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b'In this episode of Tech Sales Insights, Randy Seidl interviews Stephen DiFranco, executive partner at Gartner, about the changing dynamics of enterprise sales. They discuss how buyers are becoming more independent and relying less on sellers, the importance of preparation and research in sales, and the evolving role of sales leaders in orchestrating complex sales organizations.\\n\\nKEY TAKEAWAYS\\n\\nBuyers now spend less time with sellers and more time gathering independent information.\\nSellers need to focus on helping buyers make decisions rather than just selling products.\\nThe role of sales leaders is shifting towards orchestration and coaching, with a focus on managing seller time effectively.\\nThe use of AI and generative AI in sales organizations is increasing, but it requires careful planning and integration with existing tech stacks.\\n\\nQUOTES\\n\\n"Buyers are becoming more transactional and are focused on how they buy rather than what they buy."\\n"Sales organizations need to focus on dwell time between stages in the sales pipeline."\\n"The role of sales leaders is evolving from closing deals to orchestrating complex sales organizations."\\n\\nFind out more about Stephen DiFranco in the link below:\\nLinkedIn: https://www.linkedin.com/in/sdfiot/\\n \\nThis episode of Tech Sales Insights is brought to you by: \\nSales Community: https://www.salescommunity.com/\\nSandler: https://www.sandler.com/'