Revenue Optimization Radio by Altify

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How to Focus on Customer Outcomes

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Jane Freeman of SDL is fundamentally in the business of managing experiences, content and brand. SDL is a global content management organization through localization and delivery. Its core is enablement leadership. A central process is needed to position them in the sales cycle. 

In this episode, Jane and Patrick talk about the fact that deal qualification is not a one-off task. It's a continuous effort bringing continuous benefit. Things change and are constantly moving. The deal is evolving, the solutions are evolving, the customer challenges are continuously evolving. Look what's right in front of you, but also three to four steps ahead. This is opportunity management.

Invest more time to investigate the customer. This is what strategic selling looks like.  Listen to this episode to hear how Jane Freeman and her SDL team get under the skin of a customer in a good way. 

Jane Freeman on Linkedin

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Altify   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

Unleashing the Entire Revenue Team to Solve Customer Problems

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Selling to the top 100 companies in the world requires not just strong qualification and a strategic approach to opportunity management, it requires changing the mindset from “what can we sell the customer,” to “what problem are we solving.” Jane shares her insights on how to activate the entire revenue team, what a great deal review looks like and shares her thoughts on how to focus on customer outcomes.

About our guest, in her own words:

I have been involved in the translation world for a long time now in various capacities - covering project management through to global sales and account management roles. I am a successful sales person and am constantly looking for a solution that best fits with my customers' needs and solves their problems, now and in the future.