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See the People
In a summer job during college, selling books door-to-
door, we were told to "see the people." That meant
simply staying on schedule, knocking on doors (60
per day!) and making the sales pitch. The lesson
was tough but profound: meeting with
customers/prospects is better than not.
When times are tough, it's time to visit customers.
Many firms are mandating that salespeople and
executives get out and sit down with customers and
talk about the elephant in the room. They may not buy,
but you're gonna know why. Discussing and
discovering their current problems help you position
yourself as a potential solution. Schedule the meeting
to simply "compare notes" or "reset objectives." You
can actually have this conversation in a scheduled
phone call, but face-to-face is always going to be
better, if possible. It's not door-to-door, but it's one call
after another.
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Management Coach |
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Sales Management Coach
Clearly, it's a challenge out there. Don't be ashamed
to raise your hand up and ask for help. We're helping
CEOs, VPs, sales managers and teams work through
issues, hurdles and roadblocks.
Get a fresh perspective on common problems in
an upside-down world. Sales teams still need to sell
to people who still need products and services. Yes,
it's harder to find 'em and tougher to close 'em, but
deals are happening. Assess your environment;
revise your process and tactics; adjust your approach
and message; reset your priorities and metrics. Raise
a hand, ask a coach.
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Sales Adjustments |
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Sales Meeting Training Adjustments
Whether scheduling or revising sales kickoff
meetings, managers want training to stick and be
implemented in real and practical ways. The latest
variation on effective sales training is delivering small
topical chucks over time. Be it weekly vignettes or
monthly lessons, we tailor the drill to drive the desired
skill. Sample topics:
- Territory Attack Plans
- 360o Account Snapshot
- Sales Activity Metrics
- Greatest Sales Pitch in the World
- When They Don't Call Back
- Great Executive Whiteboard
- Sales Qualification Master
- The Perfect Sales Call
- Negotiate to Close
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Partner Relationships |
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Case #15: Portals and Partners
Partner portals are wonderful tools but not the
end-all. Too often partner interaction via portals and
resource centers substitutes for effective
partner/channel management. Additionally,
sophisticated partner online learning systems, while
leveragable, can never fully outdo the nuanced human
interaction of a proactive partner training effort.
Are you building relationships while training partners?
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Quotation |
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What, Not How
"Never tell people how to do things. Tell them what to
do and they will surprise you with their ingenuity.."
- George Patton
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