Sales Execution

Sales Thought: Understanding where you are from a Sales Process Perspective

We had a great Guest on the Radio Show Yesterday, talking about how to diagnose where you are from a Sales Process and/or Methodology perspective.  You have to decide where you are before you can know where you going to go.

You can listen to it or any of the prior shows via the Link above.  Any of you who listen in, always happy to take your calls or inquiries at or via phone at 866-472-5790.  We were very happy to have Rick Nichols, the Managing Partner of TechCXO –  We were talking about how you determine where you are from a Sales Process Perspective.  The Highlights include:

-Where is your Organization today:

  • Are you Aligned with your Buyer today?  Is your Selling process based on how your buyer likes to Buy?
  • In you Selling Process do you have the process set to so that as you proceed, each step is tied to Verifiable Outcomes that will happen in the Process
  • Do you have a Process that is the proper combination of Practical and Lightweight Elements?

-What elements should every organization have:

  • You need Reporting that is the appropriate combination of Measurement and Management, and focus along the Value Chain Continuum
  • What are the appropriate Roles & Responsibilities and are the applied Efficiently and Effectively
  • Don’t confuse Pipeline Management with Forecast Management
  • Determine the 3 to 6 Items you want to measure.

-Walk Away Ideas – Anyone can take these steps:

  • Make sure your Review and Selection of Process is not a “Flavor of the Day” but more likely “Clapton’s Greatest Hits.”
  • Determine Your Measurements early and Stick with them.
  • Ensure that you are prepared to establish Discipline in every thing you do
  • Make sure everyone from Top of the Organization to Bottom, is Bought in and will follow the process

Rick and I discussed these Items and more.  By the way, no matter where you are in the world and no matter what you Sell or Market, the ideas we discussed will bring value to you!

Sales Thought: Use the Holidays to Recharge – New Ideas Abound

Happy Holidays to all of you who are celebrating this weekend!

I encourage all who do celebrate and are in the Sales Profession to think about what they have done and what they are doing.  It is a time to step away from day by day activities and ask yourself a few questions:

  • Am I doing all I can be proactive with my Clients and prospective Clients?
  • What new “Angles of Attack” Can I take to make a different impression in my sales efforts?
  • What different people can I approach at one or more accounts?  When you say there is ‘No Opportunity.’ have you approached all the people you can at a particular account?
  • Can I refine my message and make it a little different from what the ‘standard’ message might be?

Write out some new messages and practice them to yourself and others in your sales organization.  Practice them and get Honest response from people if the message Compelling.  It is not enough that you deliver it.  You need to deliver it in a form where you can attach a message that is: Unique, Different, and cannot be Copied very easily.

So, I hope you come back to the fight the Sales battle differently with New Sales Messages to Deliver to Prospects and Customers

Sales Thought: Sales and The Art of The Story

On my Voice America Radio Show on October 31, one of the true Legends in Sales Enablement, Mike Bosworth, talked to us about Sales Story Telling.    I would encourage you to look at what Mike talks about on his site:

If you want to go back to hear the Podcast:

The key thing to understand is that we are not talking about Telling Stories in terms of Making things up.  We are talking about Focusing on making the Connection with a Buyer, and Story is an Ideal way to do it.  Now, you can’t just start out telling you a story; Buyers have to earn the right to do this.

Telling a Story is rarely going to be well received unless you have made the effort to really understand your potential Buyer.  If you don’t do this, the Buyer will likely not react well.  It is about earning the Buyer’s Trust enough even with a Story, you will not make a Connection.

Once the Buyer understands that you are a person of Character who has learned enough about the business to be Credible, one approach may be to tell them about another person in a similar Title who you helped with what May be an issue that your potential Buyer is having.

This can be the lead in to setting a Vision with your buyer, and is based on your ability to make sure by the time you utter these words, your pretty sure of the outcome of the conversation:

“What if you were able to address the (Issue) and save yourself hours of time in the process?  Would that be of interest to you?”

From this comes the notion of Vision Setting.  By Setting a Vision that is very hard your competitor to emulate, it helps make the Evaluation much more difficult for your competitor to win.

Vision Setting is NOT about trying sell a lot of your product or Products.  It is about getting your Potential Buyer to look at you Differently, and realize that are you are taking him Exactly where He or She wants to go!