32 min
048: Justin Fite | Replacing the Antiquated Approach to Sales Onboarding Sales Tuners
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- Management
Takeaways Remove General Blanket Training: If you don’t know where to spend your time, you’ll fall into the trap of generalized training where every person on the team gets the same negotiation training or competitive update. Instead, modern sales organizations the fidelity of lessons need to be able to be created quickly by anyone and enable reps to consume it in 10-15 minutes. Because, let’s be honest, none of us have four hours to stare at Powerpoints. Focus on Business Mechanics: Justin broke the sales process down into a gear analogy stating the “deal mechanics” gear simply can’t turn unless the “business mechanics” gear is in motion. Focus on determining what is actually wrong, who in the prospect’s organization is truly responsible for fixing it as well as when they actually need to have it fix it. Anchor Capabilities to Value: If you’ve been in sales more than 10 minutes, you’ve probably been told to sell the solution not your features and benefits. Yet, every single day I hear reps explaining how a prospect can accomplish a task simply by clicking a couple of buttons. Stop it. There’s a reason you’ve never received a demo of Amazon.com. You’re not there to learn how to click buttons, you’re there to ensure a package arrives at your house in two days (or less). Full Notes https://www.salestuners.com/justin-fite/
Book Recommendations The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson The Boys in the Boat: Nine Americans and Their Epic Quest for Gold at the 1936 Berlin Olympics by Daniel James Brown Sponsor Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.
Takeaways Remove General Blanket Training: If you don’t know where to spend your time, you’ll fall into the trap of generalized training where every person on the team gets the same negotiation training or competitive update. Instead, modern sales organizations the fidelity of lessons need to be able to be created quickly by anyone and enable reps to consume it in 10-15 minutes. Because, let’s be honest, none of us have four hours to stare at Powerpoints. Focus on Business Mechanics: Justin broke the sales process down into a gear analogy stating the “deal mechanics” gear simply can’t turn unless the “business mechanics” gear is in motion. Focus on determining what is actually wrong, who in the prospect’s organization is truly responsible for fixing it as well as when they actually need to have it fix it. Anchor Capabilities to Value: If you’ve been in sales more than 10 minutes, you’ve probably been told to sell the solution not your features and benefits. Yet, every single day I hear reps explaining how a prospect can accomplish a task simply by clicking a couple of buttons. Stop it. There’s a reason you’ve never received a demo of Amazon.com. You’re not there to learn how to click buttons, you’re there to ensure a package arrives at your house in two days (or less). Full Notes https://www.salestuners.com/justin-fite/
Book Recommendations The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson The Boys in the Boat: Nine Americans and Their Epic Quest for Gold at the 1936 Berlin Olympics by Daniel James Brown Sponsor Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.
32 min