Keep Your Client’s Outcomes in Mind When Creating Decision Timelines

Keep Your Client’s Outcomes in Mind When Creating Decision Timelines

I regularly talk to my clients who have long and complicated sales processes regarding the need to adopt a Decision Timeline. These are known by many different names, but regardless of name, they are a list of action items that both companies need to check off either independently or mutually. This allows both the selling and buying teams to have a project plan to arrive at a decision to move forward with a financial transaction in return for the product or service.

When a selling team first does a Decision Timeline, it is not unusual for it to be very similar to a Close Plan, but the goal is to have mutually agreed-upon outcomes. My friends at Sales Assembly put out a great video to drive home the correct behavior, and it is worth every salesperson’s time to review it.

I talk about Decision Timelines much more in my book, Eliminate Your Competition, and in my blog supporting that book, The Trapper.

You can purchase my book wherever books are sold such as Amazon, Barnes and Noble, and Books A Million. It is available in e-book formats for Nook, Kindle, and iPad.
https://salesassembly.hubs.vidyard.com/watch/HqZPfziKhgx7FrKJNS35oi?
Two Tall Guys Talking Sales – Carving Success: Chris Spanier on Sales-Marketing Synergy – E77

Two Tall Guys Talking Sales – Carving Success: Chris Spanier on Sales-Marketing Synergy – E77

In this insightful episode of “Two Tall Guys Talking Sales,” hosts Kevin Lawson and Sean O’Shaughnessey continue their conversation with Chris Spanier, a seasoned marketing expert and the founder of Carpe Diem Consulting Group. Building on the momentum from last week’s discussion on storytelling and marketing alignment, Chris delves deeper into strategies for small businesses aiming to enhance their sales and marketing focus without the luxury of a large budget. Tune in to discover actionable advice for fostering a productive partnership between sales and marketing teams and driving company growth.

Key Topics Discussed

  1. Budget Discipline Across Business Sizes: Chris emphasizes the importance of budget discipline, whether in a small business or a corporate setting, and the need for strategic alignment between sales and marketing.
  2. Building Sales and Marketing Synergy: Insight into initiating fruitful conversations between sales and marketing to identify common goals, target audiences, and strategies for mutual success.
  3. Tactics for Limited Budgets: Practical approaches for small businesses to test marketing strategies efficiently and affordably, including rapid iteration and leveraging insights for improvement.
  4. The Importance of Sales and Marketing Collaboration: Chris discusses the transformative impact of sales and marketing working in harmony, sharing a real-life example of this partnership leading to significant business success.
  5. Advice for CEOs on Differentiating Sales and Marketing: Tips for company leaders to understand the distinct roles of sales and marketing, fostering a collaborative rather than hierarchical relationship.

Key Quotes

Chris Spanier:

“When sales and marketing start talking together, and they start planning and supporting each other, then suddenly, it’s like, you’re not the enemy. You’re actually an incredible asset and an ally.”

Sean O’Shaughnessey:

“Marketing and sales are partners in this journey of customer acquisition and revenue growth, not a hand-off relationship.”

Kevin Lawson:

“What do you wish we as salespeople would ask you first before we say, how are you getting us more leads?”

Additional Resources

  • Carpe Diem Consulting Group: Chris Spanier’s marketing consultancy bridges small to medium-sized businesses seeking to establish or enhance their marketing efforts. – https://www.carpediemconsultinggroup.com/

Summary

This episode of “Two Tall Guys Talking Sales” is essential listening for small business owners, sales leaders, and marketing professionals striving for growth in a competitive marketplace. Chris Spanier shares invaluable insights on making the most of limited budgets, the critical importance of sales and marketing collaboration, and strategic approaches to achieving company-wide success. Through real-life examples and practical advice, Chris, Kevin, and Sean illuminate a path forward for businesses looking to cultivate a powerful synergy between sales and marketing. Don’t miss this opportunity to learn from a marketing expert dedicated to helping companies seize the day and achieve their goals.

Ready to transform your sales and marketing strategy? Download this episode now for expert guidance on driving profitability and growth in your business.

Two Tall Guys Talking Sales – Navigating the Sales Process: Insights from Jeff Clair of ClairVoyant Consulting – E74

Two Tall Guys Talking Sales – Navigating the Sales Process: Insights from Jeff Clair of ClairVoyant Consulting – E74

Dive into the world of sales excellence with “Two Tall Guys Talking Sales,” as hosts Kevin Lawson and Sean O’Shaughnessey welcome Jeff Clair from ClairVoyant Consulting LLC. In this compelling episode, Jeff, a seasoned fractional VP of Sales, shares his East Coast insights into overcoming common sales challenges, utilizing innovative strategies, and enhancing the sales process. Join us as we explore the nuances of sales from different regional perspectives, offering valuable advice for sales professionals across the spectrum.

