Author Archives: Carlos Quintero

Podcast 21 – Selling BOLDLY!

Selling BOLDLY!

What do you think when you hear the word BOLD?  In sales, we like to think that we are indeed bold, since part of our work is to be proactive, forward thinkers with a persuasive message of value to share.

In today’s podcast, you will meet Alex Goldfayn,  the author of two books, the Revenue Growth Habit and SELLING BOLDLY, which just recently hit the Wall Street Journal Best Seller list. 

Alex is a superbly talented SPEAKER, Author, and Consultant who focuses on helping Senior Executives drive GROWTH.   His book SELLING BOLDLY provided me with many insights, but more importantly it challenged me on the approaches and methods we all need to do each week to drive growth!

Enjoy the listen!

 

Podcast 20 – Growth-Driven Sales Culture – Podcast with Burke Allen – Episode 2

Growth-Driven Sales Culture

Podcast with Burke Allen – Episode 2

We continue our series about Culture and the impact Culture has in organizations. Today we share the second of two podcasts about Culture that were completed with Burke Allen, Culture Creator and co-founder of Novologic, a culture agency based in Atlanta. Burke and his team are helping organizations get serious about culture. Burke defines culture this way: “Culture is everything and everything is culture; how you interact with one another, how decisions are made, how you prioritize, how solutions are uncovered and how rewards are determined.”

We wrap up our rich discussion with Burke, where he shares specifically what companies can do to begin the process of influencing their cultures. Enjoy!

Podcast 19 – Growth-Driven Sales Culture – Podcast with Burke Allen – Episode 1

Growth-Driven Sales Culture

Podcast with Burke Allen – Episode 1

We continue our series about Culture and the impact Culture has in organizations. Today we share the first of two podcasts about Culture that were completed with Burke Allen. Burke is the co-founder of Novologic, a culture agency based in Atlanta. Burke and his team are helping organizations get serious about culture. Burke defines culture this way: “Culture is everything and everything is culture; how you interact with one another, how decisions are made, how you prioritize, how solutions are uncovered and how rewards are determined.”

In essence, Culture is the foundation, and because organizations today are often fragmented and distracted in light of accelerating change at all levels, culture becomes even more important.

Burke is a premier thought-leader about Culture. You will certainly sense his passion. And interesting how he ultimately embraced the title: Culture Creator!

Burke has concluded that Culture is the REAL differentiator for companies and his view, as ours, is that culture can be shaped and adapted, but it takes time, discipline and effort. The discussion is rich and powerful. Enjoy!

Podcast 18 – Growth-Driven Sales Culture – Podcast with Mike Weinberg

Growth-Driven Sales Culture

The word CULTURE is powerful. Bruce Temkin, with the Customer Experience Professional Association (CXPA) defined it simply. “Culture is how people THINK, BELIEVE, and ACT.”

According to the latest research by Deloitte, 82% of senior executives believe that culture provides competitive advantage, and that same research demonstrates that when culture and strategy are aligned, companies can show as much as 50% differential in performance!

As leaders in the world of Sales Performance, we recognize that culture makes a significant difference. When we work with clients, it is energizing and contagious to observe superior SALES Cultures at play and how leaders invest effort to shape their culture.

Over the next several months, we are going to devote space in this blog to share what we have learned about Culture and in particular some of the characteristics of Growth-Driven Sales Cultures.

We will begin with a podcast with Mike Weinberg. Mike is the author of two best-selling books that should be part of your library: Sales Management. Simplified and New Sales. Simplified. Mike is a huge advocate on culture. You will love his energy and outlook about culture in sales and how that can move the needle!

Enjoy the listen! You will find this to be fun and insightful!

What to do BEFORE Calling on an Architect or a Builder

Imagine it is your first call to a potential architect or a builder and the first question you ask is: “Mr. Smith, please tell me about your business.” What message does that communicate?

You won’t believe how many salespeople start their calls this way. They believe it is a good question because it encourages the customer to talk about something they know a lot about. Most customers see it differently, though. More often than not, the customer sees it as the salesperson not having done their homework prior to the call, and that s/he now has to invest valuable time educating you.

What if instead you were to say: “Mr. Smith, I visited 3 of your job sites this week and I noticed that (insert something you noticed). What positive impact is that having on your business?” See the difference?

And it all comes as a result of research.

I recognize that research at a job site may not be practical in many cases. But there is no excuse for not researching the customer on the web. Check out their website to see how they present themselves.  What do they highlight that differentiates them as a builder?  What is the impression they are seeking to make?  If they are a public company, look up their annual report either on their site or at www.sec.gov – you won’t believe all that you can learn about the company as they report to the public and shareholders.

A must is to check out LinkedIn, as it is a great resource about both the individual and their company. I always see if the person I am calling on has a LinkedIn profile to better understand how long they have been with their current employer and some anecdotes about them. What you learn can set the stage for a powerful conversation.

If you want to be a Rainmaker in the Building Materials industry, differentiate yourself by being diligent about your research prior to the call. It will definitely set you apart!

Happy Selling!