Art & Science of Complex Sales

The Sales Coaching Revolution │ David Masover

Get ready for a fresh season of the Art & Science of Complex Sales Podcast – it's the Coaching Season! In this episode, we're joined by David Massover, a Sales Management Coach and consultant from David Masover Sales Consulting. 

 

Tune in to hear David's journey, from facing challenges as a new salesperson to becoming a skilled coach. He'll share valuable tips about the art of selling successfully. Together, we'll explore how important good coaching and mentorship are in tackling the world of sales.

 

Sales Coaching and Making Connections (13:08)

 

This chapter we explore the intersection of sales processes and relationship building through the lens of David Massover's unique perspective, which likens cultivating a romantic relationship to the deliberate approach one takes in sales. Drawing on his extensive experience as a VP of business development and co-founder of a startup, David shares how his realization that finding a relationship is akin to seeking a good lead source sparked the concept for his book, "The Salesperson's Guide to Dating." 

 

The Value of Coaching in Sales (19:52) 

 

This chapter focuses on the unique challenges and psychological demands of a career in sales, highlighting the importance of having a coach to navigate the complexities of the role. David shares his insights on promoting top salespeople to management positions without equipping them with the necessary coaching skills. The conversation shifts to the "abadabadou methodology," a humorous placeholder for any generic strategy that may not be tailored to an individual's needs. We then consider the concept of sales as a craft, emphasizing the value of mentorship and hands-on learning, drawing parallels with traditional crafts where skills are passed down through observation and practice. 

 

The Value of Coaching in Sales (30:21)

 

This chapter we explore the misunderstood concept of coaching within organizations, emphasizing its importance and potential impact when prioritized by leadership. We examine coaching as a learnable skill that requires organizational capacity and resources, highlighting the difference between short-term pressure tactics and the long-term benefits of genuine coaching. David also shares his personal experiences with coaching, including the positive changes that can result from even a few impactful sessions. We reflect on the common pitfalls companies face when they rush for quick fixes instead of fostering effective team communication skills.

Year-end Reflections with Paul Fuller

People, Methodology, and Strategy with Prima Resource

For the 50th episode of the podcast, we welcome our guests Fred Lucas and Jon Lucas from Prima Resource. Together, we explore the challenges of hiring salespeople and the importance of using tools and data to predict sales performance. Tune in to hear about their personal experiences with hiring and the crucial role of instinct and experience in the process.

 

Building a Great Sales Team (17:07)

This chapter explores the topic of building a successful sales team. We discuss the three key levers that contribute to a strong sales team: people, methodology, and strategy. We emphasize the importance of having a well-defined sales process and a playbook that outlines specific questions and best practices for sales conversations. We also touch on the crucial role of recruiting and onboarding the right salespeople, as well as creating a supportive environment and culture for the team. We stress the significance of gaining market share as the ultimate measure of a sales team's success.

 

Motivational Preferences and Personal Development (36:56)

 

This chapter explores the topic of motivation in the workplace, emphasizing that it goes beyond monetary incentives. We discuss the importance of understanding individual motivations and creating a connection between personal and professional goals. We highlight the need for managers to have a more nuanced approach to motivation, rather than a black and white view. The conversation also touches on the process of creating a personal development plan to align individual goals with compensation. Overall, we emphasize the importance of recognizing and catering to different motivational preferences in order to drive success in the workplace.

 

Leadership's Impact on Sales Performance (40:46)

 

This chapter explores the challenges of sales management and the three key components of effective sales management: structure, motivation, and strategy. The hosts discuss the flaws of the traditional leaderboard system and the importance of individual coaching and leadership in managing a sales team. They also highlight the impact of a manager's role on personal growth and development. The chapter concludes with a promise to continue the discussion on strategy in a future episode.

Co-Creating Value: A New Approach to Complex Sales with Walter Pollard

 

Meet Walter Pollard, Founder of Brand Fuzion. He navigates the challenges of complex sales, emphasizing a customer-centric approach and collaboration to create value. Walter urges sales professionals to prioritize delivering value, and shedding biases. This episode explores the essential skills for mastering complex sales.