Key Topics Discussed

  1. The Importance of a Defined Sales Process: Jeff emphasizes the critical role of having a structured sales process and how the lack of one can lead to salespeople ‘winging it.’
  2. Utilizing CRM for Sales Success: The discussion highlights how CRM tools can delineate sales stages, aiding salespeople in navigating from lead generation to closing.
  3. Referral Strategies: The panel delves into the potential of referrals in sales and why many salespeople hesitate to ask for them, missing out on valuable opportunities.
  4. Closing Techniques and Challenges: Jeff shares insights into salespeople’s common hurdles when closing deals and the strategic importance of asking the right questions.
  5. The Power of Storytelling in Sales: Jeff advocates for storytelling as a technique to connect with prospects, positioning them as the ‘hero’ of their journey with your product or service.
  6. Guidance over Selling: The notion that successful salespeople guide rather than sell to their prospects, encouraging sales teams to adopt a consultative approach.

Key Quotes

Jeff Clair:

“Nobody really sells people anything…successful salespeople identify needs, desires, wants, and then satisfies those needs, desires, or wants with the product that they have.”

Kevin Lawson:

“Facts tell and stories sell…we’re going to unpack how stories sell in our next episode.”

Sean O’Shaughnessey:

“A salesperson is a guide…they are experts in selling their product. The prospect probably is not an expert in buying that thing.”

Summary

This episode of “Two Tall Guys Talking Sales” is a treasure trove for anyone looking to sharpen their sales skills. With Jeff Clair’s expertise, the discussion sheds light on critical aspects of the sales process, from the initial lead generation to the final close. By addressing salespeople’s common pitfalls and offering strategies to overcome them, Jeff, Kevin, and Sean provide listeners with actionable advice to elevate their sales game. Whether you’re a seasoned VP of Sales or a sales professional looking to improve your approach, this episode is packed with insights that can transform your sales strategy and lead to greater success. Tune in to learn how to navigate the sales process confidently, leverage your CRM effectively, and harness the power of storytelling to connect with your prospects on a deeper level.

Revolutionize Your Sales Strategy: The Power of Streamlining Your Sales Process – Video 10 of the New Year Motivation Series

Revolutionize Your Sales Strategy: The Power of Streamlining Your Sales Process – Video 10 of the New Year Motivation Series

As we embark on this new year, it’s time to reevaluate and refine our sales strategies. My mission is to empower salespeople, sales managers, and CEOs of small companies to achieve remarkable growth this New Year. One crucial aspect that often goes overlooked is the efficiency of your sales process.

A Customer Relationship Management (CRM) system is more than a digital Rolodex; it’s a strategic tool that, when used effectively, can transform your sales process. Ensure that your CRM reflects and aids your sales process. If it doesn’t, you face a gap in your strategy and tools that needs immediate attention.

Take the time to map out your current sales process within your CRM. This exercise isn’t just about documentation; it’s about identifying bottlenecks and inefficiencies. Once you spot these, you can start making targeted improvements.

You may not solve all the problems overnight, but identifying and addressing even one bottleneck can significantly enhance productivity. A small change, like streamlining a step in your process or improving communication flow, can have a compound effect throughout the year.

Remember, you don’t have to do this alone. Your sales team, operations staff, and even your customers can provide invaluable insights into what’s working and what’s not. Collaborate with them to find ways to make your sales process smoother and more customer-friendly.

Your goal should be to make dealing with your company as seamless as possible for your clients. Imagine a scenario where your customers view working with you as the easiest part of their day. This level of customer experience can set you apart in a competitive market.

As we move forward in the New Year, I challenge you to enhance your sales process proactively. A well-optimized sales process increases your team’s productivity and elevates the customer experience.

Make this year count by refining your approach to sales. Good luck, and here’s to a year of effective selling and remarkable growth!

For more insights into this process, watch my video below.

Two Tall Guys Talking Sales – Expanding Your Sales Horizon: Conquering New Territories in Consumable Sales – E71

Two Tall Guys Talking Sales – Expanding Your Sales Horizon: Conquering New Territories in Consumable Sales – E71

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey delve into new territories’ challenges and strategies, especially in consumable sales. This episode is a treasure trove of wisdom for salespeople and leaders navigating the competitive landscape of selling products that are regularly consumed by customers. Whether you’re a seasoned sales professional or just starting in a new territory, this episode offers valuable insights into crafting successful sales strategies.

