With the ever evolving technology we have today, there is no reason why you can’t capitalize on what the world is offering you to do today. No, it’s not just a matter of knowing what you’re selling and bringing it out to the market. Knowing who you’re up against is equally crucial. In this episode, John Burke talks about these points which are necessary to help keep you ahead in the game.
John Burke is the President of MSi, a LED-lighting company involved in the design and manufacture of their own LED light bulbs and specialized in commercial applications. Although a company president, John still remains a salesman at heart.
Having an extensive background in sales, working with huge corporations like Colgate and Reebok’s Avia International, John has taken the discipline and structure he has learned from Corporate America and incorporated them into developing his own business and gaining the success that he has today.
Here are the highlights of my conversation with John:
His career timeline:
The major challenges affecting sales professionals on the corporate side:
The game is more challenging and only the best at understanding what’s going on in the game will be successful.
What sales professionals are struggling with in these “new rules” in the game:
What you need to do to up your game:
The biggest challenge today: To provide thebuyer with what they need to have to make the sale.
What John does to motivate his team about knowing their products:
The power of knowing your competitor and their products:
The biggest way to sell: Relationship Selling
Focusing on the details of the prospects you’re working with:
Finding the ideal customers:
Current projects John is working on:
John’s Major Takeaways:
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.