Sales Game Changers | Tips from Successful Sales Leaders

This is episode 326. Read the complete transcript on the Sales Game Changers Podcast website. MICHELLE'S TIP TO EMERGING SALES LEADERS: "There are 5 factors that consistently drive the biggest changes in selling behavior and become most important in helping sellers determine the right sales approach. If you look at these 5 factors, there are different elements within these factors: (1) the customer's awareness of the problem, (2) the competitive landscape, (3) the specific dynamics of the customer buying team, (4) the buying process itself and (5) solution definition. These were the 5 factors that over time have become the most important in determining buying situations. There are also four patterns of selling behavior: (1) consultative, (2) disruptive, (3) competitive, (4) financial. These four patterns are alive and well and consistently exhibited by high performers. The key is to marry the buying situation factors with these different selling patterns."

This is episode 325. Read the complete transcription on the Sales Game Changers Podcast website. Join the Institute for Excellence in Sales. Go here for more information. MATT'S TIP TO EMERGING SALES LEADERS: "Look in the mirror and tell yourself, "I'm worthy, I can do this, I'm absolutely capable of creating value for others and being different. I'm worthy." JASON'S TIP TO EMERGING SALES LEADERS: Control the controllable. Understand what is in your control and what isn't and focus on that and your mindset. It'll absolutely have a profound effect on your life."

This is episode 324. Read the complete transcript on the Sales Game Changers Podcast website. It featured Courtney Bromley, General Manager, Government and Education Industry, US Federal and Public Sector Market at IBM. COURTNEY'S TIP FOR EMERGING SALES LEADERS: "Don't be entitled. For instance, promotions don't come with time, they come with effectiveness and production. Don't be entitled to think that just because you've been in a job a certain number of days, weeks or years you automatically get a promotion. Don't be entitled with your colleagues. There's plenty of times where we work in these big teams and lots of people are contributing. If you're not one of the contributors, then don't be surprised that at the end you're not getting credit for the big win. Think about how to remove entitlement from all aspects of your life!"

This is episode 323. Read the complete transcription on the Sales Game Changers Podcast website. This is a replay of the Optimal Sales Mindset Webinar sponsored by the Institute for Excellence in Sales and hosted by Fred Diamond on January 21, 2021. It featured Alex Chappell. At the time, Alex was a sports reporter for ESPN and MASN. She is a now a sales professional at Amazon Web Services. ALEX'S TIP TO EMERGING SALES LEADERS: "Have that 1 and Oh (1-0) mindset. These are all things that I've learned with my time with the Nationals because there are so many games and if you lose or win, it's on to the next day. Maybe a game didn't go the way they wanted but that 1-0 feeling that the next day they can turn things around or how can they build off their last win in order to keep it going. Not every day is going to be a winning one, but how do you keep that momentum going? How do you stay up and not get discouraged? Going 1-0, that will to win, that passion, drive. When somebody says no, that's when the sale starts so how do you turn it around?"

This is episode 322. Read the complete transcript on the Sales Game Changers Podcast website. JOE'S TIP TO EMERGING SALES LEADERS: "I hope 'think, plan, execute' resonates. For success selling to the Public Sector market, focus on the technical, the sales training and the understanding of the government since you will need all three. I am always learning about new government initiatives, new acronyms that pop up all the time and then technically it's always changing. The whole machine learning piece has really accelerated my learning. And on the sales training, I always wonder about the perfect questions and things to do."

This is episode 321. Read the complete transcript on the Sales Game Changers Podcast website. JAMES' TIP TO EMERGING SALES LEADERS: "Pre-call planning is not that complicated, you can simplify it down to just three questions you should ask yourself before you go in. First, "Why should this customer see me?" That's the valid business reason for them to meet with you so instead of winging it, just give it a little thought, it basically speaks to your value proposition. Second, "What do I want the customer to do?" The last is, "How can I add value on this encounter?" We need to make the sales call itself inherently valuable."

This is episode 320. Read the complete transcription on the Sales Game Changers Podcast website. JENNIFER'S TIP FOR EMERGING SALES LEADERS: "Focus on what you can control, what's right here, right in front of you. Whatever business you're in, every interaction is about adding value to your partner, adding value to your client or prospect. How are you going to do that? Clear out the minutiae around you and focus on what you can control. When you do that, you're not letting it happen to you, you're making things happen. That's very positive and that's exciting."

This is episode 319. Read the complete transcript on the Sales Game Changers Podcast website. MARK'S TIP TO EMERGING SALES LEADERS: "It's really important for salespeople to understand their organization's North Star. What is it that they do better than anybody else and why do you want to work there? If they really understand that, the interactions with the clients are going to be more meaningful, they're going to be more impactful and then you're going to position that team for success."

This is episode 318. Read the complete transcription on the Sales Game Changers Podcast website. SHELLEY'S TIP TO EMERGING SALES LEADERS: "Good active listening skills is highly energetic work. It takes a lot of energy on your part to really listen and be able to reflect emotion and context and content when interacting with your customers. When practicing validation, pay attention to when you're sensing that context, that emotional piece in your communication and try validating that emotion that you observe by speaking it out loud and checking to see if you understood that emotional context. See if it then lowers the brain activation so you can have a more constructive conversation."

This is episode 317. Read the complete transcription on the Sales Game Changers Podcast website. DEBRA'S TIP FOR EMERGING SALES LEADERS: "Being natural when you speak is the best approach to take. We see a lot of Ted speakers these days and a lot of different ways that people are presenting. You can follow all the best practices of pausing and pace, but truly being natural and talking like you're talking to a friend about something that you're passionate about is the best way to be a speaker in pretty much all context."