TSSL #017: Sales rep GAPS and Blind Spots killing their sales campaigns… easy to fix if you know where to look!
Read Time: 2. Minutes
I continue to be surprised by how consistently sales teams miss these simple steps on the Big Deal Roadmap that end up killing their chances of success!
Gaps or blind spots in your team’s sales campaigns are easy to uncover…
if you know where to look!
To help keep these newsletters short, I’ll cover one gap each week for the next several weeks.
So here’s Sales Rep GAP or Blind Spot # 1
In module 6 of the Big Rock Review, we explore how you can help your sales teams gain a competitive advantage in their complex sales campaigns.
We discuss how your team:
- Is perceived in the account (product vendor, credible source, problem solver, trusted advisor
- If they have Access to Power
- And whether they’ve met key decision-makers in person (or on a Zoom video call).
But the one blind spot that really surprises me is this
When I ask sales reps if they have a Coach (someone inside the account who is helping them win), I usually get a long-winded answer.
… which usually means they don’t!
Most reps have not thought through how to proactively develop a coach early in their campaign to help them navigate all the steps they need to execute and identify all the key stakeholders they need to meet and influence.
And since it takes time to build trust with a coach, especially these days when it’s not that easy to meet in person…
Starting early is critical
Sales campaigns bob and weave all the time.
It’s really easy to get off course without a coach to keep you on track.
To help find one, I encourage reps to talk with their pre-sales SE or solution architect, who usually has a good feel for who on the customer side wants you to win and is willing to help out!
A coach is also critical when it comes time to negotiate a deal
especially if it’s a new prospect, you haven’t sold to before.
While your coach probably won’t tell you what price you need to win, they can help you understand the approval/procurement process and how the customer plans to negotiate with you!
In my experience, you can win a big deal without access to power or meeting all the key decision-makers in person…
But it’s extremely difficult to win a big deal without a Coach helping you along the way.
So ask your reps how they plan to develop a coach early in their campaign!
- See you next week when we’ll explore: The big blindspot reps have leveraging eco-system partners to help them win, even when they’re selling direct.
See you next Saturday.
Great Selling – Jeff@SalesLeadersOnly.com
Whenever you’re ready, there are 3 ways I can help you:
1. If you’re looking to improve the way you coach your team’s complex sales campaigns:
→ Watch this short video
2. If you’re looking for a simple guide to WIN More Big Deals With my Proven 3-Step System:
→ Read my Book – Winning the Six-Figure Sale
3. If you want help implementing a structured Big Deal review process in your sales organization:
→ Book a free discovery call in my calendar
Lead, Grow and Over-Achieve your Sales Targets.
Join 1200+ Subscribers who get 1 actionable sales leadership tip every Saturday morning.
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TSSL #017: Sales rep GAPS and Blind Spots killing their sales campaigns… easy to fix if you know where to look!
Read Time: 2. Minutes
I continue to be surprised by how consistently sales teams miss these simple steps on the Big Deal Roadmap that end up killing their chances of success!
Gaps or blind spots in your team’s sales campaigns are easy to uncover…
if you know where to look!
To help keep these newsletters short, I’ll cover one gap each week for the next several weeks.
So here’s Sales Rep GAP or Blind Spot # 1
In module 6 of the Big Rock Review, we explore how you can help your sales teams gain a competitive advantage in their complex sales campaigns.
We discuss how your team:
- Is perceived in the account (product vendor, credible source, problem solver, trusted advisor
- If they have Access to Power
- And whether they’ve met key decision-makers in person (or on a Zoom video call).
But the one blind spot that really surprises me is this
When I ask sales reps if they have a Coach (someone inside the account who is helping them win), I usually get a long-winded answer.
… which usually means they don’t!
Most reps have not thought through how to proactively develop a coach early in their campaign to help them navigate all the steps they need to execute and identify all the key stakeholders they need to meet and influence.
And since it takes time to build trust with a coach, especially these days when it’s not that easy to meet in person…
Starting early is critical
Sales campaigns bob and weave all the time.
It’s really easy to get off course without a coach to keep you on track.
To help find one, I encourage reps to talk with their pre-sales SE or solution architect, who usually has a good feel for who on the customer side wants you to win and is willing to help out!
A coach is also critical when it comes time to negotiate a deal
especially if it’s a new prospect, you haven’t sold to before.
While your coach probably won’t tell you what price you need to win, they can help you understand the approval/procurement process and how the customer plans to negotiate with you!
In my experience, you can win a big deal without access to power or meeting all the key decision-makers in person…
But it’s extremely difficult to win a big deal without a Coach helping you along the way.
So ask your reps how they plan to develop a coach early in their campaign!
- See you next week when we’ll explore: The big blindspot reps have leveraging eco-system partners to help them win, even when they’re selling direct.
See you next Saturday.
Great Selling – Jeff@SalesLeadersOnly.com
Whenever you’re ready, there are 3 ways I can help you:
1. If you’re looking to improve the way you coach your team’s complex sales campaigns:
→ Watch this short video
2. If you’re looking for a simple guide to WIN More Big Deals With my Proven 3-Step System:
→ Read my Book – Winning the Six-Figure Sale
3. If you want help implementing a structured Big Deal review process in your sales organization:
→ Book a free discovery call in my calendar
Lead, Grow and Over-Achieve your Sales Targets.
Join 1200+ Subscribers who get 1 actionable sales leadership tip every Saturday morning.