Moving The Rock
2.5 SKILLSET - The Partnership / Buying Partnerships are Built on Buying Relationships

2.5 SKILLSET - The Partnership / Buying Partnerships are Built on Buying Relationships

April 15, 2021

Many salespeople and leaders point to their ability to build strong relationships as an essential key to their success. Are they talking about relationships built upon the emotional bonds of likability? Or are they talking about ‘buying relationships’ built upon the emotional and rational bonds of mutual respect? Listen as we discuss the difference and our repeatable formula for success.

 

2.4 SKILLSET - The Process / Your Fastest Path To A Successful Buying Decision

2.4 SKILLSET - The Process / Your Fastest Path To A Successful Buying Decision

April 8, 2021

When you start by focusing on your buyer’s path to success, the Universal Buying Cycle™, you prepare yourself to meet your buyer where they are. You prepare yourself to sell the way your customers buy. And you prepare yourself to discover the fastest path to a successful buying decision.

2.3 SKILLSET - The Cycle / Four Agreements of the Universal Buying Cycle™

2.3 SKILLSET - The Cycle / Four Agreements of the Universal Buying Cycle™

April 1, 2021

Sales is an exchange of value. Yet, 85% of managers and 74% of salespeople lack the skills and/or discipline to execute a ‘value-first’ sales methodology. The Universal Buying Cycle™ forms the foundation of such a methodology (Collecting WINS™) and the Four Agreements ensure the methodology can be executed with predictable, repeatable precision.

2.2 SKILLSET - The Power / Measuring Sales Flow

2.2 SKILLSET - The Power / Measuring Sales Flow

March 25, 2021

Reinforcing the skills required to win games of probability requires data. Over time, data turns assumptions and good guesses into predictable, repeatable outcomes. But, only if salespeople use the right data to improve their skills -- to improve the effectiveness of the decisions they make and the actions they take.

2.1 SKILLSET - The Promise / Defining ‘Winning Habits’

2.1 SKILLSET - The Promise / Defining ‘Winning Habits’

March 18, 2021

Helping your team fully deliver on the promise of a predictable sales methodology requires a leader to know how to help each team member sustain a common set of winning habits.

SPECIAL EPISODE - Dan Rockwell / People, Problems and Innovative Solutions

SPECIAL EPISODE - Dan Rockwell / People, Problems and Innovative Solutions

March 18, 2021

James and Chris interview Dan Rockwell about the connection between successful technology innovation and sales leadership -- the dangers of assuming and the power of asking enough good and tough questions. Dan is CEO and Co-Founder of Big Kitty Labs, a software development agency that helps anyone with an idea or a problem build a solution and get to market.

 

 

1.5 MINDSET - Walking the Talk / Understanding Your Own Path to Change

1.5 MINDSET - Walking the Talk / Understanding Your Own Path to Change

March 11, 2021

We can only lead buyers along a path we are willing to walk ourselves. If your job is to lead buyers to change, then you must have experience walking your own path to change. Understanding your own path will help you understand your buyer’s path.

1.4 MINDSET - Leading Change / Stop Selling Solutions

1.4 MINDSET - Leading Change / Stop Selling Solutions

March 4, 2021

The decision to buy follows the decision to change. People buy when they are ready, willing and able to change. We sell when we are ready, willing and able to lead buyers to change. As a leader or as a salesperson, your job is not to sell your idea or solution. Your job is to sell change.

1.3 MINDSET - The Buyer / Your Fastest Path to Cash

1.3 MINDSET - The Buyer / Your Fastest Path to Cash

February 25, 2021

Your ‘fastest path to cash’ is to sell the way your customers buy, but that does not mean handing over the mantle of leadership to your buyer. It means leading the client to a shared understanding of their problem and your solution.

1.2 MINDSET - The Leader / Servant Leaders as Growth Multipliers

1.2 MINDSET - The Leader / Servant Leaders as Growth Multipliers

February 18, 2021

Servant leaders are natural Growth Multipliers. Servant leadership has the ability to form the foundation of a sustainable and natural growth strategy, capable of transforming sales and customer-facing teams.

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