AUG
06
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Purposeful Selling Step #1: Know Thyself

“Knowing others is intelligence, knowing yourself is true wisdom.” -Lao Tzu, Chinese Taoist Philosopher (this is the 1st in a series of 7 steps)  When looking at the performance of a sales organization you need to consider several metrics. The goals and objectives set forth by the organization, and the characteristics and capabilities of the individuals doing the work. It’s not uncommon to see a mismatch in these metrics. Let me give you an example. ACME Corporation requires their salespeople cold-call 100 new prospects weekly. They have calculated that their sales funnel needs 100 calls that will convert to their desired number of sales. Upon closer review only 20% of the sales team reaches that number and the rest struggle. Why is that? The worst assumption made in Sales is that all salespeople are the same. Of course they are not. There are certain types of personalities who naturally work...
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  334 Hits
334 Hits
AUG
02
0

The 7 Steps of Purposeful Selling

In the next few weeks I will introduce the 7 Steps of Purposeful Sellin g . In my preparation for this series I continued to have this recurring question: Why should anyone care ? Your skepticism is respected. To give this subject context, let’s think about changes that have occurred in sales in the past few decades: People do NOT want to be sold The buyer interacts with the salesperson much later in the buying process Salespeople need to educate, and be seen as subject matter experts Curiosity and discovery are important attributes for the salesperson Listening trumps talking/pitching Business development is relationship development In spite of your title, we are all in sales now The salesperson who will excel today is different than those in the past. Think of the stereotypical phrases applied to previous generations of salespeople; “must be an extrovert,” or “motivated by money,” or “has to...
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  313 Hits
313 Hits
JUN
22
0

The Joy of Sales and Marketing Alignment

In the world of Business to Business (B2B) selling few things guarantee success more than sales and marketing alignment. Alignment is easier said than done. With respect to John Gray , is it possible that Sales is from Mars and Marketing from Venus? The personalities leading each department dictate the level of communication, cooperation, and ability to see things from the other’s perspective. Each person within the sales/marketing domain should have specific personality traits and motivations that will contribute to the team. When sales and marketing drift apart, revenue declines and friction increases. When sales and marketing work together you will see success in the following areas: Content from Marketing is speaking directly to the prospective customer . The sales department is able to start more sales conversations based on their ability to uncover needs. The more relevant the marketing content, and the more it is tailored for the buyer,...
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  430 Hits
430 Hits
JUN
11
0

These Questions Will Help Your Sales Reps Reach Quota

Achieving quota requires having the right people aligned with sales objectives and the right processes to get your desired results. On the other hand, distractions, time wasting activities, and zero time scheduled for training and development leads to a variety of unintended consequences. A voice from outside your sales organization can ask critical questions to keep performers focused on the important tasks that are aligned with sales goals. When working with your organization I would ask the following of each of your producers… What are you trying to accomplish in the next 6 months? One year? Two years? This requires understanding personal aspirations. Have a consistent, two-way dialogue based on trust. This impacts sales retention. What part of your job is most challenging, and why? Sales is an ego driven business, yet all salespeople have blind spots in addition to their strengths. Rate yourself on a scale of 1-10 (1...
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  430 Hits
430 Hits
JUN
05
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Sales Professional's Daily Checklist

_  Thank a current customer. _  Share a piece of relevant content via email or social media. _  Connect people in your network. _  Find a boss who can’t live without you. _  Use your best personal attributes often. _  Match your passion to your desire to solve a problem. _  Give gifts that change people, without expectation of reciprocity. _  Resist your Lizard Brain . _  Accomplish 3 tasks related to your One Big Project this year. _  Become indispensable. _  Act with dignity.
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  329 Hits
329 Hits