Make Your Mark
This past week I conducted a consultative training engagement with a new Client.
I spent the afternoon before my presentation the following day with their management, sales, and support teams as they conducted their meeting. I was truly impressed by the forthrightness and support of their management team, the cooperative way their marketing and sales teams worked together, and the leadership demonstrated by their higher performing salespeople. Frankly, it was a wonderfully refreshing and inspiring event for me.
This Client enjoys second place in an industry where their competitor's name is a household word each of you would recognize instantly. Theirs is an industry in great transition and they are in a position where they must grow or perish.
Their Worldwide Vice President of Sales and Marketing opened the meeting with these words, "After our last nice, informative meeting, you went back and kept doing things the same old way. This isn't going to do it for us." When he said this, I was reminded of the words of the Division President of another Client, for whom I've recently completed a series of meetings, who said at every meeting, "We love you, but we're going to miss you."
In both cases, the participants got the message. "Do or die. If you don't do the job and get the new business we must have, we will bring in someone who will."
Dear readers, it's Crunch Time in more and more companies today. It is a mathematical fact that almost every single company simply can not make their budget without significant new sales. As many of you know I'm a firm believer that:
"The core competency of selling is developing new business."
- Mike Stewart, CSP
Here are some key ideas that came from management and sales people during their meeting last week. They speak to the major issues I see in companies day in and day out - as recently as this morning during a sales call with the Vice President of National Accounts of a leading company in a major industry. Another you would be instantly familiar with.
The need for new sales is everywhere. Whether you are a Manager or a Salesperson, please take each of these one at a time and think about how they apply to you and the future you are creating for yourself, your company, and your family.
Mike Stewart, CSP
Stewart & Stewart, Inc.
Sales Boosters™
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