This is part 7 where we discussed the so-called middle of the beginning of sales or how we start the sales conversation.
Here are the areas we covered:
Gloria sets the table and talks about prep and good doing a great diagnostic.
Ed discussed how prep needs to be prescriptive, depending on the deal.
Ed explained the balance between power and executive buying power.
Gloria discussed how to do a sales conversation based on the client’s core business by having the client speak.
Gloria explained problems that might encounter during the sales conversation. Also, she added about determining the problem of the target client and identifying the right solution to the problem.
Ed discussed the current market situation where hundreds of salespeople keep on bombarding the buyers.
Ed explained the framework of the methodology of the sales conversation.
Gloria discussed consultative selling wherein it is a sales approach that prioritizes relationships and open dialogue to identify and provide solutions to customer’s needs.
Gloria explained about growth hacking and guerilla marketing. Growth hacking is a subfield of marketing focused on the growth of a company while guerilla marketing is the creating use of novel or unconventional methods to boost sales.
Below is the link and some of the important parts of the article that we discussed entitled, “Competing in the Age of AI” :
https://hbr.org/2020/01/competing-in-the-age-of-ai
The elimination of traditional constraints transforms the rules of competition. As digital networks and algorithms are woven into the fabric of firms, industries begin to function differently and the lines between them blur. The changes extend well beyond born-digital firms, as more traditional organizations, confronted by new rivals, move toward AI-based models too. Whether you’re leading a digital start-up or working to revamp a traditional enterprise, it’s essential to understand the revolutionary impact AI has on operations, strategy, and competition.
Stay tuned next week where we are going to dig deeper into the world of sales.
About the Hosts:
Edward Golod, Founder & CEO of Revenue Accelerators, and co-Founder of Technical Thought Leader (.com). Ed is a C-Suite Sales, Marketing & Value expert, as well as the revenue architect for clients in three continents and 10+ countries. Ed has personally been responsible for closing $265M in Enterprise sales throughout his career and has grown two startups, had two exits, and grown on to $40M. Ed regularly is renowned for his unique ability to create, articulate and leverage executive and value-based messaging that has reached the C-Suite at Fortune 100 companies, creating new opportunities at Viacom, JPMC, Citicorp, Cablevision, Voya Financial, HBO, Lowes, Under Armor, Dicks Sporting Goods just to name a few. Ed’s sales systems have generated $100’s million of dollars and $3.4B in value for him and his clients.
Ed can be reached at ed@revenueaccelerators.com or on LinkedIn: www.linkedin.com/in/edwardgolod
Gloria Gunn is the CEO of TechnicalThoughtLeader.com and has personally developed thought leadership selling strategies for technology companies that have been responsible for 7- figure deals. Gloria has personally had a front-row seat to over 1 million LinkedIn messages. Gloria’s businesses have generated over 8 figures by selling our products and services from LinkedIn. Clients, customers, & subscribers have successfully generated 10s of millions of dollars for themselves and their clients from our systems, packages, & products. Gloria also successfully positions her clients as experts with authority so that they can go upmarket and close real business.