Disruption Interruption podcast host and veteran communications disruptor KJ Helms talks about game-changing tech sales strategies for high-growth companies with Remy Piazza.
(TAMPA BAY, FLA.) June 13, 2022 — In the hypercompetitive world of startups and technology, companies are often early adopters of new, disruptive tactics. With high valuations, lofty missions, and VCs and private equity investors pushing for explosive growth, revenue leaders such as Remy Piazza come in to challenge the status quo and hit nearly impossible revenue growth goals.(1) For tech sales reps, 65% of buyers reach out once they’ve already made a purchasing decision, and 57% want to forgo talking to a sales rep at all. It's clear the modern tech buyer demands a more thoughtful approach.
Karla Jo Helms, the host of the Disruption/Interruption podcast, interviews Remy Piazza on the secret ingredients of high-performing sales teams, competitive market penetration, and scalable revenue operations. For tech professionals, buyers have completely flipped the traditional sales script on its head, leaving some companies in the dust and offering a huge upside to the businesses that pivot quickly.
“What is the challenge for sales teams today when you have such an educated consumer? How do you disrupt the traditional selling process for the sales professional to really become the expert?” asks Helms.
Piazza explains how he achieves such high-performance results in a disruptive sales process — meeting the new, educated buyers exactly where they are and forgoing old sales journeys.
Piazza says, “We see a lot of folks coming to us when they've done just a tremendous amount of research, they have a pretty good handle on their problem, and they understand who the players are in the industry and who they should be talking to. Call that…65-70% of the way through the buyer journey!”
Piazza elaborates:
The main ingredient for disruption? Speed. Revenue leaders and board members care about fast results and explosive growth.
The status quo of tech sales is the buyer-seller relationship. Historically, buyers had to contact multiple salespeople at multiple companies at the beginning of their buying journey, allowing the sales rep to guide their purchasing path. Now, 65% of them involve sales reps after they’ve made a decision.
Indeed, today's buyers contact sales reps toward the tail end of their buying journey — after they’ve completed their own research, are confident about the main players, and already know what problems they need to solve.
Consultative selling is the new evolution of tech sales. Building relationships with buyers, showing off business acumen, and articulating a deep understanding of their problems is the new way to forge a collaborative tech purchase.
The new generation of consumers needs a modernized process. “The new tech buyer asks, ‘Why can’t this be like buying another iPhone for me? Why does it have to be so cumbersome, and why do we have to meet face-to-face 25 times before I can purchase?’” explains Piazza.
Research shows that 87% of consumers want to self-serve their buying journey, and disruptors such as Remy Piazza are making sure companies embrace this new sales cycle, stop clinging to outdated processes, and drive remarkable revenue results in the process.(2)
Disruption Interruption is the podcast where you’ll hear from today’s biggest Industry Disruptors. Learn what motivated them to bring about change and how they overcome opposition to adoption.
Disruption Interruption is available via the Podbean app and on Apple's App Store and Google Play.
About Disruption Interruption:
Disruption is happening on an unprecedented scale, impacting all manner of industries — MedTech, Finance, IT, eCommerce, shipping and logistics, and more — and COVID has moved their timelines up a full decade or more. But WHO are these disruptors, and when did they say, “THAT’S IT! I’VE HAD IT!”? Time to Disrupt and Interrupt with host Karla Jo “KJ” Helms, veteran communications disruptor. KJ interviews bad a**es who are disrupting their industries and altering economic networks that have become antiquated with an establishment resistant to progress. She delves into uncovering secrets from industry rebels and quiet revolutionaries that uncover common traits — and not-so-common — that are changing our economic markets… and lives. Visit the world’s key pioneers that persist to success, despite arrows in their backs at http://www.disruptioninterruption.com.
About Karla Jo Helms:
Karla Jo Helms is the Chief Evangelist and Anti-PR™ Strategist for JOTO PR Disruptors™. Karla Jo learned firsthand how unforgiving business can be when millions of dollars are on the line — and how the control of public opinion often determines whether one company is happily chosen, or another is brutally rejected. Being an alumna of crisis management, Karla Jo has worked with litigation attorneys, private investigators, and the media to help restore companies of goodwill into the good graces of public opinion. She operates on the ethic of getting it right the first time, not relying on second chances, and doing what it takes to excel. Helms speaks globally on public relations, how the PR industry has lost its way, and how, in the right hands, corporations can harness the power of Anti-PR to drive markets and impact market perception.
About Remy Piazza:
Remy Piazza is the Chief Revenue Officer at Cosaic, the leading workflow solutions provider. A global sales leader, Piazza has spent 20 years leading technology companies to triple-digit revenue growth, disrupting modern tech sales in the process. After graduating from McMaster University with a degree in labor relations, Piazza began his career in the telecommunications industry in the early ’90s. With multiple executive-level sales leadership positions, Piazza made a name for himself as a high-growth disruptor. This change-agent identity began at a young age in an entrepreneurial, hard-working family, and a young Piazza was constantly pushing the envelope with high energy and innovation. See https://www.linkedin.com/in/remypiazza/.
Sources:
Aussant, Philippe; “Top 35+ customer experience statistics to know in 2022”; 3 April 2022; Emplifi; emplifi.io/resources/blog/customer-experience-statistics
Resource; “B2B Buying Disconnect: Forecasting Radical Changes in Tech Buying Behavior”; 2021; Trust Radius; trustradius.com/wp-content/uploads/b2b-buying-disconnect-2021.pdf
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Media Inquiries:
Karla Jo Helms
JOTO PR™
727-777-4619
jotopr.com
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