In compliance software sales, your team must not only be great at selling but also at educating the client. This dual role can significantly speed up the decision-making process.

Digital marketing can also play a significant role. Engaging content marketing strategies, targeted email campaigns, and a strong online presence can educate your potential clients even before the first sales conversation. This way, a lot of groundwork is done ahead of time, making the actual sales process smoother and faster.

Lead nurturing is a marathon, not a sprint. It's about building relationships over time. Regular check-ins, providing valuable insights, and being a resource can keep your product top of mind. When the time comes to make a decision, your solution will be at the forefront.

Finally, let’s talk about feedback loops. Keep a close eye on your sales analytics. Understanding what's working and what isn't is key to refining your approach continuously. This is where sales performance metrics come into play, giving you real-time insights into every stage of your sales cycle.

Lessons from Leading Compliance Sales Teams and Strategies

Leading a compliance sales team is like navigating a ship through challenging waters. The compliance software industry is marked by complex regulations, demanding customer expectations, and intense competition. Drawing lessons from top compliance sales teams can provide valuable strategies for sales leaders looking to excel in this dynamic field.

First and foremost, understanding the unique nature of the compliance market is crucial. Compliance isn't a one-off product purchase; it's an ongoing commitment. Sales leaders who recognize this shift their focus from mere customer acquisition to building long-term relationships. This approach demands a deep understanding of the sales cycle in the compliance software industry. It's typically longer and involves more stakeholders than other B2B sales. Patience and persistence are key.

A standout strategy used by successful compliance sales teams is a thorough lead qualification process. Not every business needs the same level of compliance software, and understanding this can save your team a lot of time and resources. Lead scoring, a technique often underutilized, can be a game-changer here. By ranking leads based on their likelihood to purchase and fit with your product, your team can focus their efforts where it matters most.

Another lesson is the importance of equipping your team with the right tools and training. Sales enablement in the compliance software industry isn't just about product knowledge. It's about understanding the nuances of regulations like GDPR compliance and being able to articulate this to a potential client. This requires regular sales training and access to up-to-date information, something that CRM systems and digital marketing tools can facilitate.

In terms of sales techniques, personalization has emerged as a powerful approach. Generic email marketing campaigns and cold calling scripts are less effective in an industry where trust and expertise are paramount. Tailoring your message to address specific compliance concerns of each prospect can significantly increase engagement and conversion rates. This requires a solid grasp of your sales data and analytics to understand what resonates with your audience.

Content marketing also plays a vital role. Leading teams use it not just for lead generation but as a tool for educating potential clients and establishing thought leadership. High-quality, informative content on compliance topics can position your brand as an authority, enhancing client engagement and trust.

Finally, embracing the latest sales trends and technologies can provide a competitive edge. Sales automation tools, for instance, can streamline repetitive tasks, allowing your team to focus more on relationship-building and strategy. Moreover, staying attuned to changes in compliance regulations and adapting your sales strategy accordingly is vital.

In conclusion, leading a successful compliance software sales team requires a combination of strategic foresight, deep industry knowledge, and a focus on relationship-building. By learning from the strategies of top-performing teams, embracing technology, and continually adapting to the evolving landscape, sales leaders can drive exceptional results in this challenging yet rewarding field. Remember, in compliance software sales, success lies in understanding not just your product, but also the complex ecosystem in which your clients operate.

Future Trends and Opportunities in Compliance Sales Leads

As a sales leader in this domain, understanding and leveraging these trends can significantly elevate your sales strategy and lead generation efforts. Let's dive into the trends that are shaping the future of compliance sales leads and how you can tap into these opportunities.

First, let's talk about the increasing importance of digital marketing in the compliance software industry. The days of relying solely on traditional sales techniques like cold calling are fading. Today, your target audience is online, seeking information and solutions. This shift necessitates a stronger focus on content marketing and online marketing strategies. By producing valuable, insightful content on compliance issues, changes in regulations like GDPR, and how your software addresses these challenges, you can attract more informed and engaged leads. This approach not only generates leads but also positions your brand as a thought leader in the compliance space.

Next, consider the role of sales analytics and sales data in understanding your target audience. The future of sales is data-driven. By analyzing customer data, sales performance, and market trends, you can gain a deeper understanding of your potential clients' needs and tailor your sales strategy accordingly. This data-driven approach enables more effective segmentation and targeting, ensuring that your lead generation efforts are focused and efficient.

Sales automation is another key trend. As compliance regulations become more complex, the need for efficient, automated solutions to manage sales processes and customer relationships becomes paramount. Implementing CRM systems and marketing automation tools can streamline your sales process, from lead scoring to customer acquisition, making it more efficient and effective.

