Selling the way customers want to buy with Revenue Coach Kristin Zhivago
Kristin Zhivago who is a “revenue coach” whose clients range from thriving young start-ups to those in the Fortune 500 joins Enterprise Radio. Kristin is the author of Roadmap to Revenue, How to Sell the Way Customers Want to Buy.
- The subtitle to your book is selling the way customers want to buy. Can you explain how that differs from most approaches to sales?
- How does your advice apply to entrepreneurs just getting started?
- Your book is geared toward generating revenue. What are some of the key steps to improving your revenue?
- Are there ways business owners discourage their customers from buying? If so how do you stop that?
- What tools – technology or otherwise – are essential for sales pros today?
- Customers have certainly changed how they buy. How can they be reached?
Kristin Zhivago is a “revenue coach” whose clients range from thriving young start-ups to those in the Fortune 500, including Dow Jones, IBM, and Johnson & Johnson, and the fastest-growing companies, including Bazaarvoice and Eloqua.
Zhivago has become one of the world’s leading experts on the customer’s buying process. She speaks and teaches frequently for companies and organizations. She is the author of the blog RevenueJournal.com.
Kristin Zhivago has perfected a works-every-time research method to uncover the barriers to the sale — and to identify what is working and what is broken. She then uses her findings to guide managers in creating customer-centric companies, websites, products, and services. The methods she has perfected are revealed in her new book, Roadmap to Revenue: How to Sell the Way Your Customer Wants to Buy.
After selling and marketing software and other technology products for 12 years, Zhivago founded Zhivago Management Partners, Inc., in Silicon Valley, in 1979. The company moved to Jamestown, RI in 1996. Zhivago worked exclusively in the high-tech industry until the Web emerged as a platform for commerce in 1994. She then started also applying her revenue growth methods to companies in the travel, health, publishing, food, and consumer goods industries. She spent a number of years as a “rent-a-VP,” performing marketing and sales department turnarounds for CEOs, and then settled on her current role as Revenue Coach. She is passionate about helping CEOs, entrepreneurs and managers increase their revenue, using logical and straightforward methods.
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