{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The 1% Edge","title":"E72 - How do you sell based on Value? | Eric Shaver","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/9a09c16d\"></iframe>","width":"100%","height":180,"duration":2008,"description":"The conversation explores the critical gap in financial literacy among enterprise salespeople and the importance of effective communication with executives. Eric Shaver emphasizes that many sales professionals struggle to engage in meaningful financial discussions, which can hinder their effectiveness in sales. He highlights the need for salespeople to understand financial concepts and communicate in a way that resonates with executive-level decision-makers.\nTakeaways\nAlmost every enterprise salesperson is functionally financially illiterate.\nSalespeople often struggle to start conversations about finance.\nExecutives can quickly assess if salespeople understand their language.\nEffective communication is crucial for guiding executive thinking.\nSales training should include financial literacy components.\nUnderstanding finance can enhance sales effectiveness.\nSalespeople need to articulate value in financial terms.\nBuilding rapport with executives requires financial fluency.\nSales success is linked to the ability to discuss financial matters.\nSales professionals must adapt their language to their audience.\nConnect with Eric: https://www.linkedin.com/in/eshaver/\n- Carlos and the 1% Edge Team\nConnect with Carlos Nouche on LinkedIn: https://www.linkedin.com/in/cnouche/\nVisit Carlos Nouche’s website here: https://carlosnouche.com/\nListen to The 1% Edge on these podcast platforms: \nSpotify: https://open.spotify.com/show/5DXOsN1j0AEjNPoJ68Fnq2\nApple Podcasts: https://podcasts.apple.com/us/podcast/the-1-edge/id1814316904\nAmazon Podcasts: https://music.amazon.com/podcasts/19ea92c1-349b-493f-9646-30be896ab263/the-1-edge\n#AI #artificialintelligence #businesstechnology #humanelement #adoption #futureofwork #productivity #BusinessLeadership #ExecutiveDevelopment #SalesStrategies #ProfessionalGrowth #ProductivityTips #CommunicationSkills #FutureOfWork #AIinBusiness #Resilience #ContinuousImprovement #Mentorship #LeadershipMindset #BlueRidgeBusiness #BusinessGrowth...","thumbnail_url":"https://img.transistorcdn.com/rgoPozmqxOquZFiN7K2reWwvAKCexa9oxlrwdQazAHg/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9mZWQ4/Y2U4MjVmZWQ3MDJj/MWY2NDQ0MTMxYjdh/MGIzYi5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}