Sales Process Excellence Podcast

The shift from the mass production of the 20th century to just-in-time to on-demand to lean has forced companies to radically change the way they operate – and not just in manufacturing, says Nick Katko.

As a CFO of several companies, consultant, and now president and owner of industry leader BMA, Nick has seen first-hand how this new approach has impacted marketing and sales and… compelled the creation of a lean approach to accounting.

You can create an environment where people close to problems understand how to boost productivity and quality while reducing waste and controlling costs… and use a “customized” accounting strategy to monitor results.

Nick gives us a roadmap to get there, including…

• The two types of accounting – and how lean fits in
• Why “old school” financial statements get in the way
• How to overcome complexity to control costs and increase revenue
• The simple measurements you need to uncover the root causes of problems
• And more

It’s typical for 20% of the salespeople in an organization to be responsible for 80% of production, says Josh Pitchford, a consultant with Sandler Training. It’s also common to not recognize what sets those superstars apart… it’s a mystery even to the salespeople themselves.

Josh shares strategies for distilling what top performers do into a process that everybody can follow, which results in more sales success across the board.

A big part of that revitalization is recognizing that not all prospects are created equal.

We talk about how to determine the accounts worth going after, as well as…

• Why sales training won’t stick unless you do this
• How to keep the right potential deals moving forward
• What happens when a salesperson does “too much”
• The 5 Dials of your sales process you must watch

Burr Oak Tool, a leading manufacturer in the HVAC industry, has long implemented lean practices in their operations. But when Tim Doot arrived as a corporate VP he made sure that philosophy carried into the sales department as well.

By examining data from every part of the sales process, the Burr Oak team was able to eliminate wasteful practices and identify the “best of the best” customers.

And while drastic change like this often doesn’t stick, they’re still going strong.

• Tim tells us how they’ve sustained success, as well as…
• A little-known cost of “bad customers”
• The numbers behind your best prospects
• Rethinking your sales relationships
• Why you can’t neglect post-sale service
• And more

At the end of the day, sales success is about having prospects and customers trust you – and never betraying that trust.

There are some obvious ways of doing that… but others that aren’t so clear says Dave DeSantis of negotiation training company Camp Systems.

Dave shares his insights into the typical prospect’s decision-making process – and how a salesperson fits into that.

We also talk about the strategies you can use in any business negotiation to ensure a fair outcome… and the one behavior you must avoid because it’s guaranteed to kill a deal.

Tune in to find out…

• When to walk away from big – even huge - deals
• The foundation of impactful sales and marketing strategy
• The surprising way systems lead to productivity
• How to make your prospect comfortable in the sales environment
• And more

Pricing, contests, relationships… for years sales, departments could get away with relying on those elements to meet numbers.

But in today’s super-competitive environment you have to use a more scientific approach, says Michael Darrish. Michael’s background as an IT developer made him receptive to instilling logic in sales.

And these days, as a process improvement consultant, it guides his work with clients as he helps them understand why using a sales process is more profitable than personality or instinct.

We dive into…

• Why process improvement needs this element – or it’ll never work
• Using the scientific method to refine best practices
• The danger in customer relationships
• How to follow the why, why, why trail
• And more

Tobia La Marca is spreading the gospel of sales process excellence in Italy.

As a business development rep for a tech company, Tobia has found that building structure in all his interactions with prospects – as well as seeing things from their perspective – has allowed him to create more value for his customers, his employer, and himself.

We talk about the process of “guiding” prospects to the sale, as well as ways to identify those who are worth your time and effort.

We also discuss…

• The dangers of “one-sided” conversations
• Why technology can’t solve sales programs
• The 4 things you must do when communicating with customers
• The prospects you must always avoid
• And more

Success in sales is all about personality and relationships, right?

That’s part of it, says Todd Youngblood of the YPS Group. But if that’s all you have, you’re seriously limiting your potential.

Todd is a big believer in a methodical approach for continuous improvement in sales – for both individuals and the rest of the sales team.

It involves some tools and tactics that the typical salesperson has never seen (or if they have, they’re afraid of). But, says Todd, a little discipline and accountability isn’t anything to fear. We explore all the steps in this “scientific” mindset shift.

We also discuss…

• The sales stats that help you gauge the health of your business
• Knowing your product inside-out isn’t enough to sell it
• When sales people should become business consultants
• Why increased revenue shouldn’t be the #1 goal
• And more

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When independent consultant Rich Piech starts working with a company that’s struggling to scale up… he often finds that they have a fundamental flaw:

They’ve defined “sales” the wrong way.

This has a domino effect, impacting the whole company. And, no, the sales department isn’t to blame, stresses Rich.

What is sales… really?

And who should take part in figuring it out? Tune in for the answers, as well as…

• The 3 Ps that must work together or revenues stall
• Why you need “hunters” and “farmers” on your team
• How to approach change top-down and bottom-up
• The must-have you need to implement lasting growth

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Do you know who your ideal prospect is? Are you sure? Jeff Galas, the founder of On Purpose Growth, maintains that too many companies are wasting their marketing dollars and misusing their sales force because they don’t actually know.

But Jeff gives you the tools to find the right answer too… and make sure your whole team knows it too.

You’ll be able to see through your prospect’s eyes… adopt the right mindset to recognize their pain points… and then tailor your approach in sales and marketing to address their most pressing needs.

We dig deep into how to adopt that strategy and also explore…

• Why great sales talent is necessary but not enough
• When you must change your entire sales strategy (it happens more often than you think)
• Techniques for low-cost but fast-moving growth
• How to use mistakes as a vital ingredient to your company’s growth
• And much more

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When things are going wrong in a business, it’s the tendency of many managers and owners to blame employees. But, says Steve Hollingsworth, principal consultant at Ottimizzi, you should focus on the processes and needed changes there, not the people stuck working in those processes.

This is especially true in sales and marketing – the lifeblood of any business.

By collecting the right data, getting feedback from those involved, and making employees part of the solution, you’ll not only improve individual processes but also create a culture of continuous improvement.

Steve and I dive deep into this topic during the interview, covering…

• How to eliminate friction between your company’s departments
• The role of systems thinking in sales and marketing
• Strategies for overcoming “Initiative Fatigue”
• Ways to get buy-in from employees to create momentous change
• And more