Welcome to the SDSA Blog. My primary goal is to guide pre-sales engineers in their journey to a direct professional selling role. This transformation starts with positive mentoring that increases sales acumen from every perspective. Not to be exclusive, if you’re already a salesperson and simply wish to improve your performance you are equally welcomed. I personally went through this transformation about 30 year ago, and to this day it continues to provide very good income and a deep sense of personal fulfillment and achievement. I have created a series of blog topics that are fundamental to the sales process and align with key mentoring topics and training modules that may become available at a future date in standard time.
Please allow 24-72 hours for review and final posting. Please note that this Blog is reserved to SDSA clients and is not intended to be a generic networking blog.
A mentorship qualification session, at no charge, lets you decide how to advance your sales acumen. I appreciate your interest in the Sales Profession and I look forward to your inputs such that we all become better sooner. When in doubt: “commit to nothing … deliver everything”
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In the world of watts and voltage, current is what flows and bring things to life. View your sales plan as your current to success.
We all talk about it, regard it as the benchmark to excellence, but do you mean it? Is your Customer’s Experience equivalent to your Selling Experience, if not, work that into your strategic sales plan.
Points of control are important to understand and master into your sales cycles. Your opportunity has a great chance of closing sooner if you allow the Customer to take control of the situation with you still in control.
Top line revenue opportunities are typically at the top or our funnel. This put at risk existing Customers whose retention value, both financially and emotionally, have to be taken into consideration when creating your daily priorities.
Understand what your upline chain of command needs to be successful. Then jointly work on the executable portion, and deliver.
When assigned a new territory, you need to dive in without much to go with other than your belief in yourself that you can make it happen. If you wait for the right time the opportunity will pass you by. Think like someone that sees a drowning child in the lake, jump in and make it happen. There will be plenty of time to asses and refine your approach but don’t waste time thinking it over.
Create and maintain a story matrix of your experiences that include four (4) basic story types: Successes, Failures, Fun, and Epic stories. I got this idea from Prof Craig Wortmann, who has a great specialization on “Mastering the Selling Process” that is offered on Coursera. I highly recommend that you consider taking this specialization.
Close the opportunity with confidence that you have have earned the business by executing on your sales process. The sales process should check the boxes that deliver benefits with perceived value to your client.
The sales process is laden with objections. View objections as helpful clues to closing the opportunity. Make sure to reflect the necessary changes in our sales plan and forecast status. Pay particular attention to objections that require functional modifications to your solution. Don’t shy away from objections, embrace them and collectively work with your Customer and your organization to arrive at an acceptable alternative.
A common question that you need to be able to answer quickly in a positive manner per opportunity. Expect this question from the various internal resources that you are depending on to close the opportunity. The harder this becomes the less likely the opportunity becomes a win for you. The answers to this simple question should guide you to a successful close. Timing … Value … Challenges & Solutions matter.