Revenade leaders, Scott and Tim, discuss insights about how sales processes and technology help businesses operate to the best of their abilities.Transcript

Hello and welcome to the Sales

Experience. A podcast where we will share insights, lessons learned and best

practices from sales leader. Each session we will do our best to provide

experienced based information that you can immediately apply to help your company

grow its top line.----more----

Hi, I’m Sarah Lohrman and today I’m going to be leading our podcast

where we’re going to be discussing a common theme across all businesses. Most

businesses and organizations have one common thing in order to execute and

operate to the best of their ability. They have to use a combination of people,

processes and technology.

 

Excellence and success occur when the three of these flow seamlessly

together, but today we’re just going to be focusing on process and technology.

 

Before we dive in, let’s start with a brief look at this day in

business history where we’ll highlight a key event that took place on this day.

In 1851 Charles Henry Dow was born in Connecticut. Who was Charles Henry Dow

you ask? Dow was a prominent American financial journalist who along with

Edward Dee Jones inaugurated the Dow Jones Averages and helped wed media to the

stock markets. Dow and Jones worked to produce news reports for Wall Street

brokerage firms and quickly formed Dow Jones and Company. Dow Jones was known

for creating salary reports of market action and developing a statistical

method for measuring the market that to this day is still used to calculate the

Dow Jones Average.

 

Sarah:                     Now I’d like to take a

minute to welcome back to the program, Scott Williamson and Tim Phillips from

Revenade. Scott Williamson is the founder of Revenade and serves as the firm’s

managing partner. For over 25 years he has helped companies throughout the

world develop and execute strategies that accelerate profitable revenue growth.

 

                                    His partner

at Revenade is none other than Tim Phillips who serves as the Managing

Director. Tim brings over 30 years of professional leadership and executive

experience as well as immeasurable knowledge and experience in the sales arena.

Thank you both so much for joining us, again.

 

Scott:                       Thanks, Sarah.

 

Tim:                          Good to be with you,

Sarah.

 

Sarah:                     Great. Today we’re going to

be tackling some topics that are important to any business, specifically

process and technology. I’ve asked you guys to talk about processes and

technology together because it seems that you can’t really have one without the

other. Scott, can you talk a little bit more about what makes processes so

important?

 

Scott:                       Sure. So, when you think

about it, sales is really no different than any other kind of business process

in the fact that, if you don’t have something outlined and people understand

how to use it, then you don’t know how to track it, you don’t know when you’re

done, you don’t know when you’re halfway done. Imagine FedEx without a process

for shipping products. Right? So, I go to the FedEx store, I drop off my

product and say, I want to get it from Houston to Cincinnati overnight and

imagine there is no process. How in the world would FedEx get that product from

Houston to Cincinnati.

 

                                    The same

thing is true of sales. If I were to walk up to you as your sales manager and

say, I need you to meet a three million dollar quote, but I had no process for

doing that, how in the world would you know what to do?

 

Sarah:                     I completely agree. I’ve

seen it time and time again with certain clients that I’ve worked with. Sloppy

processes lead to sloppy sales. Tim, can you discuss what makes for a

successful process within a business versus an unsuccessful process?