Sales for Life

Action Let’s take a journey through an example of a best-in-class 1-on-1: Preparation is often overlooked or ignored, but will become the largest time commitment to your process. If someone isn’t prepared, sometimes the best course of action is to end the meeting. I think they might be interested in Cloud Migration for their new wearables division on market insights, and their new CISO came from Adidas that shifted to the cloud 18 months ago according to our data. There was a new CIO, the telecom industry was shifting from 4G to 5G, and it appeared the stars were aligning in my favor.

To properly capture how decisions are made, and to visualize inflection points, focus on WHAT or HOW based questions. I think they might be interested in Cloud Migration for their new division on market insights, and their new CISO came from a competitor that shifted to the cloud 18 months ago according to our data. The process is the bedrock to transferring knowledge from one leader to another, with the goal of creating Eureka Moments. As we end this video, remember the key moment: true inspirational Eureka moments come when your seller learns through self-realization.

Focusing on too many administrative or operational tasks will prevent you from realizing your full potential as a value builder. In our sales leadership world, your value creation comes in 3 forms: 1. While this sounds simplified, it’s easy for us to drift from value creation to administrative tasks. Build a calendar with your team that focuses >80% of your week on $500/hour Value Creators.

Effective Communication – being able to clearly articulate the corporate GTM strategy and your required business outcomes, into digestible information that is meaningful for your team. Leading Indicators – your controllable actions that highly influence milestones or objectives. An important mindset you must instill in your team is clarifying WHAT ultimately are key leading indicators to success? Learning as an ultimate leading indicator provides your team with the skills, competencies and knowledge to make objective, structured decisions that highly influence great daily habits.