During this episode I interview Bob Rickert, author and CEO of PCS Strategies. Bob has been selling for over 30 years. After selling for fifteen years ago he said to himself that he was “selling like all my competitors,” he had an epiphany that forever changed his life. He learned that to reap the greatest rewards from selling, he must help his customers achieve their ultimate goal—greater profitability.
When he did this, he achieved success beyond his wildest dreams. He wrote his book “Profit Heroes” and launched his company PCS Strategies. Both help companies build profit-centered sales teams dedicated to winning at the top, winning deals with the ultimate power of profit impact. Most of all, he is passionate about helping salespeople understand the power of delivering value for customers at every level.
Throughout our discussion today, we talked about principles from his recent book “Profit Heroes”. Here are some of the major takeaways from our conversation:
Profit Heroes addresses a new “call to arms” that is transforming selling. To thrive in the future, salespeople must understand how customers are changing and what it will take to win. It is no longer about your company against mine, or your products and services against mine, or your know-how against mine. It is now all about profitability and the ability to identify it, quantify it, sell it and deliver it. To win you must be viewed by customers as more than “a vendor.” You must now become “an earnings contributor”.
The book offers a unique inside and emotional view of two competing salespeople who faced off in the pursuit of a big opportunity. Both represent great companies. Both are highly talented and successful. One wins and one loses. There is a classic competition you see every day in American business, and is what makes selling the most exciting profession in the world. The book unveils the strategies and approaches that the winner and all Profit Heroes use to achieve success.
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