In this episode of The Drake Insights Podcast, host Natasha Drake delves into the evolving landscape of senior living sales, exploring the challenges and opportunities that sales teams face in today's dynamic market. Guest speaker Kelly Singleton Myers of KJB Sales Consulting, a seasoned sales expert and author of "The More You Know, The More You Close," offers valuable insights on navigating the changing dynamics of customer interactions, the impact of technology, and the importance of adapting sales strategies to meet the needs of today's discerning prospects. This insightful conversation provides valuable guidance for senior living sales professionals and leaders on how to navigate the complexities of the modern sales landscape, adapt to changing customer expectations, and ultimately achieve greater success in today's competitive market.
Key discussion points include:
• The Impact of Technology: Myers emphasizes the profound impact of technology on the sales process, including the rise of digital marketing, the emergence of virtual tours, and the increasing reliance on technology for communication and lead generation.
• The Evolving Needs of Prospects: The episode highlights the changing demographics of prospective residents, particularly the rise of tech-savvy boomers and adult children who are heavily involved in the decision-making process.
• Redefining Sales Roles and Structures: Myers argues for a re-evaluation of traditional sales team structures.
• The Importance of Data-Driven Insights: Myers stresses the importance of analyzing customer data beyond simple "last-touch" attribution.
• The Critical Role of Sales and Marketing Collaboration: The episode emphasizes the importance of close collaboration between sales and marketing teams.
• Coaching Sales Teams for Success: Myers highlights the importance of ongoing coaching and training for sales teams to equip them with the skills and knowledge necessary to succeed in today's evolving market.
Learn more by pre-ordering her book, "The More You Know, The More You Close: The Power of Curiosity-Driven Sales", which will be released in February 2025.
To learn more, visit Drake Strategic at www.drakestrategic.com/ or KJB Sales Consulting at kjbsalesconsulting.com/
This is the Drake Insights Podcast, your weekly dose of cutting-edge senior living marketing insights. Your host, Natasha Drake from Drake Strategic, will bring you bold ideas, proven strategies, and inspiring stories - straight from the experts - to help you dominate in today’s competitive market. Tune in each episode for actionable tips and insider secrets to outsmart the competition and future-proof your success. So tune in and let's conquer the senior living marketing landscape together! @DrakeStrategic www.drakestrategic.com/