Mike Tackles 8 Tough Questions from a Sales Team

During Week 1 of the 2024 Sales Kickoff Meeting Season, one of
Mike’s clients included a live Q&A to conclude a virtual
session. The questions from the salespeople and sales leaders
were so good, and so different from what Mike is typically asked,
he decided to share them (along with his answers) in this
episode.


You’ll want to share this episode with your sales team! 


Take a listen for Mike’s answers to these eight great questions:
At what point do you move on to the next opportunity? How many
NO’s do you need to get before giving up, or how long do you
continue to pursue a prospect who has stopped responding? How do we
get your training to stick? What would you tell salespeople and
managers to ensure that what you’re teaching gets implemented…and
makes an impact? How does using the business plan help the
salesperson and manager set short-term and long-term goals, and
also help to achieve those goals? How can your training (and
approach) help our ecosystem develop both a better sales culture
and also help us deliver a better customer experience? What is
necessary for us to be successful going “upmarket” (selling
solutions instead of hardware) and getting into higher-level
customer contacts? After winning a deal and handing it off cleanly,
how can we get salespeople back to selling instead of having them
continuing to come back to make sure the project is moving and/or
installed? What do you think is the number one sales sin of the
Ugly 8 Reasons Sellers Get Viewed as Amateurs, Relegated to
“Vendor” Status and Commoditized? Can you speak about the most
resistant sales organization you have dealt with? Were you able to
get them to change, and through that change, what was the outcome?

Resources Referenced by Mike in Episode 68:


The New Sales. Simplified. Video Coaching Series


Ugly 8 Reasons Sellers Get Viewed as Amateurs, Relegated to
“Vendor” Status and Commoditized (PDF)


Mike’s wife’s irrational, but wonderful, response to her gorgeous
new putter (blog post)


A Foolproof Framework to Guarantee Consistent Deal Flow and a
Full, Healthy Pipeline (podcast episode) 


9 Powerful Reasons to Have Salespeople Write Individual Business
Plans (podcast episode)


5 Fundamental Focus Areas for a Successful Sales Attack (podcast
episode)


 


This episode is sponsored by Pursuit Sales
Solutions. If you looking for help adding A-player talent to
your team, contact Mike’s friends
at pursuitsalessolutions.com/weinberg