Dan Swift recommended we adopt a new enterprise sales playbook

50% of enterprise sales is 90% personal

Problem: Your relationship lacks Trust

Remedy: Get Vulnerable and Stay Vulnerable

1. Make Sure the Leader Is Vulnerable First and Often

Navy SEALs commander puts it, ‘I screwed that up’ are the most important words any leader can say.

Red Arrows

• Dale Carnegie improve communication, influence, and leadership

Become a friendly person by:

o genuinely interested in people.

o talk in terms of others peoples interest.

• Matthew Syed:

o Key finding social science: people with a giving approach are flourishing in a world of interdependency. Invitation to stay relevant in 2020 build your social intelligence and social capital.

• Rob Howes:

know the:

o Fear/Risk

o Ambition/Ego and doubts…

o …Greed/opportunity and leverage points of economic buyers

50% of enterprise sales is 90% personal

• Anant Patel:

o Make your line manager look golden

• NLP Pacing and Leading

Purpose of pacing and leading:

Speak directly to the unconscious and access its hidden resources.

• Lisa A pacing and leading

INFLUENCING FOR CHANGE

adapting your style to motivate others

It takes practice, rehearsal and willingness to be not very good to start.

David Ogilvy quote:

“I don't know the rules of grammar. If you're trying to persuade people to do something, or buy something, it seems to me you should use their language.” .”...I would add enter their world with a genuine intent to enhance their career and life.

50% of enterprise sales is 90% personal

My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people

Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.

If you want to take control of your career:

contact [email protected]

Subscribe to the Enterprise Sales club channel - there are 240 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.

Dan Swift recommended we adopt a new enterprise sales playbook

• NLP Pacing and Leading

What does this mean enterprise sales, allowing to explore other parts of the relationship the small talk to become the big talk, because everyone needs a damn good listening to.

Staying with discovery and questions so they come to co creating not the hard sell.

50% of enterprise sales is 90% personal

• Excellent example is Lisa Akesson www.lisaakesson.com

David Ogilvy quote:

“I don't know the rules of grammar. If you're trying to persuade people to do something, or buy something, it seems to me you should use their language.” .”...I would add enter their world with a genuine intent to enhance their career and life.

My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people

Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.

If you want to take control of your career:

contact [email protected]

Subscribe to the Enterprise Sales club channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.

Dan Swift recommended we adopt a new enterprise sales playbook

• Place to start Growth mindset as the gateway to resilience, grit and adaption itself:

What is your attitude to Failure – an experiment or verdict?

What is your attitude to Feedback – ignore or breakfast of champions?

What is your attitude to new perspectives – curious or closed know it all?

What is your attitude to learning from others – humble or already an expert in your field?

Rob Howes know the:

o Fear/Risk

o Greed/opportunity and leverage points

o Ambition/Ego and doubts… of economic buyers

50% of enterprise sales is 90% personal

Anant Patel:

Make your line manager look golden

David Ogilvy quote:

“I don't know the rules of grammar. If you're trying to persuade people to do something, or buy something, it seems to me you should use their language.”...I would add enter their world with a genuine intent to enhance their career and life.

My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people

Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.

If you want to take control of your career:

contact [email protected]

Subscribe to the Enterprise Sales club channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.

Dan Swift recommended we adopt a new enterprise sales playbook

@danswift

50% of enterprise sales is 90% personal

Daniel coyle from book The culture code:

"Problem: Your relationship lacks Trust

Remedy: Get Vulnerable and Stay Vulnerable

1. Make Sure the Leader Is Vulnerable First and Often

Group cooperation is created by small, frequently repeated moments of vulnerability. Of these, none is more powerful than the moment when a leader signals their vulnerability. As one Navy SEALs commander puts it, I screwed that up are the most important words any leader can say."

Red Arrows are similar where the squadron leader goes first on feedback of his own performance.

It takes practice, rehearsal, and willingness to be not very good to start.

• Dale Carnegie improve communication, influence, and leadership

Become a friendly person by:

o genuinely interested in people.

o talk in terms of others peoples interest.

Win people to your way of thinking

o yes yes set, honestly to see from their point of view.

Be a leader

o Ask questions and discover more

o Let them save face

• Matthew Syed:

o "The evidence also shows that the most successful givers are strategic, seeking out diversity but cutting off selfish people who seek to exploit them. As one researcher put it: "a giving attitude is a powerful asset when allied to social intelligence."

David Ogilvy quote:

“I don't know the rules of grammar. If you're trying to persuade people to do something, or buy something, it seems to me you should use their language.” .”...I would add enter their world with a genuine intent to enhance their career and life.

My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people

Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.

