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The times they are changing... Today we fast forward through commercials, we ignore ads, we no longer pick up unknown phone calls, we delete spam, we do not want to hear a pitch, a value proposition or sit throw a PowerPoint presentation. The last person we want to talk with is a salesperson.
Have we turned into a bunch of hermits, who do not want to improve our lives? No, just the opposite is true, we want more, we want to do more and yes we want to acquire more.
I help salespeople understand how to be amazingly successful in this new world.
Please join me on The Brutal Truth About Sales & Selling PodCast - The Link is Below.
After spending 20 plus years selling enterprise software I now working with leadership teams I help create and dominate their market segments.
My approach is based on an exhaustive study of hundreds of eight, seven and six-figure deals across several industries and geographies, what I have discovered is that the majority of salespeople are Selling Backwards. Selling Backwards means that the focus is on the outside of prospect looking in. Instead of obsessing on messaging, positioning, presentations, demonstrations and closing, what is really effective is matching the selling process with the prospect's decision process. What we have found is that the salespeople that still embrace the old-school dogma of relying on relationships, one-on-one selling skills and aggressively pushing their prospects are as obsolete as palm pilots. What I teach is what is going on inside the prospect's organization and how they make product selections. #sales