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Justin Tucker
CMO
west
Do’s and Dont’s
of Sales
Right activities,
right people,
done enough times
in a compelling way.
Do embrace marketing
Don’t think that great marketing can replace great sales
Do believe you can influence a decision
Don’t settle for second place
Do practice
Don’t think practice makes perfect
Image (someone practicing piano)
Do focus on effectiveness
Don’t focus on efficiency…first.
Image (Keep, start, stop)
Do measure everything
Don’t forget to set expectations
Do overcome objections
Don’t validate objections
Do manage behavior
Don’t manage to results
Do use results as an indication the behavior is correct
Don’t believe in outliers
Do find a way to be compelling
Don’t keep saying the same things when they aren’t working
Do create focused targets
Don’t go on your paper route
Do get uncomfortable
Don’t do just the easy stuff
Do focus on process
Don’t focus on products
Do ask questions
Don’t talk to much
Do express gratitude
Don’t stop being paranoid
Do work on your craft
Don’t wing it
Do focus on value
Don’t focus on just relationships
Do set goals
Don’t be to rigid
Do work your disciplines
Don’t get distracted
Do listen and ask for feedback
Don’t be reactive
Do ask for the order
Don’t forget to ask for the order
Thank You