#JohnBedwany is a seasoned sales veteran who is the the world's leading expert in #AuthenticRelationshipManagement. What is #ARM? The best salespeople are able to develop peer to peer benchmarks, developing and sharing intelligence about what other comparable decision makers are thinking and worrying about. Positioning yourself as a thought leader and source of valuable executive education and insight allows you to displace incumbents.

A-players stand apart from everyone else because of the authentic relationships they develop through transparent intent. Only very few salespeople do any genuine segmentation. The best identify those accounts they have a high probability of closing because you can improve their business position.

We discuss how to establish control over your sales without being authoritarian, how to stay relevant over the long term & maintain deal velocity by defining personalised roadmaps to yes. We also explore how the salesperson can marshal all the resources, people and milestones to ensure predictability in your pipeline and forecast. You'll understand why winging it is an act of criminal negligence on the part of both salesperson and their manager. We explain why scripts are harmful to the buying experience.

John helps his clients establish deep credibility with their prospects over time using a closed loop prospecting process but he bemoans the fact that lazy and incompetent salespeople blow up well qualified opportunities through lack of preparation. Having a mentoring system, coaching and regular investment in the individuals in the sales team with a personalised training budget will positively impact performance.

I make the point that true trickledown occurs when you train and coach your senior executive team and refer to what #JeffMagee suggested which is that the Chief Learning Officer spends their time coaching and developing the leadership team.

John makes some very interesting author recommendations

You can contact John via: 

• linkedin.com/in/johnbedwany

• [email protected]

• BedwanyJohn