Qualified Sales Leader Quotes

Found business pain creates opportunity. Quantified business pain drives higher price points. Implicated business pain drives urgency. Business pain and urgency finds business Champions. Business champions get you to the Economic Buyer. The Economic Buyer has access to major funds. You sell big deals based on value. The opposite is also true: No discovered pain means a small or no opportunity. No quantified business pain means no cost justification. No implicated business pain means no urgency to buy. No business Champion means no access to the Economic Buyer. No access to the Economic Buyer means no access to major funds. No access to major funds means either selling small deals based on product features or selling no deals.

Coachability and Adaptability Multiple times, I've seen reps who are either too insecure to admit that they cannot perform a new function or too fearful of change. They won’t let anyone coach them. If you're not coachable, you won't learn. If you won’t learn, you won’t adapt. Adaptability is a critical trait in any rapidly growing company. As your product, market, competition, and company changes, you'll need people who are flexible enough to adapt to the changing environment. They'll need to perform new tasks, learn new products, and develop new skills.

You’ll want to meet with the Champion for each of the forecasted deals to ensure your rep has a Champion and is in control.” Maniacally qualifying deals early in the quarter by visiting the Champions of your reps’ forecasted deals in the first month of a quarter is one of the surest methods of gaining a deep understanding of your forecast.

Your intuition needs a clear, open mind. It won’t work if it’s competing with other distracting thoughts, fears, or prejudices of your own past experiences.

Vending. Not selling.

Stop confusing activities with accomplishment. Stop pushing reps to rush through the sales process. Master the customer conversation with specific personas and use cases. Understand how to sell business value, using a repeatable process. Learn to qualify deal advancement issues in account situations. Coach reps on how to control an opportunity. Understand how to forecast accurately.

Forego’s customer churn was high because they sold too low in companies for small dollars. Selling small deals at low levels in a company, without the customer understanding the tangible business value of the product, causes a high degree of customer churn. If a customer doesn’t understand the business value of a subscription product, the customer won’t renew their annual subscription.

Instead of tracking meaningful indicators of deal advancement and tangible sales process results, they only kept track of activity KPIs such as: Number of calls Number of emails sent Number of video introductions Number of POCs

Champions have personal aspirations,” I said. “To realize those aspirations, they need to differentiate themselves within the organization. One way to do that is to solve notable business problems. It’s a way for them to obtain a personal win by being recognized for their efforts and showing their added value to the company.

If sales managers hire C-grade players and do everything else perfectly—onboarding, training, developing, and maintaining a great sales process—that team will still have a difficult time becoming the number one sales force. However, if you hire only grade A players and do everything else average, the A players will help you find a way to win.