SALES EXCELLENCE PLAYBOOK

The 12 Definitive Ingredients toWinning Consistently in Enterprise B2B Sales

Christopher J. Jones

chrisjones421@Hotmail.com

Twitter: @TheChrisJJones

July 16, 2016

Sales Excellence: 12 Key Ingredients

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Embrace a Winners Mindset

There are 3 kinds of people in life: those who make it happen, those who watch it happen and those who wonder what the heck just happened. Winners make a conscious choice to make it happen, know success is under their control and always find a path to victory. Losing is not an option.

No Deal is Won or Lost Alone

Lone wolves don’t win. Asking for help is a sign of strength not weakness. Sales is a team sport. The best reps always orchestrate having the right SME in each interaction to ensure they win that day. The best thing you can do in a gun fight is bring lots of friends with big guns!

Win Their Hearts and the Mind will Follow

People make emotional buying decisions and then organize the facts to support their decision. The best sellers understand this and ensure their messaging, demo’s and stories are all aimed at winning the hearts of their customers every chance they can.

Boots on the Ground

Its hard to win their hearts over a GoToMeeting. The best sales reps always find a way to land at the customer site more than the competition. Showing up is 90% of success.

Always Be Thinking 3 Steps Ahead

You have to be thinking multiple steps ahead of your customer and the competition. Execute multiple strategies in parallel vs. one at a time in serial fashion.

Preparation

One important key to success is self-confidence. The more prepared I am, the more confident I am too. The sale is not won or lost in that one hour sales call, but in the hours and hours of painstaking preparation that went into making sure that sales call was a smashing success.

Think and Communicate Like an Executive

Your PowerPoint is not your message, its simply provides a framework and proof points for your conversation. The best reps translate their in deep insights of their customers business issues into a personalized discussion.

Sense of Urgency

Time kills deals. Do everything now with an incredible sense of urgency and speed. People want to buy from people with that extra hustle factor.

Impeccable Attention to Detail

Sales is a game of inches. Those inches are everywhere in all the little things you do and attention to detail you ensure. And it’s the rep who has maniacal focus on all the little things, leaves no stone unturned and is ferocious in fighting for every inch is the one who more times than not wins.

Everyone Likes Options

Sell the big vision then offer options on how to get started. Don’t force your customer to choose between your single big option and the competition but rather pick between your multiple options.

Give-Get in All Negotiations

It is important to understand all customer requests in a negotiation and then use a give get framework. The best reps don’t get picked apart item by item but rather understand all of their commercial and T&C issues before the gives (concessions) and gets (sales asks in return) begin.

Share and Adopt Best Practices

A culture of regular sharing and learning from successes and setbacks is a winning culture. The most successful people are always willing to share vs. hoard and always looking to up their game by embracing a new tricks vs. thinking they have it all figured out.

Serve Customers and the Front Lines

We exist to help customers outperform and realize their potential. Sales and customer success own winning new customers and keeping our existing ones happy respectively. The rest of the company exists in support of customers and the front lines.