Sharla Wendt, SVP of U.S. Sales and Marketing at BD, explains how great salespeople introduce new thinking when customers don’t yet recognize the full problem or opportunity in front of them.
In this video, you’ll discover:
- Why traditional needs-based discovery can fall short
- How credible insights can reshape customer conversations
- Why winning one internal champion is no longer enough
- What it takes to create lasting change in a complex organization
For anyone working in B2B sales, enterprise sales, medical sales, or sales leadership, this conversation offers a practical look at moving beyond discovery and becoming a genuine advisor to the customer.
📄 Free White Paper: Day Zero — Why Revenue Is Won Before the First Meeting
Buyers research, compare options, align stakeholders, and form opinions before they ever speak with sales. Learn how revenue teams can build credibility and influence decisions earlier in the buying journey.
Download here: https://globalperformancegroup.com/white-papers/day-zero-why-revenue-is-won-before-the-first-meeting/
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