Annette is an amazing person that I was lucky to have been introduced through a mutual friend Carson Heady.  
Why did I want to meet Annette?  Simple....Because she is changing the perspective for leaders on how to "See Around Corners" in their business.
Through her company, Journey to Results, Annette works with leaders to help create more visibility in the organization by looking at the peripherals, which are not usually focused on. 
It's about diversity and being able to listen to all aspects and information coming from within.  Making the right decisions also is a gut instinct sometimes from the information you have coming forward.  
Today we talk about how leaders and look and see beyond the surface of the day to day work and also empower teams to be better "information gatherers" along the way!

https://www.linkedin.com/in/annettebrackin/
www.journeytoresults.com
[email protected]
@journeytoresults

Nigel Green is the real deal!  His company works with sales executives and sales leadership to refocus their priorities on establishing solid foundational relationships with other leaders in their organization. The challenge most sales leaders have, is they focus on their sales team and not the outside leadership in each of the other departments that really define how the sales engine will run.
He now runs intimate, one-day, virtual workshops for sales managers that want to become indispensable executives, and as he puts it, it's the closest thing to a sales leadership MBA.
What I love about Nigel is he's just raw and relevant!
He says it how it is, and provides new and insightful views on how to develop relationships that will accelerate you as an executive.
He is also the best selling author of the revenue harvest, and I encourage you all to check out that book.
Check him out at:
https://www.linkedin.com/in/revenueharvest/
www.salesleadershipworkshops.com

Meeting with a prospect for a 15min demo or running a two day National Sales Meeting......it doesn't matter. 
Key is thing is to prep.
You can't have success if you don't prep.  It just can't happen! 
The worst thing you can do is go in blind to a meeting.  
Build your case around the outcomes that you want to achieve.  It's so vital for the success of the meeting.
If you can think about the gap between your desired outcome and the objections that will stand in your way to get there, you're success rate will increase dramatically!

Rick Denley has reinvented himself and in turn has reinvented how he approaches Sales organizations for training and coaching.
That's what makes Peak Performance so powerful is the dedication to inventing new ways of providing value to your customers.
Rick speaks a lot about Value and how important non transactional relationships are between your company and your customers.
Check this one out!
https://www.linkedin.com/in/rickdenley/
https://www.linkedin.com/company/peak-performance-leadership-services-inc/
Insta - @denleyrick
www.rickdenley.com

What does a Quality Assurance Manager do? 
Well, it's probably the most underrated position in the company when you speak to the full Customer Experience!
The customer experience is so critical and we always associate this with the "frontline" sales team members.  
The challenge most companies have is they forget that most of the negative experiences happen after the client is onboarded and turned over to the internal team.
Angie Davenport has redesigned and refined her company to ensure the experience starts and finishes correctly.  And if it doesn't, her and her team do what's necessary to make the customer happy.
Love this chat how we connect sales and customer service to ensure our customers keep coming back!
https://www.linkedin.com/in/angie-davenport-a506a42a/
https://a-mrazek.com/

Ever watch the flight attendant at the start of flight.  He/She picks up the mic and rattles off the "pre-flight" speech.

"Ladies and Gentlemen please direct your attention to the monitors in front of you..........."
They are often doing 15 different things as they do this.

It's been a "script" so often repeated, they are like robots. 

Well just an FYI to all you Sales Reps that use "scripts" and "pitches," that have been repeated the same way, in the same tone, about the same product or service everyday for weeks/months/years.....YOU SOUND THE SAME!

Change it up! If the structure can't change, then change your tone, change your transition words and use different language based on the persona's you're calling.

I hear it everyday.....ROBOTS.....

Humanize it, make it personal and watch what happens!

Be transparent about what you're not great at with your customer....?
What? Really? 

YES! This is the message from Todd Caponi, the best selling author and owner of Sales Melon.

Todd, a self proclaimed sales nerd, quit his job as CRO and wrote his best selling book, The Transparency Sale, after his success in a meeting where he presented what his company is NOT capable of doing!
He was blown away with how quickly he closed a multimillion dollar deal by being transparent about his incapabilities and basically decided to quit his job and write a book!
This episode he explains how buyers think and how you can create more trust, quicker, by being transparent and showing your customers what you can and cannot do!

https://www.linkedin.com/in/toddcaponi/
https://www.transparencysale.com/

Show me a sales script and I'll show you a bunch of sales people that tell me about themselves and their product!
Show me a Sales Message and I'll show you a company that closes more customers and grows faster than most! 
Your sales message is so important in order for you to capture the interest of your potential customer, and start the relationship building immediately. Your sales message is a part of your sales process and should be focussed on, developed and refined constantly as your company and business grows.
That's what I love about what Jim Karrh and his company, Karrh and Associates, do. 
They help build a strong sales processes.  
Help with developing your true ideal client and really focuses on a strong sales message that will empower your sales team and develop your pipeline even further.
Today we talk Sales Message, Ideal Clients and how important your Sales Process is!

https://www.linkedin.com/in/jimkarrh/
https://jimkarrh.com/

Why battle on price when you brand is at stake?
Why batte on price when you customer isn't a partner?
When do you walk away.....?

These are all hard questions that we have to ask ourselves as Sales Professionals.  It's so vital that we keep the integrity of the brand, if you don't want your brand to be known as the "cheap one."

It's ok to walk away
It's ok to say no
And....
It's ok to say "your not the right partner for me."

Build a sustainable business on brand and value and you win!

Just thought I would drop an old school episode on how to define a sales process and why it's so important! 
Build one and be better!!!