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Top Sales World
Inspiring the
Global Sales Community
Michael joins the collection of other sales influencers like:
- Dr. Tony Allesandra
- Kevin Eikenberry
- Jeffrey Gitomer
- Geoffrey James
- Jill Konrath
- Dave Kurlan
- Jonathan London
- Keith Rosen
- Kendra Lee
- and more
In addition to publication of top articles in Top Sales Magazine, Top Sales Radio will be launched in February and Top Sales Academy will be coming in the spring.
Stay tuned!
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New 2013 2nd Edition!
42 Rules to Increase Sales Effectiveness
by Michael Griego  |
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Lean, Mean Selling Machines 
New hires are settling in. Some past players have been released. It's a "leaner" and, if not "meaner" team, there there are high expectations for a top producing sales machine that will achieve and exceed sales revenue goals and expectations for the coming year.
This is how it starts every year at this time. Lessons learned, new upgrades in players, plans and products. There's much hope and optimism. What could go wrong?
For sales managers and salespeople, here are 4 key areas to watch closely:
- Territory Priorities - It's so easy to get distracted by shiny objects in the territory that will not produce in the short or even long term. Macro and micro territory prioritization will drive critical focus decisions. Got a focused plan?
- Activity Metrics - This is personal. It's not about management rants or CRM dashboards. Salespeople need to be students of their own daily sales activities and ruthlessly own and know their patterns. Do you know your metrics?
- Flexible Messaging - It's more than knowing scripts and asking questions. Being compelling, provocative, insightful, crisp and purposeful, short and long, all the time to anyone before you is a developed skill. Can you flex your message?
- Repeatable Process - Great producers target, call, meet, question, probe, demo, propose, close and move on. Over and over again. They are a machine. They know what works and do it confidently every day. Are you a selling machine?
Let's have a great year!
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So Why Do They Really Buy?
Enterprise customers do not necessarily buy today because of the company and brand impact. Only 19% claim this to be the main reason for their purchase.
Another 19% claim it's because of the product and service delivery. Just 9% say it due to the value-to-price ratio.
According to International Data Corp (IDC), a whopping 53% customers claim that they buy because of the so-called purchase experience.
Here is what is noted in a valued purchase experience:
- the vendor offers unique, valuable perspectives on the market
- the vendor helps the customer navigate alternatives
- the vendor helps customer avoid potential land minds
- the vendor educates customer on new issues and outcomes
- the vendor/supplier is easy to buy from
- the vendor/supplier has widespread support across the organization
So if it's not necessarily about our brand, our features and functions and our pricing discounts, we've got to ask ourselves whether we and/or our sales team/organization is equipped and consistently delivering a valued purchase experience for the customer.
Are you bringing this to your customers?
More...
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42 Rules to Increase Sales Effectiveness
- 2nd Edition 2013
The 2nd printing edition of 42 Rules to Increase Sales Effectiveness,a book by Michael Griego, has just been published by Super Star Press.
With a Foreword by Veritas founder, Mark Leslie, this popular book is targeted for anyone involved with sales, whether a senior executive, first line sales manager or salesperson.
The book is structured with powerful and practical across 7 key components of selling effectiveness:
- The Effective Sales Perspective (5 Rules)
- The Effective Sales Process (6 Rules)
- The Effective Salesperson (7 Rules)
- Effective Territory Management (6 Rules)
- Effective Sales Communications (6 Rules)
- The Effective Sales Meeting (6 Rules)
- The Effective Close (6 Rules)
Is your selling effective across all fronts?
Get the Book...
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Harbaugh on Sales Kickoffs
"It's going to get real-real, and it's going to get real-real, real fast for these young guys." - Jim Harbaugh, NFL Head Coach, San Francisco 49ers
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