Dave Wallace
Chief Status Quo Prosecutor
Sales Coach
Certified Corporate Visions Consultant
Demystifying Sales – Don’t make it harder than you have to
Imagine you have great product/solution/offering. But you’re not sure who to talk to or how to deliver your message in a way that make you sound different from everyone else offering something similar.
There is a great quote from Tom Mendoza – former President and Vice Chairman of NetApp – one of the world leaders in data storage – and for whom the University of Notre Dame Mendoza School of Business is named. He said:
“Sales is your #1 job
Your #2 job is whatever we hired you to do”
(or if you’re a small business leader/ solopreneur,)
“Your #2 job is whatever it is you actually do.”
No business or even solopreneur, regardless of how great your product/solution/skill is, can survive without sales.
After this session you’ll have the foundation for developing the following:
- A profile of your ideal customer
- The key elements of a conversation with that ideal customer that:
- Can move them from indecision to decision even if they weren’t thinking of making a change prior to meeting with you
- Help them understand that even if they don’t make a decision in 3, 6, or 12 months, they remember your conversation, they remember they need to make a change, and they remember they need to make that change with you.
Join me for 45 minutes that will change how you approach sales; that, if you will, demystifies sales such that you’ll know what to do, when to do it, and how to do it correctly.
More about Dave...
The B2B (business to business) sales process is more complex than ever. Status quo bias is real and incredibly difficult to overcome. Storytelling is of paramount importance in sales. And businesses that focus their storytelling efforts on organizations that they can confidently define as an ideal customer increase their average sale size, decrease the length of their sales cycle, and increase their pipeline close rate. Translation: they increase revenue.
With over 43+ years’ experience in all aspects of sales (individual contributor, sales leader, business owner), I understand sales. It’s unlikely that there is a scenario that I haven’t experienced in my career. Sales is complex, but it’s not difficult, if you know what to do and how to do it.
- What if you could identify your ideal customer with laser like precision such that you focus your sales efforts only on those organizations or individuals that were a match?
- And what if you could move your prospect or customer from indecision to decision, even if they weren’t thinking about making a change prior to meeting with you?
- Finally, imagine if you could differentiate yourself from your competition in a way that your prospects actually care about, so that at the end of your sales cycle the conversation wasn’t just about price?
