How important today in technology sales is gaining wider senior technology sales experience to ‘remain relevant’ and more appealing in the jobs market rather than stay in one area for too long e.g Telecoms?

Vital any market being commodity race to the bottom. Key from previous question know your customers.

What does the senior enterprise sales person of 10 years’ time look like ? ... will the core attributes of successful sales people remain the same or will impact of more informed buyers , social selling , move to inside sales change the scene over next 10 years for seasoned successful big ticket sellers?

Conceive

• Think Big – Fearlessly sell 7 and 8 figure deals.

• Serve self-interest – Visualise success for customer and self.

• Committed – Know they will find a way to win.

Believe

• Confident – 100% ready to disrupt customer thinking.

• Bold – Challenge internal and external resources to unlock sale.

• Smart – Invest 30% of time on Economic Buyers, not just technology users.

Win

• Adaptive – Tailor dialogue to different buying personas.

• Achieve – Drive business value for customer.

• Relentless – Use reciprocal networking to close sale.

In the technology space, what companies today in an ideal world and you could pick any, would you pick to work for and why?

Culture culture culture

How do you keep believing in yourself?

Use Anchors like in podcast #32

I use GELPC:

What I am Grateful for:

Excited about?

Who do I love?

What am I proud of?

What am I committed to?

How do you continue pushing toward your goal without getting swamped by the day to day?

Next next and vision, know where heading and 'does it make boat go faster'?

What do you need to do to accelerate your career?

Personal branding - modules 141 to 146 and OWN vision of your career

How do you visualise your big dream? What are the tools to create your career pictures?

Clyde Brolin interview - podcasts #113 #114

Vision board, single image, reason why mind map podcasts #54 #55 #56

How do you rebound after a set back?

Setbacks inevitable, remember the course and anchors.

I use GELPC:

What I am Grateful for:

Excited about?

Who do I love?

What am I proud of?

What am I committed to?

How do you build your confidence to master efficient networking?

Think win/win podcast #81 confidence an earned skill, state of minute mood, controllable.

What are the key steps to understand your customers?

Identify the ‘Pain’:

Objective

Identify value drivers that are:

Business critical,

Operational de-risked

Personal career agenda of stakeholder.

Critical questions

• What are the pains in the company, which require you right now?

• What main initiatives are ongoing right now?

• How are they related to what you are selling?

Know the key Metrics:

Objective

Tie your solution (Governance, accurate reporting/data, Technology optimisation) to strategically important initiatives. Selling a business outcome is what customers will buy. £15M reduction in OPEX over 18 months.

Critical questions

• Why buy?

• Why buy now?

• Why buy your solution?

Economic Buyer Influence:

Objective

Meet and have dialogue with and influence of.

Critical questions

• Do you know the EB? Have you met them?

• Have you checked with them the decision criteria and process?

• What are their expectations? (ROI? Justification? Metrics? Personal agenda?)

‘The illiterate of the 21st Century won’t be those who can’t read and write, but those who can’t learn, unlearn and re-learn’

Alvin Toffler

James Nathan interviewed me recently:

He described me as:

A career manager who enables his individual and private clients to reach premium earnings and reward. The last 5 are 40% increases!

Author of ‘Be a Job Magnet’ – a bestselling book on how to access the ‘hidden’ job market, who is passionate about enabling individuals to own their career, to ensure they ‘unlock’ their talent to be in control of their lives.

We discuss:

Supporting our children's educational needs in an ever-changing world.

Ever-green human needs.

How to be a successful business person.

Customer service delivery.

Why British culture leads to poor service according to Michel Roux.

How to respond when stuff goes wrong.

Building trust and hiring dinner suits.

‘The illiterate of the 21st Century won’t be those who can’t read and write, but those who can’t learn, unlearn and re-learn’

Alvin Toffler

“Don’t get paid what you are worth, you get paid what you negotiate.”

Adrian Evans

Optimal mental and emotional state:

Fully Connected Focus - Terry Orlick

Conceive Believe Achieve - Clyde Brolin

Vital for your next interaction in Enterprise sales.

Can I support you in your career, gaining promotion, accessing the hidden job market.

Earning your worth.

Contact [email protected]

Essential read for data leaders

I had a very clear intention when I purchased this book – to learn how to apply data insights to my private and enterprise customers.

This book delivers on every count:

• It is insightful

• It is a practical guide

• It has an engaging consumable matter than allows you to easily return to each time having implemented the insights.

I know Caroline is a cheerleader for the use of data as a source of competitive advantage, yet what struck was the pragmatic interplay with people and need for smart human lens to optimise use of data.