Key Topics Discussed

  1. Strategies for New Salespeople in Established Territories: Understanding how to enter and grow in a territory with established competition.
  2. Importance of Being a Trusted Advisor: The role of salespeople in becoming integral to their customers’ operations and decision-making processes.
  3. Selling Beyond the Product: Emphasizing the value of the salesperson and the company in addition to the product itself.
  4. Differentiating in a Competitive Market: How to stand out when selling products that are similar to what competitors offer.
  5. Leveraging Non-Traditional ICPs (Ideal Client Profiles): Finding success by targeting non-traditional clients who may only purchase specific items from the sales line.
  6. Building and Sustaining Customer Relationships: Strategies for maintaining long-term customer relationships in consumable sales.

Key Quotes

  • Kevin: “You’ve got to give somebody enough reason to give us a try. Whether you’ve gone through Sandler, that ‘give us a try’ is a strategy or it’s a pricing strategy, product strategy, and where you play in the market.”
  • Sean: “You need to get that prospect, that company that isn’t buying from you today, to buy something from you. You need to start to develop that relationship. You earn the right to sell more to them.”

Additional Resources

  • Book: “Challenger Sale” – Recommended by Sean for understanding how to challenge and drive customer businesses – https://a.co/d/hOtMIGp.
  • Sandler Training – Mentioned by Kevin as a resource for sales strategies – https://www.sandler.com/.

Summary

In this episode, Kevin and Sean provide a comprehensive guide on effectively breaking into new territories, especially in industries where products are consumed regularly. They emphasize the importance of being more than just a salesperson; being a trusted advisor and an integral part of the customer’s business. The discussion covers strategies for differentiating in a competitive market, leveraging non-traditional client profiles, and building sustainable customer relationships. This episode is a must-listen for sales professionals looking to expand their reach and deepen their impact in new territories. Join us next week for more insights on “Two Tall Guys Talking Sales.”

Two Tall Guys Talking Sales – The Trusted Advisor: Excelling in Consumable Product Sales – E70

Two Tall Guys Talking Sales – The Trusted Advisor: Excelling in Consumable Product Sales – E70

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts, Kevin Lawson and Sean O’Shaughnessey, delve into the often-overlooked realm of consumable sales. In this episode, they explore strategies for making that initial sale and ensuring repeat business in a competitive market. Whether you’re selling paper, steel, lubricants, or any consumable product, this episode is packed with valuable insights for sales professionals at all levels.

Key Topics Discussed

  1. The Importance of Being a Trusted Advisor: Understanding the significance of building solid customer advisory relationships in consumable sales.
  2. Selling Beyond the Product: How to add value and differentiate yourself when selling widely available products that are similar across competitors.
  3. Strategies for New Territory Development: Tips for sales leaders and salespeople on effectively breaking into and growing new sales territories.
  4. Crafting a Unique Selling Proposition (USP): The necessity of developing a compelling USP, even for distributors of similar products.
  5. Role of Sales Managers and CEOs: The importance of leadership in providing tools and processes to support the sales team in delivering value.
  6. Maintaining Customer Satisfaction: Strategies for keeping customers engaged and ensuring repeat business in a competitive environment.

Key Quotes

  • Sean: “The value you bring is you. The value you bring is your ability to understand the prospect, your ability to guide the prospect.”
  • Kevin: “Figure out for yourself what makes the most value for your customers. When they say, ‘thank you,’ what do they say thank you for?”

Additional Resources

  • Book: “Challenger Sale” – Recommended for understanding the concept of challenging and driving customer business – https://a.co/d/cIUwphe.
  • Book: “Eliminate Your Competition” by Sean O’Shaughnessey https://a.co/d/4qCVNEP.

Summary

In this episode, Kevin and Sean provide a deep dive into the world of consumable sales, emphasizing the importance of being more than just a salesperson – being a trusted advisor. They discuss the necessity of understanding your product and your customer, crafting a unique selling proposition, and the critical role of sales managers and CEOs in empowering their teams. Whether you’re a seasoned sales professional or just starting, this episode offers practical advice and strategies to excel in the competitive market of consumable sales. Tune in to “Two Tall Guys Talking Sales” for these and more invaluable sales insights.

From Features to Solutions: Rethinking Sales for the New Year – Video 6 of the New Year Motivation Series

From Features to Solutions: Rethinking Sales for the New Year – Video 6 of the New Year Motivation Series

As we navigate the early stages of the New Year, the time is ripe for salespeople, managers, and CEOs of small companies to redefine their approach to sales. My mission is to guide you towards a robust start to the year. Remember, a sluggish beginning can set a challenging precedent, so let’s dive into how to kickstart your sales effectively.

At the heart of every successful sale is the ability to solve a problem. It’s not the product itself that’s key, but the solution it provides. Think beyond the immediate features of what you’re selling – drill down to the core issue it addresses for your client.

There’s a classic saying in sales: You don’t sell the drill, but the hole it makes. However, I encourage you to take this even further. It’s not just about the hole; it’s about what your client does with that hole. Your job is understanding and articulating how your product or service facilitates your client’s goals.

