In this episode of The Tech Sales Coach podcast, David d Antonio, Senior Vice President of Sales at LiveVox, spoke with host Dave Elsner to discuss his approach to customer-centric sales and strategies for retaining and growing customer accounts.
D’Antonio emphasizes the importance of understanding your customer’s needs, being empathetic to their struggles, and working collaboratively to improve their workflow and overall experience. He also mentions the value of building trust with customers, conducting business reviews, and using data analytics to identify opportunities for growth. He attributes his career success to hard work, a customer-focused approach, and a strong team of dedicated individuals.
A customer-centric approach always wins
D’Anotonio emphasizes the importance of a customer-centric approach in sales. He states, “Instead of telling the customer everything about what you have, I want my salespeople to understand who this customer is. What are they trying to accomplish?”
Empathy and understanding will take your team far
In the interview D’Antonio talks about the significance of empathy and understanding the customer’s struggles. He says, “You have to be able to understand and empathize with where they [the customers] are and what they’re trying to accomplish. You have to be able to respect their obstacles and help them overcome them.”
How to build trust that leads to growth
D’Antonio also shares insights into retaining and growing existing customers. He mentions, “My sales reps are there, the named accounts team is there, to expand and grow that business” while also highlighting the role of trust in that growth, stating, “Once you have trust, then you can go to work.”