In this initial episode of The Go-Giver Podcast, Bob Burg clarifies some go-giver misconceptions. Then he interviews his Go-Giver co-author John David Mann who shares quite an amazing (and unlikely) entrepreneurial venture when he was still in his teens. Also, how to provide massive value to others daily.
A sales pipeline describes an approach to selling, founded on the underlying principles of the sales process. It describes the individual steps salespeople take from initial contact with a potential customer, or prospect, to qualifying that prospect into a lead, and further validating that lead into a sales opportunity followed through the different stages until closed.
Have you ever known a manager who, after every joint call or conversation, feels the need to offer you ‘coaching,’ always under the banner of YOUR self-improvement? It often begins with something like, “May I offer you some coaching?” or “Can I give you some feedback?” just minutes after a high-stakes presentation, emotionally-charged sales call or internal meeting gone awry.
This fall, in the span of about 30 days, a number of my closest friends left their jobs. It all happened in such a short window of time I was convinced that Mercury was in retrograde. There were a variety of reasons my friends gave but most centered around wanting to grow, make a greater impact somewhere else or join a new community of inspiring people.
Sales Professionals often fail to ask enough solution or consultative questions to appear interested in their client’s challenges, objectives and outcomes they are looking to achieve.Many sellers still ask “leading” questions that point to one of their solutions, rather than having broader conversations and asking true “no agenda” questions which will help get a wider perspective of their prospective customer’s environment. This behavior means that they often miss opportunities to sell more holistic solutions (leaving money on the table or smaller deals).
In sales we quickly learn that pressure comes with the territory. We typically operate in high-pressure Boiler Room style environments and our leaders focus on keeping the heat cranked up in an effort to motivate us to exceed ever-increasing revenue targets. But it doesn't work. There is a better way. It's time to release the pressure.