In this episode, Brian Dietmeyer talks with Chris Mills, Chief Revenue Officer at ID.me, diving into the intricacies of sales strategy and the evolving landscape of customer engagement. From the importance of understanding power structures within organizations to the shift towards a diagnostic approach during discovery, Chris Mills shares valuable insights for sales professionals looking to drive success in today's fast-changing market. 

Timestamps:

04:21 Qualify buyer, give them an out.

07:25 Customer feedback drives quick development and adaptation.

09:46 Constantly asking why we win or lose.

14:51 Qualify opportunities fast, don't waste time.

17:14 Praising ServiceNow's Visualize for effective value selling.

20:30 Qualify, decide, guide, follow, discover, analyze, improve.

23:18 Focus on problem-solving, credibility, and customer success.

26:43 Chief revenue officer explains role and strategy.

30:35 Streamline sales processes for efficiency and effectiveness.

33:26 Challenges of engagement on Zoom and baseball.