The Sales Evangelist

John Stopper on The Sales Evangelist Podcast

Problems facing salespeople today

  • Salespeople are struggling to make sales quota more today than ever.
  • Technology isn’t necessarily closing more deals. 
  • Training is more focused today on tactics.
  •  Sales strategy needs to be the focus.

Sales system to fill the gap

  •  Being willing to call an audible when in your sales process – being willing to adapt. Great quarterbacks do this.
  •  Changing your pitch based on who you are selling to. Pro-baseball pitchers do this.
  •  Taking time to be prepared before the call. Consider Pro-golfers.
  •  Identify the persona of your prospect.

Focus on the value to your prospect

  •  What’s important to the prospect you are talking to at the moment?
  •  Map your strategy to the strategic growth objectives of your customer. 
  •  Align your product to the needs.
  •  Focus on the value and how you meet it.
  •  Go to the website of your customer to find how to align your offering.
  1. This episode is brought to you in part by Skipio.

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  1. This episode is brought to you in part by Scratchpad.

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  1. This episode is brought to you in part by LinkedIn.

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  1. This episode is brought to you in part by Calendly.

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Credits

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Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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