Janis Henderson

Meet our ‘Influencer of the Week’, Darrell Amy!

Darrell Amy, Growth Strategist, Author and Speaker at Revenue Growth Engine

Darrell is on a mission to help generous leaders grow their sales and impact.

With 27 years of B2B marketing and sales experience ranging from mid-sized local companies to enterprise organizations, Darrell has diverse experience across the sales and marketing landscape. He has trained thousands of salespeople in solution selling, created digital marketing strategies for hundreds of companies, and consulted with Fortune 500 technology companies. He knows what works—and what doesn’t. Darrell is the host of the Revenue Growth Podcast and the co-host of the Selling From the Heart Podcast. Darrell is a frequent podcast guest, keynote speaker, and contributing author. As a member of the Forbes Business Council and the C-Suite Advisors team, Darrell works with executives to create growth strategies.

Connect with Darrell on LinkedIn, Twitter, Instagram, Youtube, or through his website.

Darrell’s Tip

Know Your Clients and Prospects Business Buyers don’t buy products and services from you, they buy the outcomes those products and services deliver. Bob Mosta would say that people don’t buy products, they “hire” them to get a result. While we do need to know our products, even more importantly we need to know our prospects. What are their top business and personal goals? What challenges are they facing reaching those goals. Do you have deals stuck in your funnel? If so, ask yourself two questions:

1. Do I understand their top 3 business and personal goals or challenges?

2. Will my proposal help them achieve one or more of these top 3 goals or solve one or more to 3 challenges?

If the answer is “no” to either of these questions, remove the deal from your funnel and go back to the drawing board. Buyers buy outcomes. If your deals are not connected to the outcomes, the likelihood of closing is slim to none.

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