Wha-Dho Sales Training

I recently spent time with the leadership of two different sales organizations.  We were talking about their current sales numbers.  One company had doubled growth last year and the other had lost about 30% in revenue. The topic of discussion was the following; they wanted to engage in sales strategies that produced results in today’s market place.  The good news is that they both realized that their market segments had changed dramatically in the last 18 months and it was now time to revisit their go-to-market strategies.

In short now what? We discussed my 12 Disruptive Sales Strategies their sales teams could use to post better numbers on the board.  I offer them to you.

1. Know your Business Goals.  As sales leaders; what are you trying to accomplish.  All revenue is NOT equal.
2. Know your Personal Purpose. As sales people; why do anything at all? What is your ultimate … “Why”?
3. Know your Numbers; 1-3-5 year revenue goals. Ground all your g0-to-market efforts in the “end result” of where you want your numbers to be at the end of these horizons of time.
4. Know your Market Numbers. How have things changed in the last 18 months?
5. Know your existing Customers.  Who bought what in the last 18 months; company profiles, what they bought, why they bought it, how much they paid for it and how much has any of this changed?
6. Know your Prospects.  If you cannot name specific companies, people and their titles you need to do more work.
7. Design highly targeted outreach campaigns.  For these few highly targeted prospects, large marketing campaigns might not work.
8. Know your Bread Winners. Every company has people who deliver and people who almost deliver.  Do not lie about this reality.  Its time to clean house and cut overhead.
9. Stop Selling Start Supplying Solutions (SSSSS)  Now is not the time to sell people anything.
10. Leverage your networks of Help.  The shortest way to a relationship of trust is through a friend.
11. Be the expert.  Nobody wants to deal with people who cannot help them.  Demonstrate your capabilities.
12. Never Leave.  Once you have sold your customers a solution they need, leverage all resources you have access to remain a partner of choice and help them solve problems and accomplish their business goals.

Check in on a regular basis over the next two weeks to learn more about each of these strategies.  I will be expanding on them and giving your more insight on how to leverage them in your business.