Remy Piazza's guest appearances

Remy Piazza

The Modern Selling Podcast

The Sales Engagement Podcast

Disruption / Interruption

Jake Dunlap

Bob Moesta

Josh Jordan

Max Altschuler

Paul Ford

Jeff Bajorek

David Morse

Matt Schatz

Justin Welsh

Kevin Dorsey

David Brier

Randy Frisch

Casey Cheshire

Daniel Rodriguez

Richard Harris

OwlTail

Our guest today has a track record of producing game-changing results every year, even when the odds were stacked against him. He is a global sales leader and has spent 20+ years leading technology companies towards triple-digit revenue growth.  Remy Piazza Chief Revenue Officer at Cosaic has a unique ability in developing high-performing teams, penetrate new markets and integrate scalable sales operations and enablement. He disrupting the sales approach and is at the forefront of the digital sales revolution.      Key Takeaways:  The main ingredient of disruption is to understand what could be better and faster. A company’s board members care about growth and how fast can they achieve it. Some old methods of conducting business may not work in achieving the targeted sales and revenue figures.   Status Quo with sales is the buyer-seller relation. Previously, if a potential customer was interested in a product or service, he/she had to contact the salesperson in the initial stages of their buying journey. After the boom of digital media and COVID, the potential customer now has access to a lot of information and about 65% of them involve sales reps in their buying journey after making a decision.   Understanding the buyer’s journey and adjusting to the new approach to selling has become a big effort for product &amp; services marketers.   The biggest change and challenge in the buyers’ journey is that now, customers are more educated and about 65%-70% do their homework &amp; research about the industry, competition and whom they wish to speak to regarding their problem.   There is more awareness about the need to sell consultatively. Consultative selling is setting up a strong foundation, building business acumens, asking the right questions, and knowing how to ask them and when to ask them, which can take years to perfect.   Specialization is key, to understanding the client’s/customer’s problems and offering them value with your solutions. “No one cares how much you know until they know how much you care”   Quote of the show:  10:18 to 10:53  “In my experience, we see a lot of folks coming to us when they have done a tremendous amount of research, they have a pretty good handle on their problem and they do understand who the players are in the industry and who they should be talking to. That’s called about 65% -70% of the way, right! That’s the biggest change I’ve ever seen, whereas before, buyers would be like, we think we have a problem, were not sure who we need to speak to. It’s different, they are much more educated now than they ever have been.”   Links:  LinkedIn:  https://www.linkedin.com/in/remypiazza/  Company Website: https://cosaic.io/     Ways to Tune In:  Amazon Music - https://music.amazon.com/podcasts/eccda84d-4d5b-4c52-ba54-7fd8af3cbe87/disruption-interruption  Apple Podcast - https://podcasts.apple.com/us/podcast/disruption-interruption/id1581985755 Google Play - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZGlzcnVwdGlvbmludGVycnVwdGlvbi5jb20vZmVlZC54bWw Spotify - https://open.spotify.com/show/6yGSwcSp8J354awJkCmJlD Stitcher - https://www.stitcher.com/show/disruption-interruption YouTube - Disruption / Interruption - YouTube 

