SalesNote )
February 2009
In this issue
  • Proper Sales Perspective
  • Book Reading in Palo Alto
  • Buyers and Sellers
  • Virtuous Management

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    Developing a Sales Mentality
    Some say that salespeople should be hungry, aggressive and always closing. This sounds fair and reasonable, if not somewhat cliche. At MXL we maintain it is something more than just assertive actions. It's a sales mentality - actually an attitude and mindset that can be developed and honed.

    So what exactly is a sales mentality? It can be reduced to 3 key elements of perspective, discipline and prowess:

    1. A Balanced Sales Perspective - a healthy view of self, product and customer (see article referenced in this SalesNote edition)
    2. A Strict Personal Discipline - a daily regimen of managed time, inputs and prioritized activities
    3. A Hunting-Farmer Prowess - a new business and account growth sales skill and mindset

    With a strong sales mentality, a salesperson is well-reasoned, self-managed, and multi-faceted. Can a person or team be trained in this? You bet.

    Wouldn't it be great to have an entire sales organization like this?


    		Proper Sales Perspective

    Published Article by Mike Griego
    In his book 42 Rules to Increase Sales Effectiveness Griego boils down the sales process until nothing's left but the essential ingredients. In this article he wrote for us at Smart Selling Tools, he's outlined 2 rules which are the essence of successful selling.

    2 Rules for a Proper Sales Perspective, by Michael Griego
    I was recently asked to speak to a group of business professionals on the Top 2 Rules from my book, 42 Rules to Increase Sales Effectiveness. This was quite the challenge as I can wax eloquent on 42 rules I carefully crafted into 7 key sections in the book focused on The Effective...

    • Sales Perspective
    • Sales Process
    • Salesperson
    • Territory Management
    • Sales Communications
    • Sales Meeting
    • Sales Close.
    Nevertheless I selected 2 rules which are foundational for all salespeople, management and organizations. Simply put, sales effectiveness begins with the proper perspective....

    		Book Reading in Palo Alto

    Scott's Seafood Restaurant
    Michael Griego will be speaking and reading from his book 42 Rules to Increase Sales Effectiveness at the Mid-Peninsula Professional Alliance breakfast meeting.

    Date: Tuesday, February 16, 2010
    Time: 7:30am - 9:30am
    Location: Scott's Seafood Restaurant, 1 Town & Country Village, Palo Alto
    RSVP: 650-799-7261
    Cost: $17.95 (includes breakfast and book) or $5.95 (includes beverage only)

    		Buyers and Sellers

    Understanding Customers' Buying Process
    If it really is all about the Customer (and Revenue - see Rule #5), then we need to understand the process customers are using to buy from us.

    CSO Insights' Sales Performance Optimization 2009 Study points out that organizations that know and match their selling process to their customer's buying process have a 11% higher Win rate, 6% lower Loss rate and 5% lower No Decision rate than those that need improvement in this area.

    This supports our field experience and aligns with our recommendation to align buying and selling processes. Here's a sample alignment:

    BUYER: Interest > Education > Evaluation > Justification > Purchase
    SELLER: Lead > Discovery > Demonstration > Proposal > Close

    How's your process doing?

    		Virtuous Management

    Virtuous Management
    "The greater a man is in power above others, the more he ought to excel them in virtue. None ought to govern who is not better than the governed." - Publius Syrus

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