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MXL SalesNoteTM



July 2013

In this Issue
How You Sell - MXL's XLerator
MXL Speaks at RocketSpace
Rule #20 - Develop a Territory Attack Plan
Lombardi on Leadership
MXL Partners
How You Sell
Revenue XLeratorTM 
Module 3

 

Everyone sells and for the most part everybody knows how to sell, whether intuitively or from professional experience or training. The key today is in truly optimizing how you sell in your unique market environment.

  

No matter your company's level of modern sales sophistication, at MXL we teach, coach and drive companies of all sizes and all industries on building, scaling and optimizing professional sales practices tailored for their environment.

 

As we say, sales isn't rocket science, but it's not ABC simple either. While selling is often either over-engineered or over-simplified, today even the professionals are caught off-guard in a changing world and marketplace. "Old school" is out, new school is in, but with a twist. There are key sales fundamentals that never go out of style but still need a refresh.

 

Our "How You Sell" custom module for startups to scaling enterprise sales teams includes:

  1. Buyer/Seller Process Alignment
  2. Qualification Scoring
  3. Flexible Sales Messaging
  4. Effective Sales Conversations
  5. Managing Deal-to-Close

Let's discuss how MXL Partners' proven, best-practices Revenue XLeratorTM program (including What You Sell and Who You Sell modules) can address sales issues you may be facing.

 

Send us a note if you'd like to set up a conversation and discuss how we can help.

________________________________ 

 

New 2013 2nd Edition!

     

42 Rules to Increase Sales Effectiveness

by Michael Griego 

 

Foreword by Mark Leslie, Venture Capitalist and former Founder/CEO of Veritas Software

Amazon.com  

"This book rocks - I've got pages dog-eared and notes throughout!" - Enterprise VP of Sales  

 

 

"42 gems that any entrepreneur can use to their company." - Start-up CEO 

 

"An excellent, well-written guide that de-mystifies the process for repeatable sales success." - VP Business Development 

 

 

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New Month, New Quarter, New Resolve 
It's that time again. Another month, another quarter start, another second half of the year, in some cases a final close of the fiscal year. It's either going well, going 'okay' or you're struggling. Or you're starting with a new clean slate - at least you might look at it that way.
 
A new start with a new resolve.
 
In sales it only takes a deal or two to get a fire going. Or does it? Does selling momentum change like shifting winds of chance in a ballgame? Unfortunately not. In sales it's not luck, it's work. It's activity, it's competence, it's knowledge, it's coordination, it's follow-up, it's fearlessness, it's diligence, it's homework, it's teamwork, it's quality, it's strength, it's excellence, it's skill, it's resolve.
 
These "soft" elements are actually what's hard about sales.
 
What About Product?
Much focus is on your products. Of course product matters, but inferior products are often part of won deals. Infrastructure matters too, but CRMs, sales enablement tools, mobile apps, Bluesheets, territory plans, qualification checklists, forecast reports and process documents will not bring in the deal. They support, they equip, they shed light and bring clarity. But ultimately it's on the salesperson to put it all together, to manage the game and produce the win.  
 
So You Want a Second Chance?
Get on it. There's time to recover. It's in your head and in your next steps. You must have the goods or you wouldn't have even been given the job. Regardless of the territory, the economy, the competition, the whatever, go make a call and get something started.
 
After all, it's a new month, a new quarter, a new resolve.
 
How's your mindset?
                             More...
  

MXL Speaks at RocketSpace

 

On July 11 Michael Griego and George Arabian of MXL Partners spoke to CEOs and Entrepreneurs at RocketSpace, a popular San Francisco incubator, on a topic titled: "Beyond the Elevator Pitch."

 

Entrepreneurs need to effectively communicate ideas and solutions. All entrepreneurs develop an "Elevator Pitch" but there's a distinction between a summary of the product, plan and business model and what you actually say or communicate with potential and partners and others outside the venture community. You need a process by which you articulate at the street level, not just the VC level.

 

Can you take your Elevator Pitch and effectively translate it into a natural flowing sales message that can flex and be used in any real sales conversation? Yes, you can. In fact...yes, you  must!

 

So what do you really say? In this talk MXL's team presented a framework for clear communications at various levels of business interactions for entrepreneurs.

 

In addition to offering professional sales training and consulting services for established high-growth enterprise sales organizations, MXL offers a Revenue XLerator service for early-stage start-ups.

 

                                                                             More...

Rule #20 - Develop a Territory Attack Plan   

(2nd Edition)

    

The worldwide #1 sales rep sat in his office in early January and wondered how he was ever going to repeat his record breaking $1.1M sales result from the previous year. And what do they typically do with #1 sales reps?

 

They shrink their territory and raise their quota!

 

So it was in this case. His 600 assigned accounts got reduced to 400 accounts and his quota went up by 20%. What did he do? He closed the door to his office and spent the next 2½ hours that morning developing a Territory Attack Plan. When he emerged he set about executing that plan month-to-month, quarter-to-quarter. By year end he far exceeded his increased quota, hitting sales bookings over $2.4M and was the worldwide #1 sales rep for the second consecu-tive year.

 

Let me tell you what I did that January morning in my office.....

 

More...

Lombardi on Sales Leadership          

 

"The strength of the group is the strength of the leaders."   

 
- Vince Lombardi, Hall of Fame NFL Coach