Welcome to the Inside Sales Enablement Podcast, Episode 15
There is a lot of talk about:
In episode 15, Brian and Scott bring these issues to life, through the lens of a seller.
Scott shares real-life situations of his journey (very openly and honestly — you likely will not hear this kind of stuff from your sellers unless you have deep personal relationships with them). He talks about his journey from selling products to selling solutions to executives.
The story starts off with a lot of excitement and thrill about doing something new but, by doing what he was told and taught - Scott found himself on a PIP (performance improvement plan).
Tune into the story.
To make it relatable and actionable, the guys use the 5 selling objectives they introduced in episode 10: The NYC Police Department to help connect the dots and illuminate what could have been done organizationally to help Scott be more successful earlier.
Through this process - they highlight many common situations your company might be creating for your own sellers. In actuality, the work might make it difficult for your salespeople to execute.
For example, challenger, selling with curiosity, or any other selling method focuses on shifting focus away from products and more to value. The key question: Are your Salespeople ready?
In this episode you will hear:
Rudolph the Red Nosed Reindeer and Moving from Reactive Actions to Proactive Sales Enablement (Ep #24)
Lessons From the Ford Edsel Failure & Who's the Customer of Sales Enablement? (Ep#23)
Clarifying the Sales Enablement Operating Model to Elevate Strategic Impact (Ep#22)
The Scouts Scene in Moneyball & Figuring out Focus for Sales Enablement (Ep#21)
The Securities Act & A Foundation to Elevate the Profession (Ep#20)
The Professionalization of the Role & Inside the 1st Sales Enablement Summit (Ep#19)
Managing Up & Deploying Technology World-Wide (Ep#18)
Setting & Managing Expectations: A Case Study in Stakeholder Management (EP #17)
Dimitri Mendelev & the Evolution Sales Management (Ep #16)
Joe Gibbs & the Power of Coaching (Ep #14)
The Chicken Hawk & the Importance of Stakeholder Management (Ep #13)
The Hubble Space Telescope & Clarity for Sales Coaching (Ep #12)
Sales Kickoffs - What are Executives Getting for the Investment? (Ep# 11)
The NYC Police Department & Drving Sales Objectives (Ep. #10)
The Movie "Beaches" & Unclogging the Sales Pipeline (Ep# 9)
Building the Brooklyn Bridge & Sales Productivity Strategies (Ep #8)
A Listener Joins & Establishing a Sales Enablement Function (Ep #7)
Special Edition! Inside the Conference Board Sales Enablement Council Meeting (Ep #6)
The School System and The Role of Sales Training Today (Ep #5)
Code and preview