Mike Weinberg is a speaker of truths, a man unafraid to call a fig a fig and a trough a trough (ancient Greek reference...via Google search). It's Saturday night ... yes Saturday night, I am recovering from a three day bought of the flu and rather than drill more holes in my brain watching TV I pulled Mike's book from my briefcase and continued reading.
Mike's book, Sales Management Simplified, is full of reminders that the basics never go out of style, that "old school" ways taught invaluable lessons, and we who wish to be successful leaders and sellers in today's market place have to continue working at our craft.
Lately I have stressing to my team the no holds barred requirement to work our Sales Process. We do not quote projects, rather we provide solutions that enable the successful completion of Business Objectives. Problems lead to Issues, which lead to an Objective being established to remove the Issues by solving, thus eliminating, the Problems. We have to be proactive, we have to ensure we don't end up "playing catchup".
Mike's book does a terrific job in Chapter 15 of talking to both Sales Leaders and Sales People. I wish it was Monday so I could call my team members and have a Touchpoint session with them to again reinforce and check that their work is oriented toward solving Business Objectives.
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