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Kindle Notes & Highlights
by
Mark Roberge
“Hire the same successful salesperson every time.” (The Sales Hiring Formula) “Train every salesperson in the same way.” (The Sales Training Formula) “Hold our salespeople accountable to the same sales process.” (The Sales Management Formula) “Provide our salespeople with the same quality and quantity of leads every month.” (The Demand Generation Formula
I wish that scaling sales was that simple! Instead, by using the word “formulae,” I'm referring to the collection of repeatable processes, metrics, and calculations I used to complete my mission of generating predictable scale.
When you are scaling a sales team, the to-do list is endless. Hiring, training, coaching, pipeline reviews, forecasting, enterprise deal support, leadership development, and cross-functional communication are all part of the day-to-day.
“Statistics suggest salespeople who are intelligent and helpful, rather than aggressive and high-pressure, are most successful with today's empowered buyer.
Great salespeople are naturally curious. They ask great questions, listen intently, and probe into points of interest.
Great salespeople educate potential customers through the questions they ask. Their questions are thought-provoking and elicit introspection. “You know, nobody has ever asked me that before. Now that I think about it.
Great salespeople seek to understand customer goals, aspirations, fears, and struggles—all through tactical questioning.
Curiosity: the ability to understand a potential customer's context through effective questioning and listening.
Intelligence: the ability to learn complex concepts quickly and communicate those concepts in an easy-to-understand manner.
There are three aspects of a well-designed sales methodology: the buyer journey, the sales process, and the qualifying matrix.
Once the buyer journey is defined, the sales process can be created. The sales process supports the customer along his buying journey.
Finally, the qualifying matrix can now be established. The qualifying matrix defines the information needed from a potential buyer in order to understand whether we can help the prospective buyer and whether the buyer wants help.
Don't make this mistake. Invest in inbound marketing. Help buyers find you.
In a nutshell, that is how search engines work. You need lots of inbound links. You need lots of social media authority. You cannot fake your way through it. You need to build your websites authentically.
“Successful inbound marketing comes from two tactics: (1) continual quality content production, and (2) frequent online participation in social media where your target buyers are already conversing.
One major mistake companies make when embarking on this journey is a lack of commitment.
Create a Content Production Process
An hour interview can generate a lot of content.
Social media is like a live conference that is happening every second of every day. Set up your booth and get involved in the conversation.
Find the people on Twitter who your target buyers follow. Follow these same Twitter users. Read their tweets. Retweet the posts you find interesting and relevant to your buyers.
Finally, find the LinkedIn groups in which your prospects are congregating.