My key takeaways:

• Your company is missing revenue and you income if only talking about data capture and management – walk the talk.

• Be open to how you can barter and leverage data across your supply chain

• Use data to close more and larger Enterprise Sales deals.

Essential read for anyone interested, in staying relevant and gaining a competitive advantage.

Key takeaways:

1) Sleep is your number 1 energy provider.

2) Build time to be out in nature - simple as walk by the rover.

3) Create regular Me Time - with no agenda.

See Steve contact details below:

All men's distress is different.

You found this page because you (or someone close) are on a spectrum, from being in pain, being confused to functioning but something is stopping you move on in your life (be that personal or professional). Its never clear-cut.

Let’s talk about how I could help you navigate this maze for you.

I practice according to your needs, if you are more comfortable talking on the Golf Course than in my clinic I will be there. Suggestions for where the work is done;

· In a private room

· Skype

· On the golf course

· At your home

· Walking

· Driving (to and from work)

· In your office

· The pub or coffee shop

I will support you throughout our journey with 24/7 access via email, txt, phone or skype.

Please contact me to take your first step to WellMind

What are you waiting for?

I was recently speaking with one of my longest standing private clients and planning, how to ensure the successful closure of a vital deal for him...

Pre mortem - start with the end in mind and work backwards.

Anticipate.

Tools like MEDDICC support this strategy.

• Metrics

• Economic Buyer

• Decision Process

• Decision Criteria

• Identify pain

• Champion

• Competition

Doug Laney – Infonomics: (How to monetise, manage and measure information as an asset for competitive advantage)

Top insights:

1) Key drivers of data monetization: increase customer retention, create additional revenue streams, new line of business, enter new markets, enable competitive differentiation, barter for goods and services, barter for terms, reduce fraud and risk.

2) Information Product managers will embody key skills – thinking big, understand customers, swim upstream across current, be experimental, evolve measure, communication and influence.

3) Governance challenge – culture often allows few official policies for handling most information, other than law and industry regulations.

4) Lack of governance often put down to plausible deniability

5) Collibra mentioned on page 163 – PAS 55 framework that Collibra automate.

6) By Adapting and using data effectively organisation can move form insights to foresights.

7) Information leaders urging businesses to treat information as a legitimate economic asset as commoditization of physical compels them to look for new margin business.

8) CDO role a natural evolution, like CHRO, CMO, C risk O.

9) Economics although the dismal science does offer a different lens compared to finance understanding and applying information assets.

10) Understand the vital difference between data quality metrics objective (Validity, completeness, Integrity) and of subjective (Existences, scarcity and relevancy).

11) Hawthorne effect – positive emotional effect due to sympathetic /interested observer, - Denning you can’t manage what you can’t measure. More reasonable aphorism – It’s easier to manage what you measure.

12) The accounting profession ‘abject’ failure to keep up with changes in global economy. Stuck in the 1930’s.

13) Classic accounting ineffectual at assigning value to the greatest asset of business today intangible assets.

14) AIG CDO data 'offence and defence' – building data management in a box = 3,000 systems into one place.

200 books sold in 90 seconds.

Self Trust™ and the 4 Cores of Credibility™

Credibility boils down to two simple questions. First, do I trust myself? Second, am I someone who others can trust? Stephen Covey talks about Four “Cores” that are key to building credibility.

The Four Cores are: 1. Integrity, 2. Intent, 3. Capabilities, and 4. Results. Integrity and Intent are character cores. Capabilities and Results are competency cores. All Four Cores are necessary for credibility. A person of integrity that does not produce results is not credible. If you are not credible, you are not trustworthy!

Integrity (Character)

The First Core is Integrity. Most of the major violations of trust are violations of integrity. Covey asserts that integrity is more than honesty. In addition to honesty, integrity is made up of three other virtues.

Congruency is when one acts according to his values. It is when there is no gap between what one intends to do and what one actually does.

Humility is the ability to look out for the good of others in addition to what is good for you.

Covey says, “A humble person is more concerned about what is right than about being right, about acting on good ideas than about having the ideas, about embracing new truth than defending an outdated position, about building the team than exalting self, about recognizing contribution than being recognized for it.”

Courage is the ability to do the right thing even when it may be difficult. It is when you do what you know is right regardless of the possible consequences.

Please note the TradeMark refers to FranklinCovey

Give your ambition a Voice.

It's not all about results, close the gap between your results and your success.

Embrace the 'difference' that you uniquely bring, is it your background, your experience, or your perspective?

...where can this be valuable to your customers and organisation?

Learn to signal your confidence, this is a skill its learn-able via deliberate practice and intention.