Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Really Care for Them: Recommended Read for Every B2B Salesperson

This book caught my eye because the title had the word "Care" in it and in the sales world, that stands out! This short story will tell why the book is such good reading for the modern B2B seller.

I was in a room with a CEO and two of her salespeople this week. The company is an exporter, with #enterpriseireland funding and high hopes for 2022. It's the type of company that will fuel our growth over the coming 10-20 years in Ireland.

The sellers were asking me how they should handle situation A, then B and C .... Inevitably, one of them asked about a selling situation that only occurs every 500 years, so it was not necessary to have an answer and I was off the hook in terms of finding "magic words that sell".

It was clear at this stage that both salespeople were really struggling with their month end "closes" with 3 days to go. It was also obvious to me why that was the case.

So I asked them this question: Why is it that your target buyers don't seem to think you're worth talking to?

This was a shocking question, but they got it. They have a choice: go out chasing down "sales" or go out to provide help, starting with quality dialogue. They can work on their own performance or go in search of sales techniques. That's the biggest decision they will ever make in their sales career. Performance eats selling.

So rather than recommend a sales techniques book, I pointed them to REALLY CARE FOR THEM (link below or click on image) as an opportunity to re-think their role as "someone worth talking to". Sales needs elevation, not techniques.

While relevant to every B2B seller, I think the contents of the book are especially valuable to new salespeople, e.g. an SDR who is expected to get the attention and then respect of a business owner, twice their age, with maybe quarter of a million in wages to sign off this month. Seen from that perspective, sales really is a sobering job.
https://lnkd.in/eDqbiESa

Really Care for Them is written by Mareo McCracken, whom I don't know, but he is a frontline Chief Customer Officer, which is all the better. The foreword is by Jeb Blount, whose books should also be on every B2B seller's curriculum.

To end, I asked the salespeople's CEO to read this, a much more boring piece, but the framework to help her team become reliable revenue generators by being people buyers seek out. https://lnkd.in/exVqFp2T

#salesvirtual #salesenablement #buyerenablement #revenueoperations #revops

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn


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Thank you! Your submission has been received!
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Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Really Care for Them: Recommended Read for Every B2B Salesperson

This book caught my eye because the title had the word "Care" in it and in the sales world, that stands out! This short story will tell why the book is such good reading for the modern B2B seller.

I was in a room with a CEO and two of her salespeople this week. The company is an exporter, with #enterpriseireland funding and high hopes for 2022. It's the type of company that will fuel our growth over the coming 10-20 years in Ireland.

The sellers were asking me how they should handle situation A, then B and C .... Inevitably, one of them asked about a selling situation that only occurs every 500 years, so it was not necessary to have an answer and I was off the hook in terms of finding "magic words that sell".

It was clear at this stage that both salespeople were really struggling with their month end "closes" with 3 days to go. It was also obvious to me why that was the case.

So I asked them this question: Why is it that your target buyers don't seem to think you're worth talking to?

This was a shocking question, but they got it. They have a choice: go out chasing down "sales" or go out to provide help, starting with quality dialogue. They can work on their own performance or go in search of sales techniques. That's the biggest decision they will ever make in their sales career. Performance eats selling.

So rather than recommend a sales techniques book, I pointed them to REALLY CARE FOR THEM (link below or click on image) as an opportunity to re-think their role as "someone worth talking to". Sales needs elevation, not techniques.

While relevant to every B2B seller, I think the contents of the book are especially valuable to new salespeople, e.g. an SDR who is expected to get the attention and then respect of a business owner, twice their age, with maybe quarter of a million in wages to sign off this month. Seen from that perspective, sales really is a sobering job.
https://lnkd.in/eDqbiESa

Really Care for Them is written by Mareo McCracken, whom I don't know, but he is a frontline Chief Customer Officer, which is all the better. The foreword is by Jeb Blount, whose books should also be on every B2B seller's curriculum.

To end, I asked the salespeople's CEO to read this, a much more boring piece, but the framework to help her team become reliable revenue generators by being people buyers seek out. https://lnkd.in/exVqFp2T

#salesvirtual #salesenablement #buyerenablement #revenueoperations #revops

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn


Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Really Care for Them: Recommended Read for Every B2B Salesperson

This book caught my eye because the title had the word "Care" in it and in the sales world, that stands out! This short story will tell why the book is such good reading for the modern B2B seller.

I was in a room with a CEO and two of her salespeople this week. The company is an exporter, with #enterpriseireland funding and high hopes for 2022. It's the type of company that will fuel our growth over the coming 10-20 years in Ireland.

The sellers were asking me how they should handle situation A, then B and C .... Inevitably, one of them asked about a selling situation that only occurs every 500 years, so it was not necessary to have an answer and I was off the hook in terms of finding "magic words that sell".

It was clear at this stage that both salespeople were really struggling with their month end "closes" with 3 days to go. It was also obvious to me why that was the case.

So I asked them this question: Why is it that your target buyers don't seem to think you're worth talking to?

This was a shocking question, but they got it. They have a choice: go out chasing down "sales" or go out to provide help, starting with quality dialogue. They can work on their own performance or go in search of sales techniques. That's the biggest decision they will ever make in their sales career. Performance eats selling.

So rather than recommend a sales techniques book, I pointed them to REALLY CARE FOR THEM (link below or click on image) as an opportunity to re-think their role as "someone worth talking to". Sales needs elevation, not techniques.

While relevant to every B2B seller, I think the contents of the book are especially valuable to new salespeople, e.g. an SDR who is expected to get the attention and then respect of a business owner, twice their age, with maybe quarter of a million in wages to sign off this month. Seen from that perspective, sales really is a sobering job.
https://lnkd.in/eDqbiESa

Really Care for Them is written by Mareo McCracken, whom I don't know, but he is a frontline Chief Customer Officer, which is all the better. The foreword is by Jeb Blount, whose books should also be on every B2B seller's curriculum.

To end, I asked the salespeople's CEO to read this, a much more boring piece, but the framework to help her team become reliable revenue generators by being people buyers seek out. https://lnkd.in/exVqFp2T

#salesvirtual #salesenablement #buyerenablement #revenueoperations #revops

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn


Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.