If you want to take control of your career:

contact [email protected]

Subscribe to the channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.

Dan Swift: “Our mission is to modernise b to b sales by empowering customer-facing teams to us social media and digital tools – with compassion for the buyer – to help them build their empires.”

Building trust and showing an appropriate level of vulnerability is the optimal way, to engage decision makers.

Social selling is using a mix of content to engage.

Use the 50/25/25 rule.

You can start this process and apply to your pipeline today.

Adopting a new playbook is vital to stay relevant in these changing times.

Be compassionate to your sales leadership and manage upwards proactively.

Which of these resonated with you?

Love to know your thoughts and suggestions for future guests on the show:

“Our mission is to modernise b to b sales by empowering customer-facing teams to use social media and digital tools – with compassion for the buyer – to help them build their empires.”

Can you expand and tell us more?

Why is building trust and showing an appropriate level of vulnerability optimal?

What is social selling and how do you apply to pipeline today?

What is your advice to enterprise sales professionals to adapt to these unprecedented times?

What is stellar sales leadership?

My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people

Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.

If you want to take control of your career:

contact [email protected]

Subscribe to the channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.

"The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn."

Alvin Toffler - Author of Future Shock

• Life audit

• Adaptive mindset which skills needed right now to set up for success in 2025 – resilience, network, personal branding…

• Read and summary of books or podcasts been waiting on

To learn how to develop an adaptive mindset blog post below:

https://www.linkedin.com/pulse/adaptive-learners-al-exclusive-club-serial-adrian-evans/

• Give back to your Community – it can be a multiplier for your energy

• I found my superpower which is 'Unlocking others talent - bringing out the best in people"

• An invitation join a community based on your values and interests

Start a community, it is basic human need to part of something bigger than ourselves.

"We make a living by what we get, we make a life by what we give"

Winston Churchill

I know for sure:

Jobs go to the most connected

Do not get paid your worth paid what negotiate.

My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people

Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.

If you want to take control of your career:

contact [email protected]

Do subscribe to the channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.

To grow we need to step in the unknown, scary yet a possibility.

“I am always doing that which I cannot do, in order that I may learn how to do it.”

Pablo Picasso

Invitation to:

• Join a 21 abundance and mediation course

• Learn to Draw ot attend Creative writing course

• Reflect on Friday on what learnt this week

To learn how to develop an adaptive mindset blog post below:

https://www.linkedin.com/pulse/adaptive-learners-al-exclusive-club-serial-adrian-evans/

I know for sure:

Jobs go to the most connected

Do not get paid your worth paid what negotiate

Don’t get busted by having only one paymaster

We have to adapt to stay relevant

“The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn.”

― Alvin Toffler author Future shock

My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people

Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.

If you want to take control of your career:

contact [email protected]

Subscribe to the channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.

We wake up everyday with knowledge that we take for granted.

Activities that come easily to us, can pose a problem.

Because it comes easily we take it for granted. Truth is it is valuable to many others.

What do others come and ask you for?

For me it was negotiation.

These days it is clarity of ‘next’ part of their career or how to become a better leader.

• Invitation to start a blog – morning pages and observation and hunches listen to intuition.

• Invitation to start a podcast channel – only 700,000 compared to…

• Invitation to write a book – I got invites to Apple flagship store, House of Lords.

• Invitation to start a launch online business. Enterprise Sales Club will be launching

To grow we need to step in the unknown, scary yet a possibility.

“I am always doing that which I cannot do, in order that I may learn how to do it.”

Pablo Picasso

To learn how to develop an adaptive mindset blog post below:

https://www.linkedin.com/pulse/adaptive-learners-al-exclusive-club-serial-adrian-evans/

I know for sure:

Jobs go to the most connected

Do not get paid your worth paid what negotiate

Don’t get busted by having only one paymaster

We have to adapt to stay relevant

“The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn.”

― Alvin Toffler author Future shock

My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people

Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.

If you want to take control of your career:

contact [email protected]

Subscribe to the channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.

• Give back to your Community – it can be a multiplier for your energy

• I found my superpower which is 'Unlocking others talent - bringing out the best in people"

• An invitation join a community based on your values and interests

Start a community, it is basic human need to part of something bigger than ourselves.

"We make a living by what we get, we make a life by what we give"

Winston Churchill

I know for sure:

Jobs go to the most connected.

Do not get paid your worth paid what negotiate.

Don't get busted by having only one Paymaster.

"The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn."

Alvin Toffler - Author of Future Shock

My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people

Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.

If you want to take control of your career:

contact [email protected]

If you would like a complimentary copy of my book Be a job magnet contact me [email protected]

Do subscribe to the channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.