Joining me on this episode of Accelerate! is Andrea Goulet, Founder & CEO of Corgibytes, a software/code remodeling firm based in Richmond, Virginia. Among the many topics Andrea and I discuss are how Andrea incorporates her company's core values into her team’s selling efforts, how to use metaphors when selling your intangible value, and how selling her company’s core values have helped with conversion rates and customer lifetime value.
[7:49] What is the first step towards turning an intangible service into something tangible? Andrea suggests taking an abstract concept and finding a global metaphor that works really well on many different fronts.
[10:27] Andrea shares tips on how to go about finding an appropriate and effective metaphor to sell intangibles.
[15:55] How Andrea reflects her company’s core value of empathy into her sales efforts.
[21:43] Andrea discusses how having been intentional with her company’s core values has increased conversion rates and customer lifetime value.
[22:44] Andrea shares her view on Carol Dweck's concept of adopting a growth mindset.
[26:47] How Andrea integrates her company’s core values of craftsmanship and context into their sales efforts
What’s your most powerful sales attribute?
My curiosity and optimism.
Who is your sales role model?
Neil Rackham from Spin Selling.
What’s one book that every salesperson should read?
Spin Selling by Neil Rackham.
What music is on your playlist right now?
A lot of girl power songs—Fight Like a Girl, This Is For My Girls.