Season 1, Episode 13

B2B Sales Insights for Prospecting

Sales is often a knowledge game. And knowing the most about your solution isn’t the most important. Kevin Duffer joins the podcast to detail the other 2 most important knowledge buckets your team needs to have when selling B2B.

Listen Where You Get Your Podcasts

Meet The Guest

Kevin Duffer

Guest

LinkedIn

Kevin Duffer is now the VP at Learn to Win for Government Markets (at the time of recording, Kevin was with Management concepts).

Kevin is an experienced sales leader with great insight that goes beyond the standard “this is how to approach sales”. His way of thinking about and approaching B2B sales is unique.

He is a firm believer in the saying “you never know too much” and is always pushing himself and his teams to be students of the industry.

Meet The Host

Kyle Holder

Host

For someone that likes to talk as much as Kyle does, talking about himself doesn’t come easy.

Here are the Top 3 Things to know about Kyle:

He loves to learn. Kyle knows a little bit about a lot of things. Just enough to make him dangerous.
Curiosity is what drives him. Filled with tons of nearly useless facts, because “you never know when that information may become useful”
A true Do-It-Yourselfer. He loves to tackle a challenge and try to figure it out himself, stumbling and learning along the way.

Kyle believes the world of sales is one of the most interesting topics to discuss. It is fundamentally the same as it was 100’s of years ago, yet it evolves every day.

You can talk to him about Sales – Marketing – Raptors Basketball or Star Wars – all topics he loves to dive into.

Three Non-negotiables for B2B Sales:

Know your Solution … Better than anyone
Know your Competitors … Better than anyone
Know your Prospect … Better than anyone

These are the Core Philosophies that Kevin uses to guide his Business Development and Sales Strategy. He is always learning. Right up until that RFP is submitted, the deal is won/lost or the PO is received. Leveraging knowledge he can obtain from any source, he is always improving his expertise in his area of focus.

Kyle and Kevin talk about the upside and downside of Virtual Training and New Employee Onboarding. They also dive into Sales Knowledge Download for new hires, Building relationships with competitors or other businesses already selling into your prospect organization and the need to continuously grow your Professional Network.