How to Build a Market-Leading Sales Organization, with Richard Higham
hosted by: David Mariano, Director and head
of the firm’s Buy-Side advisory practice
How to Build a Market-Leading Sales Organization, with Richard Higham
Today we will be tackling an issue faced by every business owner – how to build a high performing sales organization. How can you build a consistent and repeatable sales process and manage it so you can get the results you want, and ultimately, grow your business?
Our guest today is Richard Higham. Richard is a Principal with C3 Advisory where he helps companies win, grow, manage and retain clients. He helps companies answer the question – how do you generate sustainable sales growth, with a customer centric approach, in a volatile, uncertain, complex, and ambiguous world? Richard has spent over 25 years in sales performance and focuses on solving sales problems and seizing sales opportunities with a variety of clients. Richard also works closely with private equity investors to improve sustainable and scalable sales results that increase company value. He is involved pre-investment, during the investment, and pre-exit.
Key questions in this episode:
* Is it possible for every business to maximize their value by generating recurring and predictable revenue?
* What are signs of a strong sales system and what are pitfalls to avoid?
* How does a business owner identify the major steps of a successful sales process?
* How do you determine if it’s worth investing more time with a customer?
* What are some of the positive and negative aspects of a sales team?
* How does an effective sales manager interact in the room when a deal is being made?
* What should the management team be evaluating in order to develop a sales process good enough to repeat?
Key points in this episode:
* What you can do, as a business owner, to increase the element of recurring business.
* How reviewing successful and unsuccessful sales practices can improve your processes.
* Some tough questions to ask (at 10:00).
* The importance of measuring progress and moving customers forward.
* How to pick an effective sales leader (at 22:02).
* Incident, Impact, Improvement.
* The ACE in Richard’s pocket.
Resources mentioned in this podcast
* Click here for access to training and templates
* Richard Higham on LinkedIn
Listen to Fully Invested below:
