ABOUT US
PHILOSOPHIES AND VALUES
- Everyone is not your prospect! Great business development is about efficiently finding those that truly are your prospects and mutually engaging in a process that allows the prospect to discover that truth and to make a decision. Poor “sales” execution is needlessly chasing and convincing prospects that really are not prospects.
- “Sales” requires passionate conviction to the cause at hand, not for annoying traditional sales hype, but to negotiate with truth as the right outcome.
- There is no place in the marketplace for aggressive salespeople. That day is over. There is, however, a place for professional and respectful assertiveness to find the truth with the real intent to help.
- Every client environment is different and should be approached accordingly. Short sales cycles of unsophisticated products or services lend to different tactics than complex enterprise level multi-touch point sales cycles.
- The team with the brightest, highly motivated and astutely trained people will win. More importantly, management must constantly be upgrading their people with the right tools to determine who the best people are.
- Put the pressure on the process, not the people! Sales teams that “wing it” will eventually flatten out, as will organizations that are unsystematic. Every step in a sales cycle requires a process that is proven to work, so that sales people are not left to hopeful self discipline.
- There are truths that salespeople need to hear from their manager(s). More often then not, these truths cannot be communicated by their management, due solely to the inherit dynamics of supervisor to subordinate. We, as 3rd party coaches, must communicate those truths to our salespeople.
- Attitude can be excited in a seminar or speaking event or from a great audio CD, but will likely wane soon there after. Success takes Attitude, Behavior and Technique in equal balance on a consistent recurring basis from an internal or external training/coaching source that is truly admired and respected by the sales/business development person. It cannot be a teacher; it has to be someone they believe has done what they are preaching.
- Cold calling is the least efficient method of obtaining new clients, but may still need to be a part of someone’s plan, based upon their stage of growth.
- Selling is just “cog in the wheel” that completes the circle of great product or services that will bring more prospects, and thus energy must be applied to creating a truly remarkable service or product that drives new referrals and word of mouth. Sales is not to trick people.
- Sales and Marketing must work together, not as compartmentalized units. Great Marketing makes great Sales Teams and poor marketing creates sales turnover.
