The 5 Fundamental Focus Areas for a Successful Sales Attack

Sales is simple. And so is the process of
developing new business. Regardless how complex your business or
marketplace, the fundamentals for executing a successful sales
attack are not!


With golf season around the corner, Mike, in his quest to improve
his game, went old school and has been reading the classic book
published in 1957, Ben Hogan’s Five Lessons: The Modern
Fundamentals of Golf. He was blown away by two realties from this
priceless book. First, how absolutely clear, basic, and simple
these fundamentals are. And second, the fact that the “modern”
lessons from 65 years ago are still very much applicable and true
today, despite the “changes” in the golf world and advances in
technology! Sound familiar, sales leaders?


Studying Ben Hogan’s Five Lessons inspired this episode and
prompted Mike to list and briefly unpack his five
fundamental focus areas that he helps sales teams
master:


1.  A Strategic, Finite, Workable Target List


2. Compelling Messaging (a customer issue and outcome-focused
“Sales Story”)


3. Proactive Pursuit and Prospecting (ability to secure a
meeting)


4. Effective Consultative/Discovery/Early Stage Sales Calls


5. The Calendar, Personal Productivity, Pipeline Accountability


 


If you’re looking to up your (or your team’s) new
business development sales game, this episode is for
you. The five fundamental focus areas are a great
checklist and the table stakes for executing a successful sales
attack, creating more new opportunities, filling the pipeline,
and WINNING MORE NEW SALES.


 


8 (of the 50) spots are left for the upcoming Supercharge
Your Sales Leadership 1-Day Intensive in Atlanta on May
3rd. 


Ready to radically increase sales management effectiveness,
create a healthy, high-performance sales culture, and tackle
today’s biggest sales leadership challenges? Join Mike and 50
hungry, driven sales leaders at The Porsche Experience Center in
Atlanta!