I’m not sure why, but it seems that there are a lot of people in my universe right now whose lives are swirling the drain – either personally or in business. As a very good friend said to me today, “When it rains, it pours.” Anyone who knows me, knows that my natural inclination is to “fix” it for everyone. When in reality, even in a pair of kick ass tights and a cape, I can only do so much.
It seems that we sales people are always on a mission to be influential. That could pertain to how we are with prospects and clients. And, it also relates to ‘how we are’ inside our companies. This podcast is a learning tool that can help you become more influential. Brooke Green and Bill Caskey share some tips on how they’ve seen high performing sales people do just that.
Annually, we have John Jantsch on as a guest of the podcast. We like having him because he always, always gives sales people a fresh look at business development.
This episode is no different as Bill interviews John on marketing tips for sales people. John also dives into some trends facing sales folks, and even slightly offends sales managers (all in good fun though).
Also mentioned in this podcast:
Dang it. I never was very good at the whole rhyming thing. Probably no way to get ‘Jantsch’ to rhyme with ‘blue.’ But I am borrowing something from John Jantsch today, mainly because he’s a guest on The Advanced Selling Podcast podcast next week (June 10). And if you have anything to do with marketing, sales, or company leadership, you should listen. It will be available on this site or on iTunes!
Not a day goes by in our sales training and coaching business that a client doesn’t approach us with this question, “How do I get to the CEO?” I heard that very question yesterday from a brand new client who sells technology services – traditionally calling on IT managers and CIOs.
Five years ago my advice would have been to craft the message that you wanted to communicate, network to that person, then make a cold call. But I think now all of that is premature.
Because unless you are speaking the language of the CEO – CIO – CMO – C00 – then you will waste your time – and theirs – in making that call.
Statistics suggest that 70% of us are visual in how we take in information. I prefer to think of it that we are all 70% visual. Social scientists would tell me that interpreting that initial number in the second way is wrong but, oh well.
The bottom line is that if we want to understand something at a deeper level, I believe we need to learn how to draw it out, graphically.
I was in a conversation recently coaching a sales manager whose company had just been purchased by an outside firm. And the new sales model was very different than the old one. I asked him if he had ever explained the differences to his team. He said he had, and that it wasn’t taking root.
I then ask him if he’d ever drawn the old and new process out – side by side.