The rise of social selling is also noteworthy. With more professionals turning to social networks for business development and networking, platforms like LinkedIn have become fertile grounds for identifying and engaging with potential leads. Social selling is about building relationships and trust, crucial elements in the compliance software industry. By being active and engaging on these platforms, you can connect with your target audience, understand their challenges, and position your product as the solution they need.

In addition to these trends, there is a growing emphasis on personalized customer experiences. Personalization in email marketing, targeted sales campaigns, and client engagement strategies can significantly boost lead conversion rates. Your potential clients want solutions that cater to their specific needs and challenges. Demonstrating that you understand and can address these unique requirements will set you apart in a crowded market.

Lastly, the importance of ongoing sales training cannot be overstated. The compliance landscape is ever-evolving, and your sales teams need to stay informed and skilled in the latest sales techniques and compliance regulations. Investing in regular training ensures that your team is equipped to effectively communicate the value of your product and navigate the complexities of compliance sales.

In conclusion, the future of compliance sales leads is shaped by digital transformation, data-driven strategies, personalized experiences, and continuous learning. As a sales leader in the compliance software industry, embracing these trends and integrating them into your sales strategy will not only help you generate more qualified leads but also position your company as a leader in an increasingly competitive market. Remember, the key to success in this evolving landscape is adaptability, innovation, and a deep understanding of your target audience's needs.

FAQ Section

1. What are the key components of a successful B2B sales strategy for compliance sales leads?

A successful B2B sales strategy for compliance sales leads includes understanding sales compliance, effective lead generation, employing a robust sales funnel, and aligning sales and marketing efforts for maximum lead nurturing and conversion.

2. How does lead generation in compliance in sales differ from regular lead generation?

Lead generation in compliance sales focuses on generating Marketing Qualified Leads (MQLs) that adhere to specific regulations like GDPR compliance, ensuring a higher quality and legality in the sales cycle.

3. What role does email marketing play in nurturing compliance sales leads?

Email marketing is crucial in nurturing compliance sales leads by providing relevant, GDPR-compliant content. It helps in keeping leads engaged throughout the sales cycle and supports lead qualification and conversion efforts.

4. What is the importance of CRM systems in managing compliance sales leads?

CRM systems are vital for managing compliance sales leads as they help in organizing sales data, tracking sales metrics, and ensuring GDPR compliance throughout the sales process, enhancing overall sales performance.

5. How can SaaS sales benefit from a focus on compliance in sales leads?

SaaS sales can benefit from compliance in sales leads by building trust with prospects, ensuring adherence to regulations like GDPR, and thus improving customer acquisition and sales conversion rates.

6. What are the challenges in aligning sales and marketing teams in B2B marketing for compliance leads?

The main challenges include ensuring both teams are aligned on the target audience, understand the nuances of compliance in sales, and effectively use sales tools and content marketing to generate and nurture leads.

7. How does lead scoring enhance the efficiency of sales teams in handling compliance sales leads?

Lead scoring enhances efficiency by prioritizing leads based on their engagement and compliance, allowing sales teams to focus on the most promising prospects, streamlining the sales pipeline, and improving sales forecasting.

8. Why is sales enablement important in selling strategies for compliance sales leads?

Sales enablement is crucial as it provides sales teams with the necessary tools, training, and sales insights to effectively engage with compliance-conscious prospects and helps in achieving sales targets.

9. What techniques can be used in digital marketing to attract compliance-focused sales leads?

Effective techniques include content marketing that highlights compliance expertise, targeted social selling, and using marketing automation to deliver personalized, compliance-focused messages to the right audience.

10. How can sales reporting and analytics improve sales strategies for compliance leads?

Sales reporting and analytics provide valuable insights into sales trends, customer engagement, and sales opportunities, allowing for data-driven adjustments in sales strategies to optimize performance and meet sales targets.

About Max Woo

Max Woo is a multiple time founder with years of first-hand experience in B2B sales and revenue leadership. He has a consistent track record of helping companies experiment and implement outbound in SaaS and other industries. Throughout his career, Max has set up numerous outbound motions for the first time for companies that previously had not found success with sales led customer acquisition. Max also regularly shares his insights on LinkedIn in areas such as trigger based selling, AI enabled customer acquisition, outbound automations, prospect research, and more. He is dedicated to empowering sales leaders and individual sales people to not only become better professionals, but also learn to embrace unique strategies and build experiences that are tailor fit for the way their prospects can realize value, and he believes that empathy for customers and prospects always triumph against tactics that just closes the deal.