The Audible-Ready Sales Podcast Finding New Problems to Solve with Marty Mercer
Jan 17, 2023
Marty Mercer, a Force Management facilitator who coaches B2B sellers on aligning solutions to buyer needs, discusses aligning to shifting buyer priorities. He explores slower decisions, more stakeholders, and reframing value around revenue, cost, risk and employee engagement. He highlights why HR and people leaders matter and offers practical prep and outreach tactics.
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Employee Engagement Is The Hidden Growth Limiter
- Employee engagement can become the single biggest limiter to achieving a company's strategic plan.
- Marty explains that disengaged employees and high turnover block revenue growth, increase costs, and raise operational risk, undermining solutions' impact.
People Matter As Much As Technology
- The people who design, build, and deliver solutions are as important as the technology itself.
- Marty notes many customers' defensible differentiators are their employees' expertise and service commitment, which determine realized outcomes.
Swivel Chair Work Drives Talent Exodus
- Many tech employees leave because they’re stuck doing manual swivel-chair work instead of innovative projects.
- Marty gives examples of staff literally switching between multiple desks and systems, causing disengagement and turnover.