Welcome to the Inside Sales Enablement Podcast, Episode 15There is a lot of talk about:Sellers burdenCustomer buyers journey What sellers must doIn this episode we bring these issues to life, through the lens of a seller.Scott shares real-life, situtions of his journey (very openly and honestly you likely will not hear from your sellers unless you can relate with them) from selling products to selling to executives.  The story starts off with a lot of excitiment and thrill for doing something new - but, by doing what he was told - Scott found himself on a PIP (performance improvement plan).   How did it happen?  What happened next?  Tune into the story.  To make it actionable, the guys use the 5 selling objectives they introduced in eipisode 10:  The NYC Police Department and Selling Objectives to help connect the dots and illumate what could have been done organizationally to help Scott be more successful eariler.  Through this process - they highlight many common situations your company creates for your own sellers that make it difficult for your sales people to execute:  challenger, selling with curiosity, or any other selling method focused on shifing focus away from products and more to value.In this you will hear:1) A story that will reasonate with your sellers so you can empathize with them and design the right solutions 2) An easy to follow framework (5 sales objectives) that we cover in Episode 10 (The NYC Police Department & Selling Objectives) 3) Ideas on how to bring marketing and selling content together 4) A way to talk about complexity with your sales leadership to empower you to tackle it 5) What progressions a seller is likely to go through as they go from product focus to insight focus