Accelerate! With Andy Paul

Chad Sanderson, Managing Partner at ValueSelling Associates, Inc., joins me on this episode. KEY TAKEAWAYS Chad defines the sales singularity as the combination of tech tools and human connections to use the best features of both in the sales process. Technology needs to amplify the human element, not replace it. Automated templated emails tend to devalue human relationships. You can turn that email into a message relevant to a human being by adding two sentences crafted by a person for a person. Chad uses Amazon Prime as an example of a customized, low-friction B2C user experience. Now, on the complex B2B side, buyers are looking for a frictionless experience. You can ask a question to uncover a solution. You can take 15 minutes to research a role in an industry to come up with a relevant targeting question or statement. SDRs qualify a contact for the next call. Chad notes that this requires showing respect for the contact’s role and understanding how your business might help them. Chad recommends tha