Power Quote: "If you fail to prepare, you just prepared to fail"
Personal Story and Lessons: Elliott shares a story of how he did a $72M transaction in 45 seconds. The reason the deal was signed in 45 seconds is because of the trust the client had in Elliott. It was not a sales process but a relationship that was built that enabled Elliott to help his client buy something! Takeaway - Don't try to be a "salesman" be genuinely concerned about your client and their ask.
Closing Takeaway: Elliot's secret for how to be successful in selling something to someone - the BICEP system that he coined.
B - BUZZWORDS, your client keeps using
I - INTELLIGENCE, do your homework about the client
C - COMMUNICATION, communicate in a way that your client likes to receive it
E - EXECUTION, you better deliver, you better fulfill what your client is expecting from you
P - PERSISTENCE, never ring the bell, be relentless, never give up
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--- Send in a voice message: https://podcasters.spotify.com/pod/show/winning-combo/messageEpisode 16: Tamara Grominsky, product marketing leader at Unbounce, on segmentation and improving free trial to paid conversions
Episode 15: Chris Damico, sales leader at Citrix, on how paying attention to basic human needs boosts sales productivity
Episode 14: John Rosar, CEO of RevGen, on traits of a top sales performer and sales leader
Episode 13: Year-end Recap and 2019 highlights
Episode 12: Larry Long Jr, a seasoned sales leader, on how "serving others" continues to benefit him
Episode 11: Anna Cockell, Enablement at Envoy, on her transition from PR to the emerging role of "Enablement" and why she thrives
Episode 10: Martin Aguinis, a marketing lead at Google, on lean product and stories behind one of the most loved developer tools worldwide
Episode 9: Shaun Allen, an Insides Sales Leader at Citrix, on practicing servant leadership and influence to grow his team and build alignment with marketing
Episode 8: Raechel Lambert, Ex-Intercom and now a Partner at Olivine, on making hard choices as a product marketer
Episode 7: Strawberries and cream OR worms? You will be surprised!
Episode 6: Mark Adams, Former President of Micron Technologies and COO of Lexar, on customer focus and when to push back
Episode 5: Insights from a marketing failure and a sales failure
Episode 4: "Crossing the Chasm" principles to create evangelists within your sales team
Episode 3: Create win-win-win for a new market launch AND the secret sauce to creating killer positioning and messaging
Episode 2: What does an amazing outcome look like once you have marketing and sales alignment?
Episode 1: Winning Combo Podcast Intro
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