So many businesses struggle to generate enough new sales to take their growth to the next level…and it doesn’t have to be this way.
So, you’ve been let loose at a conference or are manning your company’s stand at an exhibition.
You’re looking sharp. Hair recently cut, shoes polished or heels just high enough and your favourite suit or outfit makes you shine with confidence. You look every inch the successful salesperson, head of sales or CEO.
That is until someone walks onto your stand or starts making small talk with you in the line up for the buffet and innocuously asks, “So, what is it that you do?”
You may have heard from me before that “words have power”.
So do the stories that you tell yourself habitually.
Recently, I worked with a sales leader and his team on a project to improve their positioning and messaging so that they sounded and acted in a competitively distinct manner to their competition.
Recently, I watched a video delivered by an inside sales expert. He teaches a LOT of leading-edge content that will be creating a great deal of value for his customers.
BUT, and I use the word intentionally, I believe he is unconsciously sabotaging the results that his SDRs and potential customers will be getting because of the words he uses to describe potential customers – aka “targets.”
Last week, I wrote an article – CEO! Sales Are Struggling Because of YOU! – on why salespeople often struggle to discover and create customer value because of the way YOU talk about your products, services and solutions – what they are vs. what they do specifically for your customers.
In the course of my sales growth advisory, training and coaching engagements over the last ten years, it’s become apparent to me that much of the responsibility for sales organizations that struggle lies at the feet of the company’s most important salesperson: you – the CEO.
If you’re a parent, you’ll know that your kids model what they see you doing and what they hear you say – not necessarily what you tell them to do.
The same applies if you’re a CEO or sales leader – your salespeople will model the behaviours they see, hear and experience from you habitually.
Many of my clients hire me because they want more meetings or @bats.
Those with a more strategic orientation choose to work with me because they want to execute a competitively distinct prospecting and selling motion that starts top-down – with the CEO. They do this because they want more quality pipeline, faster sales cycles, bigger deals and more wins.
Perhaps your sales team isn’t struggling to get enough appointments. If so, you’re one of the fortunate ones.
And, are they winning enough opportunities to hit their quota and for you to hit your number?
If you’re losing opportunities to competition, or your potential customer decides to stick with what they already have after speaking with your salespeople, then competition and status quo aren’t your challenge.
CEOs and Sales Leaders! If the customer testimonials on your website are from VP, Dir, or Mgr job titles, then your salespeople are prospecting and selling too low.
How do I know?