58: Playing the long game in sales, with Khris Fenton at Altrata

The Sales Syndicate Podcast

We sit down with Khris Fenton, VP of Sales Development and Partnerships at Altrata, to unravel the secrets of playing the long game in sales. We start by introducing the concept of the long game, backed by the "97/3 principle," revealing the ratio of active buyers in the market. Learn why this approach is crucial for sales professionals and organizations alike.

Explore essential considerations like differentiation, the power of education, giving without expecting, trust building, and authentic relationship cultivation. Discover how to balance long and short-term goals while maintaining patience and persistence. Hear success stories and case studies showcasing the long game in action. Unearth strategies for handling inbound leads, incorporating optionality, and leveraging sales leadership and training to align with this approach.

Lastly, gain insights from Khris Fenton's top tips and advice, including the best channels, the ultimate tactic, and his most valuable lesson from the world of long-game sales.