Mindset in Sales and Leadership Importance (8:45)

 

This chapter explores the concept of VUCA - volatility, uncertainty, complexity, and ambiguity - and its impact on our daily lives, particularly in the fast-paced world of digital transformation and economic downturn. We discuss how the US Army War College first used this acronym to navigate the challenges of post-war Afghanistan and how it applies to our current situation. We also touch on the importance of mindset in dealing with VUCA, specifically in terms of risk aversion, decision making, and resilience. The conversation then shifts to the idea that sales skills may not have kept up with the increasing complexity of the business world, possibly due to a lack of autonomy given to sales professionals and the fear of failure. We emphasize the need for a mindset shift and the development of new skills to thrive in today's world.

 

Autonomy and Mental Agility (13:49)

Walter discusses the autonomy issue in sales, stressing the need for sales professionals to have the freedom to work independently. He argues that a lack of autonomy hinders the development of the right mindset, crucial for achieving goals. Walter suggests that the current trend of rigid activity frameworks in sales is problematic, leading to increased demands on professionals. He advocates for a shift in leadership perspective to foster innovation and adapt to new skills in the changing business environment. Drawing parallels with sports, particularly in the NFL, Walter emphasizes the importance of investing in mental training alongside physical training for success in sales.

 

Co-Creating Value in Sales Through Community (24:23)

 

This chapter explores the importance of co-creation of value in building a strong community and connecting with customers. We discuss the mindset shift required for successful co-creation and the significance of being independent to foster interdependence. Using the example of a car salesman, we illustrate how co-creation of value can be applied in a sales situation. We emphasize the need for permission and trust from the customer for effective co-creation. Ultimately, this chapter highlights the importance of understanding the customer's needs and problems to provide the most valuable solution.

Importance of Context and Business Acumen with Dr. Howard Dover

In today’s episode, we welcome Dr. Howard Dover, Director of the Center for Professional Sales and Sales Coach at the University of Texas at Dallas. We discuss the essential role of technology and business acumen in today's sales landscape, exploring the evolution of sales over the past two decades and emphasizing the importance of understanding customer business contexts.

 

Business Acumen in Sales (11:59)

 

This chapter explores the importance of agility in sales and its impact on sales effectiveness. The host engages with experts in the field, including alumni and sales professionals, to understand the role of agility in the ever-changing business landscape. They discuss the current state of the sales industry, the need for business acumen, and the role of technology in sales. The conversation also highlights the significance of understanding how businesses operate and why salespeople are relevant to their customers. The host and guests share their insights on harnessing agility to propel the field of sales forward.

 

Importance of Context and Business Acumen (18:16) 

 

This chapter explores the importance of understanding the context in which a business operates to truly understand its problems and needs. We discuss the need for genuine curiosity and analytical skills to effectively use technology to augment human intelligence. A story is shared about using AI and AI to generate outbound emails, which resulted in a higher response rate but lower results at the bottom of the funnel. The importance of building business acumen and intelligence is emphasized, and a student shares how he used technology to ask relevant questions to a director of commercial insurance.

 

Training, Technology, and Talent in Sales (46:54)

 

This chapter focuses on three key elements for success in the sales profession: training, technology, and talent. The host and their network of partners are dedicated to elevating the sales profession by providing streamlined technology, top thought leadership and resources, and a focus on recruiting, training, coaching, and empowering top teams. Through their efforts, they aim to create leaders and executives with strong habits and sales methodologies, while also utilizing technology that supports and reinforces these habits. The ultimate goal is to ensure success for both customers and companies.

Podcast: Exploring Complex Sales Strategies and Success with Derek Baer

Curious about setting yourself apart in the sales industry? This episode emphasizes the golden rule of sales - active listening. Today on the podcast, we welcome Derek Baer - Vice President of Corporate Training, Kurlan & Associates. From his humble beginnings as a golf caddy to an international salesperson, Derek offers his insights into the art of selling. Let’s dive in!

 

Effective Listening and Differentiation in Sales (8:53) 

 

Derek, a former SDR turned outside salesperson, emphasizes how crucial it is to listen to prospects to understand their concerns and tailor the sales pitch accordingly. He shares the danger of having a pushy and indifferent attitude and stresses the importance of serving the customer's needs rather than just making a sale

 

Sales Management (16:43) 

Paul and Derek discuss how managers can be more helpful by micromanaging lesser and focusing more on values. They also talked about how managers shouldn't just act like rule enforcers but should understand what each salesperson needs and regularly check in with them. Instead of just caring about numbers and tasks, they share the importance of making sure everyone feels accountable and empowered and pointed out that having a positive and supportive relationship with salespeople is crucial for success.