Your communications – proposals, emails, or presentations – should be framed around problem-solving. It’s crucial to showcase your understanding of the client’s challenges and how your product or service offers the solution. This approach makes your proposal resonate with your direct contact and with anyone else who might view it.

Documenting case studies where your product or service solved a specific problem can be incredibly powerful. These real-life examples prove your solution’s effectiveness, making your sales pitch more credible and compelling.

When drafting proposals, focus on the problem you’re solving. Avoid just listing product features or part numbers. Your proposal should narrate a story – the story of how you understand and can solve the client’s unique challenges. This approach is essential, especially when your proposal is passed along to decision-makers who might not know you yet.

In this New Year, your success in sales will hinge not just on what you sell but on how well you connect your product to the solutions your clients seek. Shift from a transactional mindset to a problem-solving approach. This is how you’ll differentiate yourself in a crowded market and drive meaningful, long-lasting client relationships.

Watch my video series for more insights and practical strategies to boost your sales this year. These videos will help you start strong and maintain momentum throughout the year.

Happy selling, and here’s to a successful and prosperous new year!

Elevate Your Sales Game: Time Management Secrets for a Prosperous New Year – Video 4 of the New Year Motivation Series

Elevate Your Sales Game: Time Management Secrets for a Prosperous New Year – Video 4 of the New Year Motivation Series

As a fractional VP of Sales, I’ve witnessed many companies struggle not due to a lack of opportunities but because of inefficient time management. In a world where the potential market is vast, and the economy’s ebb and flow is a constant, the real game-changer is how you manage your time.

1. Prioritizing Revenue-Generating Activities

Prioritizing tasks is crucial based on their potential for immediate revenue generation. Ask yourself: What can I close today? Focusing on high-priority, revenue-generating activities is essential. This means deliberately carving out time in your schedule for these tasks.

2. Strategic Time Blocking

I advocate that many people should implement strategic time blocking. This involves reserving specific periods in your day exclusively for high-value activities. Whether it’s client meetings, follow-up calls, or strategic planning, these blocks of time should be non-negotiable and dedicated solely to tasks that directly contribute to your revenue goals.

3. Reducing Time on Non-Sales Activities

A common pitfall for many sales professionals is spending too much time on non-sales activities. The goal is to shift this balance. If you’re currently spending 20% of your time on sales, aim for 30% or 40%. This shift can significantly enhance your productivity and sales outcomes.

4. Setting Daily and Weekly Goals

Don’t just block time, but also set clear, achievable goals for client interactions. These goals should be tracked daily and weekly, ensuring you’re consistently progressing and adjusting your strategies as needed.

5. Accountability and Continuous Improvement

Regularly review how much time you’re spending on client interactions and sales activities. Strive for incremental improvements – even a 10% increase in dedicated sales time can lead to substantial growth in your business.

If you want to dive deeper into these strategies and transform your approach to sales this year, check out my latest video. It’s filled with insights and practical tips to help you make the most of your time and drive significant revenue growth.

Happy selling, and here’s to a prosperous year ahead!

Elevate Your Sales Game: New Year’s Guide to Advanced Client Relationship Building – Video 3 of the New Year Motivation Series

Elevate Your Sales Game: New Year’s Guide to Advanced Client Relationship Building – Video 3 of the New Year Motivation Series

Achieving sales success goes beyond just understanding your product or service. It involves establishing strong and enduring connections with your clients. As a Fractional Vice President of Sales, I have learned the immense value that relationships play in driving business growth. This year calls for a shift in our approach to sales.

The economic landscape is always filled with challenges, but the key lies in deepening connections with both existing clients and potential prospects. Personalizing communication becomes crucial—moving beyond generic greetings to truly engage with clients personally, understanding their unique needs and how they interact with what you offer.

If you haven’t had any contact with a client for 90 days, chances are they have forgotten about you. Regular check-ins are essential, especially for your most important clients. Aim to maintain a communication cycle of 30 to 60 days with key clients to keep your relationship active and ensure that your services stay at the forefront of their minds.

Don’t solely focus on existing clients; continuously seek out new prospects as well. Set an attainable goal of establishing one new client relationship per month. This proactive approach to acquiring clients is crucial for maintaining long-term growth.

Having a structured method to track client interactions is highly important. If you don’t already have a Customer Relationship Management (CRM) system, acquire one. Ensure that you document every engagement, not just responses to RFPs but also genuine and meaningful conversations.

Networking events offer abundant opportunities for new connections. There’s nothing quite like a personal introduction. Aim to attend at least three networking events this year and utilize these platforms to meet potential clients and gain valuable introductions.

These strategies are just the beginning of what can be accomplished. For more detailed insights on these approaches and how they can transform your sales techniques in this new year, I encourage you to watch my latest video. Begin implementing them now and witness your sales performance soar.