Customer centricity in B2B sales starts with one question: are your processes helping the customer, or just helping your business hit its KPIs? Hasancan Ozyurt, Director of Sales Americas at CHT Group, joins Harry Kendlbacher to challenge how we think about customer centric selling and B2B sales strategy. Why does he believe sales should be the “voice of the customer”? What is the “Club Principle”? And what can a jewelry store in Istanbul’s Grand Bazaar teach us about building customer relationships? The answers challenge some familiar ideas about proactive sales, value based selling, and what it really means to put the customer first. ⏱️ Timestamps:
00:00 | Customer centricity vs internal KPIs
05:29 | Sales leadership and the voice of the customer
09:57 | The Club Principle and customer experience
12:47 | Customer centric selling starts with outcomes
14:57 | Why proactive selling beats product expertise
17:58 | The Grand Bazaar lesson in partner ecosystems The conversation explores:
• Why hitting your internal KPIs can still mean failing the customer
• How sales can turn customer information into urgency across the wider organization
• Why customer centricity is about more than saying yes
• How value based selling changes when customers organize problems around their business, not your product portfolio About Hasancan Ozyurt
Hasancan Ozyurt is Director of Sales Americas at CHT Group. He is leading a customer centric transformation focused on rebuilding a shared sense of urgency, aligning the wider organization around the customer, and helping sales teams create value in new ways. Connect with Hasancan on Linkedin: https://www.linkedin.com/in/hasancan-ozyurt-463a899a/ 📃 Resources 🔗 Explore more at: https://globalperformancegroup.com/
🔗 Download "Beyond Discovery" and discover how forward thinking sales leaders are closing the gap between what’s talked about and what’s actually happening inside high performing teams: https://globalperformancegroup.com/white-papers/beyond-discovery-great-needs-arent-stated-they-are-generated
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