Market Dominance Guys

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Modern Sales is a Collaborative Exercise in Search.

Sales is a Collaborative Exercise in Search

The sales lead discernment process is similar to search results. The ones that come up on the first page are the ones you interact with. It's like a discovery call.  A discovery call's purpose isn't to say, "I'm going to buy." One of the biggest mistakes sales trainers make is relying on role-playing as the method to gain confidence. Role-playing is not designed to get you calm and confident. It's a "gotcha" set up. Rehearsal and practice are a better training method to allow the salespeople to get comfortable enough they don't have to think about how they might fail. You need to have it be a reflex to get to the underlying emotion. The underlying emotion that needs to come through is curiosity.

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It’s the CEO’s Job to Feel the Ice Rather than Harpoon the Whale

Feel the ice rather than trying to harpoon the whale.

CEOs are allowed to have weird thoughts and consider odd possibilities. You need input from the market you don't have yet. This is why a CEO needs to be selling to understand what is actually happening. Their job is to feel the ice rather than just sending your reps to drive the road.

Put yourself in there as CEO, don't absorb the friction, find the root cause. The marketplace is always changing. CEOs love to harpoon a whale, but they need to experience every aspect of a sale. They need to be in the mix and feel what is behind the numbers. Listen to this episode of Market Dominance Guys, It's the CEO's Job to Feel the Ice Rather than Harpoon the Whale.

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The We’re Set objection and why introverts make the best salespeople.

Introverts make the best introverts

Marketing can step in and help sales overcome it.

1. Beginning: listen to discovery conversations.

2. Middle: look at support tickets to see the unvarnished truth.

3. End: work on getting the pipeline to be seen as an asset, it belongs on the balance sheet. Ask to be measured on the value we are contributing to help steer my efforts based on results that are being produced.

1. I want to know upfront what's going on - attribution

2. in the middle - discovery

3. at the end - support tickets and we should want to know this first hand.

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91% of All Marketing Dollars are a Waste.

Sales and Marketing Alignment is a Myth - thank goodness.

Only 9% of all MQ's (marketing qualified leads) every result in a conversation. Worse than that, you have now stimulated your target audience to explore and investigate your competition. 91% of all marketing dollars are a waste. This is because Sales only contacts a prospect two times, rather than the 6 times requested or required.  That leaves 91% for your competitors to speak to. But the good news is, everyone else is doing the same thing. It may all work out.

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We need to do together before we partner together.

Safoian episode 2

 

Part 2 of the interview with SADA CEO, Tony Safoian. Questions answered include How is Google going to support my enterprise business better than its competitors. Needs have changed, demand for "bat phone" support is now part of any proposal. Every customer is different in their behavior than they were four months ago. If you're an organization that doesn't know how to meet your customer where they are now, your organization is dead. 

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Every Mitigation is Untested - WFH or Going Back to the Office

Every mitigation is untested - do you continue to work from home or go back to the office #WFH

This episode of Market Dominance Guys starts with Chris recapping the numbers from the previous episode on the tremendous infusion of savings Work From Home creates as knowledge workers are no longer required to go into an office to be productive. Quite the opposite. The data supports they are as much as 47% more productive working from home - ending the commute economy.

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Work From Home Injects Over $1 Trillion Into the Economy

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There's a whole bunch of commuters that are used to driving to cities. And I think it would be good and very timely talk a little bit about some of the things that we've learned and this massive economy that is forming from the non-commuter economy, the non-commuter economic forces. Chris will perhaps give us a little bit of hope, as far as what the trends are with this new stay at home economy.

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Why CEO’s Need to be Selling

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(aka: The Problem Is Making Your Numbers)

Running your sales program with a conversation-first approach delivers needed information to you. Naturally, this is important to your sales department. After all, utilizing a conversation at the beginning of the sales process tells your sales team almost automatically if it’s worthwhile to have another conversation.

 

So, why should a CEO be selling when he has salespeople to do that job? Because there’s important information a savvy CEO can glean from having conversations with prospects. Information about how things are changing for prospective companies due to competition or demand for their products, about new leadership within their companies, and about the adjustments prospective buyers have had to make to meet the challenges of impactful events — like this pandemic. In these preliminary conversations, a CEO can truly keep his finger on the pulse of prospective buyers and detect how his own company’s product, service, or even sales message might need to be changed to better meet buyers’ needs.

 

In this podcast, Chris will also explain his take on a different result that has surfaced due to the pandemic. He begins with, “There’s a bad, bad disease in our economy, and it’s called commuting.” Listen while Chris expounds on his conclusion that the massive collapse of the commute economy is real — and that the effects of it have huge economic value.

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The Dog, The Fence and the Bone Problem.

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The problem in sales is that the desire for the transaction puts most salespeople already behind the eightball. When he was growing up, Chris' family put up a chain-link fence originally for the goats, but a few years later it helped with the dogs and inspired an experiment.

Chris opened the gate 30-40 feet away from where he put a dog bone over the fence. His dog tried to go over, under, and through the fence, but couldn't get to the bone. But it also didn't back up enough to see the open gate. This is what most salespeople do.

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Celebrating a win isn’t anything, it’s just preparing for the next thing.

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In this episode, Corey and Chris continue their conversation with a high Beta Market Dominance Practitioner MaxSold CEO, Sushee Perumal. aka "the skinny kid from India," MaxSold CEO, Sushee Perumal starting with why he felt he could successfully start an airline and his escape route when that failed. We open with Chris tying together his tapping of the bells analogy and plunging into Sushee's story which ultimately leads to MaxSold's growing success through a path of science, rather than simply tossing out millions of marketing dollars hoping it will work.

Chris reminds us, and Sushee agreed strongly that sometimes we have to wait before we can celebrate a win, funding, goals achieved.

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