Today I have the opportunity of interviewing The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale“. Tim is the Chief Strategy and Marketing Officer of Corporate Visions. Tim has more than 20 years of experience in marketing and sales. He was a co-founder of Customer Message Management.
He has also worked with LLC, where he was the CEO until it was acquired by Corporate Visions in 2008. Before CMM Group, Tim was CMO and VP of Strategic Services for Ventaso. Tim is also an author and has co-authored serval books. He brings a lot of great insights to a sales conversation and during this episode, he offers some great thoughts relative to his book.
Here are some of the takeaways:
“Value is created when a salesperson’s lips move.” – @
Salespeople are still needed when a solution is complex and difficult to make a decision on. As a sales professional, it’s your responsibility to educate people and offer value to the prospect.
Most salespeople get stuck creating enough pipeline. They also get stuck at the proposal stages because they don’t establish enough value. Another place is getting caught up on margins and prices.
How to create enough pipeline:
Whiteboard vs. PowerPoint
People will follow the visual whiteboard stick figure story more than the clicker with a PowerPoint. This makes you have more credibility.
Learn How Your Prospects Make Money!
Great conversations can purposely move people. It is way more science than we think.
Stay in Touch with Tim:
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.