Finding Business with Scott Channell

Imagine a slider with working a process on one end and chasing randomness on the other. Where would you be on that slider?  If you are working a true sales process you have a system with steps that have been crafted to perfection and work. Chasing randomness is too many good ideas and a lot of activity that converts to too few wins. Listen and decide where you are on the scale?

Six unfair marketing strategies that provide a competitive advantage.  Business is not fair. The people who win aren't necessarily the ones with the best product, the lowest price, or the most talent. Learn six marketing leverage points. 

Three most powerful unfair business growth strategies for experts, trainers and professional service providers. 

W. Edwards Deming, the famous business theorist, industrial engineer and management consultant famously said “Every sales system is perfectly designed to get the results it gets.” Well, actually he said most of that, I just added the sales part.  But his quote, Every  system is perfectly designed to get the results it gets.” carries a truth for sales professionals. Your current sales results—whether strong, mediocre, or weak—are a direct outcome of the system you've built. If you want to improve your results, you must improve your system. 

What does the I"m not interested sales objection really mean?

If you are a sales rep or sales manager, you should be terrified of two things.
 
 1. Failure:
 2. Success without knowing why.
 
 FAILURE isn’t just about missing sales goals – it is about not understanding the root cause. You can’t solve a problem if you don’t recognize it. Seek feedback from those that are successful, invite criticism and constructive input and make the necessary changes. Change. 
 
 SUCCESS WITHOUT KNOWING WHY is a ticking time bomb. If you don’t know why you are closing deals, you won’t know how to maintain it, repeat it, scale it or teach it  to others. 

 The more time you invest in building your outreach list, the easier it is to get a reply. You cannot sell much to people unlikely to need you. Bad lists equal wasted time in lots of it.  Over the years, working with B2B outreach teams have revealed  a common clear pattern.

My most common go to method to build a bullseye list: Read article here. 

Today, we discuss the one-inch rule of selling.

Very simply, don’t let distractions, overconfidence, lack of confidence or a fear of rejection cause you to stumble in the final moments. That last inch of effort often determines whether you’ll walk away with a signed deal or zilch.

In competitive B2B sales, your top competitors prepare meticulously, persist relentlessly, execute flawlessly, and expect you to be sloppy. Disappoint them.

If you don’t fully prepare and stick your landing, you will not be winning deals against top competitors. You will be rolling in the dirt for the leftovers with all the other stop shorts. 

Your sales process is like a well-paved road to sales success. It’s designed to guide you and your team toward your ultimate destination: closing new accounts. Without that road, you’re just wandering aimlessly, relying on randomness to get your next new account. Balance discipline and flexibility for top sales performance. 

Ya but, interested, I’m different, good meeting and proposal. Words and phrases commonly used by sales teams. But do they help or hurt? If you are managing a sales team, it could be inside or outside sales, B2B, B2C, doesn’t matter. In order to guide your team performance to maximum potential, I’d like to suggest that you ban certain words and phrases from your sales discussions.