Moving The Rock

3.1a TOOLSET - The Matrix - Win Bigger and Lose Smaller

Applying a sales process that delivers a predictable win rate is only part of the challenge. You want to win more than you lose, yes! But you also want your wins to be bigger and your losses to be smaller. Getting there requires your salespeople to ask the right buyers the right questions at the right time. Practicing the ideal sales process will ensure your people develop the discipline (i.e., muscle memory) required to reach and redefine their potential and your business goals. 

 

SPECIAL EPISODE - Chris McAlister / Being Legendary

Today we're stepping off the path of our journey to zero in on a KEY idea. Standing out and being memorable is key to being the person others turn to when they are searching for a solution to the problem they face and the pain they feel. Today we'll be talking about how you can stand out without being gimmicky, cheesy or off putting --  so you can show up every time as the best version of you. So you can be legendary.

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

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

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™

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

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.

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

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.

 

 

2.1 SKILLSET - The Promise / Defining ‘Winning Habits’

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.