Prepare for an exciting episode with Mike Simmons Co-founder of Catalyst A.C.T.S.. Throughout the discussion, you'll gain valuable insights into strategic sales management, improved practices, and logical, data-driven approaches that promise to propel you in your sales journey.
Sales Problem Solving and Decision Making (12:09)
Explore the concept of problem-solving in sales methodology. We introduce a hexagon model that outlines key questions to ask when approaching a problem: what, who, why, how, when, and what's the plan. Understanding the problem and the people impacted by it is emphasized before jumping into solutions. We also stress the need for a time-bound plan to mitigate risks and ensure success. This model can be applied to both single interactions and overall sales plans.
Improve Sales Process, Avoid End-of-Quarter Pressure (23:46)
This chapter emphasizes the importance of understanding the customer's needs and priorities in the sales process. We discuss how skipping key steps like validation and qualification can lead to decreased success in proposals. Additionally, we address the common issue of end-of-quarter pressure and offer advice on how to avoid it by planning and preparing earlier. The conversation highlights the need for proactive behavior in sales planning rather than reactive approaches.
Customer Interaction Strategies and Problem Solving (32:38)
This chapter explores the importance of understanding the seasonality of a business and aligning it with customer buying patterns. We discuss the need for sales reps to focus on core skills such as gathering data, leveraging storytelling, time management, and project management. We also share our love for deconstructing and clarifying complex concepts. Overall, this chapter provides valuable insights on strategically managing sales activities and achieving long-term success.
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.
Schedule a call with him here.
Find out more about Paul Fuller on LinkedIn
From north to south, east to west, Membrain has thousands of happy clients all over the world.
