[582] Caring About Your Customer's Buying Process, with Greg Accardo from LSU

How do you better understand and meet the needs of customers? What impact does it bring when you genuinely care about them?

Customization and personalization play a crucial role in sales as they allow salespeople to tailor their approach to meet the specific needs, and interests of individual customers.

In this episode, Greg Accardo from Louisiana State University and I talk about caring about the customer's buying process.

Learn more about personalizing sales interactions, building personal partnerships, and helping people in their buying journey.

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Greg's Bio
With over 25 years of sales & business experience, and the inaugural Director of the LSU Professional Sales Institute, bringing experience and expertise from the sales world to marketing majors.

• Outstanding Instructor Teaching Award, LSU College of Business, 2018
• 1st Place Role Play National Champion in the 2020 International Collegiate Sales Competition
• Consistent Top 20 finishes in all national-level collegiate sales competitions


Greg's Links
https://www.linkedin.com/in/greg-accardo/
https://www.lsu.edu/business/marketing/psi.php

Further Sales/Research reading recommendations by Greg:

• Variable Compensation and Salesperson Health: https://journals.sagepub.com/doi/abs/10.1177/0022242921993195?journalCode=jmxa

• Why Salespeople Avoid Big-Whale Sales Opportunities: https://journals.sagepub.com/doi/abs/10.1177/00222429211037336?journalCode=jmxa

• Sales Call Momentum:
https://journals.sagepub.com/doi/abs/10.1177/00222437221095097?journalCode=mrja

• Digital Selling:
https://link.springer.com/article/10.1007/s11747-021-00836-5