The Threefold Road to Sales Success (40:30)

Paul and Derek delve into the threefold strategy adopted by thriving companies to tackle challenges in the sales profession. They emphasize the significance of instilling robust habits and sales methodologies in leaders and executives through comprehensive training. Additionally, the duo explores the integration of technology to actively support and reinforce these ingrained practices. Moreover, they shed light on the crucial aspect of recruiting and empowering talented individuals who possess the ability to create a positive impact for both customers and the overall success of the company.

Revamping Your Sales Approach with Mike Simmons

Prepare for an exciting episode with Mike Simmons Co-founder of Catalyst A.C.T.S. Mike offers a fresh perspective to redefine your sales approach. In this episode, we challenge the traditional approach to sales, shifting the focus from persuading to buying, to solving the customer's problem effectively. Throughout the discussion, you'll gain valuable insights into strategic sales management, improved practices, and logical, data-driven approaches that promise to propel you in your sales journey.

 

Sales Problem Solving and Decision Making (12:09) 

 

Explore the concept of problem-solving in sales methodology. We introduce a hexagon model that outlines key questions to ask when approaching a problem: what, who, why, how, when, and what's the plan. Understanding the problem and the people impacted by it is emphasized before jumping into solutions. We also stress the need for a time-bound plan to mitigate risks and ensure success. This model can be applied to both single interactions and overall sales plans.

 

Improve Sales Process, Avoid End-of-Quarter Pressure (23:46) 

 

This chapter emphasizes the importance of understanding the customer's needs and priorities in the sales process. We discuss how skipping key steps like validation and qualification can lead to decreased success in proposals. Additionally, we address the common issue of end-of-quarter pressure and offer advice on how to avoid it by planning and preparing earlier. The conversation highlights the need for proactive behavior in sales planning rather than reactive approaches.

 

Customer Interaction Strategies and Problem Solving (32:38) 

 

This chapter explores the importance of understanding the seasonality of a business and aligning it with customer buying patterns. We discuss the need for sales reps to focus on core skills such as gathering data, leveraging storytelling, time management, and project management. We also share our love for deconstructing and clarifying complex concepts. Overall, this chapter provides valuable insights on strategically managing sales activities and achieving long-term success.

 

Unlocking B2B Sales: A Conversation with Ed Porter

Join us in this episode of the Art & Science of Complex Sales Podcast with Ed Porter from Blue Chip CRO. Ed’s insights into building and managing a successful inside sales team are invaluable, with a particular focus on the importance of process adherence. 

 

(0:15:38) - Building an Inside Sales Team (8 Minutes)

 

Ed, reflects on his career trajectory, starting from a call center to joining a software company that developed call recording software. He transitioned to building a channel division, despite initially knowing nothing about channel selling. Ed later built an inside sales team for a field sales organization, significantly contributing to the company's growth from zero to $40 million in eight years. He then became a Chief Revenue Officer (CRO) for a company aiming for acquisition, successfully selling the company. Ed is currently a fractional CRO, navigating his niche after these diverse experiences in contact centers, channel sales, and full-cycle selling.

 

(0:23:23) - Building Change and Success Culture (9 Minutes)

 

Paul and Ed discuss the challenges of building a successful team and achieving significant growth. Paul highlights the importance of a strong organizational culture in such a journey. Ed credits the success to individual team members and their commitment, emphasizing the significance of slow and steady progress, celebrating small wins, and creating a positive momentum for change. Ed also notes that building a culture is about the individual people, and he intentionally approached change in a gradual manner, recognizing that overnight transformation is unrealistic. He stresses the need to see the benefits of change to stay committed and shares insights into the deliberate process of achieving hockey stick growth over eight years, with the initial years focused on learning, preparation, and gradual progress before experiencing rapid growth.

 

(0:31:58) - The Challenge of Accessing Buyers (12 Minutes)

 

Ed identifies two core challenges: the need to generate and close pipeline deals and the struggle to retain existing customers. He observes a significant shift in the business landscape, particularly in the past few years, with access to buyers becoming increasingly difficult. This challenge spans both new and existing buyers, leading to industry layoffs and making it harder for businesses to vie for buyers' attention and time on their calendars. Overall, the quintessential problem Ed identifies is the struggle to access and retain buyers, impacting organizations' ability to secure new business and fortify pipelines amidst economic pressures and downsizing.