Moving The Rock

Reinforcing the skills required to win games of probability requires data. Over time, data turns assumptions and good guesses into predictable, repeatable outcomes. But, only if salespeople use the right data to improve their skills -- to improve the effectiveness of the decisions they make and the actions they take.

James and Chris interview Dan Rockwell about the connection between successful technology innovation and sales leadership -- the dangers of assuming and the power of asking enough good and tough questions. Dan is CEO and Co-Founder of Big Kitty Labs, a software development agency that helps anyone with an idea or a problem build a solution and get to market.

Helping your team fully deliver on the promise of a predictable sales methodology requires a leader to know how to help each team member sustain a common set of winning habits.

We can only lead buyers along a path we are willing to walk ourselves. If your job is to lead buyers to change, then you must have experience walking your own path to change. Understanding your own path will help you understand your buyer’s path.

The decision to buy follows the decision to change. People buy when they are ready, willing and able to change. We sell when we are ready, willing and able to lead buyers to change. As a leader or as a salesperson, your job is not to sell your idea or solution. Your job is to sell change.

Your ‘fastest path to cash’ is to sell the way your customers buy, but that does not mean handing over the mantle of leadership to your buyer. It means leading the client to a shared understanding of their problem and your solution.

Servant leaders are natural Growth Multipliers. Servant leadership has the ability to form the foundation of a sustainable and natural growth strategy, capable of transforming sales and customer-facing teams.

Sales is a game of probability, not a game of perfection. Many elements of the game are out of our control, but we can identify predictable patterns of success that help us to win more than we lose, and win bigger and lose smaller over time.

James, Founder of Floriss Group and Chris, Founder of SightShift share their unique experiences and the shared journey that brought them together to create Moving The Rock. Welcome!