87. Staying Human-First In Your Sales Process w/ Tori Belkin

<p><span style="font-weight: 400;">People buy from people they like, people they feel an emotional connection with.</span></p> <p> </p> <p><span style="font-weight: 400;">But when our sales strategy is to launch directly into the pitch in the first conversation, we get feedback that our company is “too salesy.” </span></p> <p> </p> <p><span style="font-weight: 400;">The flip side of that is a sales experience focused on human connection.</span></p> <p> </p> <p><span style="font-weight: 400;">In this episode, I interview</span> <a href= "https://www.linkedin.com/in/vbelkin/"><span style= "font-weight: 400;">Tori Belkin</span></a><span style= "font-weight: 400;">, Senior Director of Sales and Sales Enablement at</span> <a href="https://www.ceros.com/"><span style= "font-weight: 400;">Ceros</span></a><span style= "font-weight: 400;">, about a human-first sales approach:</span></p> <p> </p> <p><span style="font-weight: 400;">What we talked about:</span></p> <p> </p> <p><span style="font-weight: 400;">What experiential content is & its role in sales</span></p> <p> </p> <p><span style="font-weight: 400;">Taking a feelings-based approach to the customer experience</span></p> <p> </p> <p><span style="font-weight: 400;">Why she hires reps based on the airport test</span></p> <p> </p> <p><span style="font-weight: 400;">The importance of conversation & connection before the sales pitch</span></p> <p> </p> <p><span style="font-weight: 400;">Check out these resources we mentioned during the podcast:</span></p> <p> </p> <p><span style="font-weight: 400;">Tori gave</span> <a href= "https://www.linkedin.com/in/simon-berg-4790505/"><span style= "font-weight: 400;">Simon Berg</span></a> <span style= "font-weight: 400;">a shout-out as an inspiring leader</span></p> <p> </p> <p><a href="https://www.getguru.com/"><span style= "font-weight: 400;">Guru</span></a><span style= "font-weight: 400;">’s customer success team is unparalleled</span></p> <p> </p> <p><span style="font-weight: 400;">Tori’s</span> <a href= "https://www.linkedin.co