Our guest today has a track record of producing game-changing results every year, even when the odds were stacked against him. He is a global sales leader and has spent 20+ years leading technology companies towards triple-digit revenue growth.  Remy Piazza Chief Revenue Officer at Cosaic has a unique ability in developing high-performing teams, penetrate new markets and integrate scalable sales operations and enablement. He disrupting the sales approach and is at the forefront of the digital sales revolution.       Key Takeaways:  <ul><li>The main ingredient of disruption is to understand what could be better and faster. A company’s board members care about growth and how fast can they achieve it. Some old methods of conducting business may not work in achieving the targeted sales and revenue figures.   </li> <li>Status Quo with sales is the buyer-seller relation. Previously, if a potential customer was interested in a product or service, he/she had to contact the salesperson in the initial stages of their buying journey. After the boom of digital media and COVID, the potential customer now has access to a lot of information and about 65% of them involve sales reps in their buying journey after making a decision.   </li> <li>Understanding the buyer’s journey and adjusting to the new approach to selling has become a big effort for product &amp; services marketers.   </li> <li>The biggest change and challenge in the buyers’ journey is that now, customers are more educated and about 65%-70% do their homework &amp; research about the industry, competition and whom they wish to speak to regarding their problem.   </li> <li>There is more awareness about the need to sell consultatively. Consultative selling is setting up a strong foundation, building business acumens, asking the right questions, and knowing how to ask them and when to ask them, which can take years to perfect.   </li> <li>Specialization is key, to understanding the client’s/customer’s problems and offering them value with your solutions. “No one cares how much you know until they know how much you care”  </li> </ul> Quote of the show:  10:18 to 10:53  “In my experience, we see a lot of folks coming to us when they have done a tremendous amount of research, they have a pretty good handle on their problem and they do understand who the players are in the industry and who they should be talking to. That’s called about 65% -70% of the way, right! That’s the biggest change I’ve ever seen, whereas before, buyers would be like, we think we have a problem, were not sure who we need to speak to. It’s different, they are much more educated now than they ever have been.”   Links:  <ul><li>LinkedIn:  <a href="https://www.linkedin.com/in/remypiazza/" rel="nofollow" target="_blank">https://www.linkedin.com/in/remypiazza/</a> </li> <li>Company Website: <a href="https://cosaic.io/" rel="nofollow" target="_blank">https://cosaic.io/</a></li> </ul>  Ways to Tune In:  <ul><li>Amazon Music - <a href="https://music.amazon.com/podcasts/eccda84d-4d5b-4c52-ba54-7fd8af3cbe87/disruption-interruption" rel="nofollow" target="_blank">https://music.amazon.com/podcasts/eccda84d-4d5b-4c52-ba54-7fd8af3cbe87/disruption-interruption</a> </li> <li>Apple Podcast - <a href="https://podcasts.apple.com/us/podcast/disruption-interruption/id1581985755" rel="nofollow" target="_blank">https://podcasts.apple.com/us/podcast/disruption-interruption/id1581985755</a></li> <li>Google Play - <a href="https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZGlzcnVwdGlvbmludGVycnVwdGlvbi5jb20vZmVlZC54bWw" rel="nofollow" target="_blank">https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZGlzcnVwdGlvbmludGVycnVwdGlvbi5jb20vZmVlZC54bWw</a></li> <li>Spotify - <a href="https://open.spotify.com/show/6yGSwcSp8J354awJkCmJlD" rel="nofollow" target="_blank">https://open.spotify.com/show/6yGSwcSp8J354awJkCmJlD</a></li> <li>Stitcher - <a href="https://www.stitcher.com/show/disruption-interruption" rel="nofollow" target="_blank">https://www.stitcher.com/show/disruption-interruption</a></li> <li>YouTube - <a href="https://www.youtube.com/channel/UCf2zbLqmHtSHQ7u1V-Is8cA" rel="nofollow" target="_blank">Disruption / Interruption - YouTube</a> </li></ul>

Disrupting The Tech Sales Approach | Remy Piazza | Episode # 037

It’s not typical to spend the first 3 months in your new role just… listening to people. But that’s what it takes to build a lasting and strategic sales culture. In this episode, I interview Remy Piazza, Chief Sales Officer, North America at Bureau Veritas, about creating a sales culture from the ground up. What we talked about: -The 3 pillars of building a sales culture -Tactics: listening, coaching, &amp; hiring -Why a unifying vision or strategy is essential for long-term success Check out these resources we mentioned during the podcast: -The ABC's of Building a Business Team That Wins on creating a mission everyone can get behind -Shoutout to Xerox for superior consultative selling For more engaging sales conversations, subscribe to The Sales Engagement Podcast on  Apple Podcasts, on  Spotify, or on our website.

It’s not typical to spend the first 3 months in your new role just… listening to people. But that’s what it takes to build a lasting and strategic sales culture. In this episode, I interview <a href="https://www.linkedin.com/in/remypiazza/" rel="nofollow" target="_blank">Remy Piazza</a>, Chief Sales Officer, North America at <a href="https://group.bureauveritas.com/" rel="nofollow" target="_blank">Bureau Veritas</a>, about creating a sales culture from the ground up. What we talked about: -The 3 pillars of building a sales culture -Tactics: listening, coaching, &amp; hiring -Why a unifying vision or strategy is essential for long-term success Check out these resources we mentioned during the podcast: -<a href="https://www.amazon.com/Rich-Dads-Advisors%C2%AE-Invisible-Championship/dp/B001Q3M6C0" rel="nofollow" target="_blank">The ABC's of Building a Business Team That Wins</a> on creating a mission everyone can get behind -Shoutout to <a href="https://www.xerox.com/" rel="nofollow" target="_blank">Xerox</a> for superior consultative selling For more engaging sales conversations, subscribe to The Sales Engagement Podcast on <a href="https://podcasts.apple.com/us/podcast/the-sales-engagement-podcast/id1436927134" rel="nofollow" target="_blank"> Apple Podcasts</a>, on <a href="https://open.spotify.com/show/5wKDvY9pxt8e3tAErbQVkQ" rel="nofollow" target="_blank"> Spotify</a>, or on <a href="https://salesengagement.com/podcast/" rel="nofollow" target="_blank">our website</a>.

The Key Tactic for Building a Sales Culture Is Listening w/ Remy Piazza