A Seat at the Table:How Top Salespeople Connect and Drive Decisions at the Executive Level by Miller Marc

Author:Miller, Marc [Miller, Marc]
Language: eng
Format: epub
ISBN: 9781608320073
Publisher: Greenleaf Publishing
Published: 2009-04-01T21:00:00+00:00

Training + Technology + Accountability = Transformation of Productivity

The real lesson of Glenn McCoy’s story is how the combination of training, technology, and accountability can radically improve productivity. I’ve described a basic training methodology that I’ll delve into throughout the chapter. But I’m also going to introduce you to a game-changing technology that can help you constantly improve your mastery of this new sales approach.

This tool ensures that potential becomes reality in two important ways. First, it will help you be better prepared for critical sales calls. Second, it will help you get the critical feedback you need on an actual sales call—the adjustment mechanism required to master any complex skill. In truth, without feedback, there can rarely be meaningful change. It accomplishes this because it is a form of capture technology.

Capture technology is opening up a whole new world for salespeople. To get a sense of its potential, see if you can imagine the following:

Imagine perfect preparation: All salespeople love cheat sheets. Imagine being able to quickly create custom cheat sheets—that talk. Capture technology allows you to link audio recordings (from a sales training seminar, a new product overview, or a CEO’s speech about his company’s strategies, for example) to specific parts of a document. This capability allows your documents to contain thousands of verbal nuggets of information. As you tap on the hard-copy cheat sheet before or during a call, complex product sheets come alive, stories from other subject matter experts are told, and details about the strategies of the company you’re about to call on are explained. In other words, you get the right information at the right time—ensuring an effective call that adds value to the customer. Talking cheat sheets will not only improve your ability to become a better salesperson, they will also drastically improve the quality of your relationships with the executives on whom you call.

Imagine a perfect capture: Salespeople are in the relationship business, and customer conversations are the building blocks to a quality relationship. The reality for consultative salespeople is that customers talk about twenty times faster than our ability to take notes. Research shows that this leads to the loss of valuable information. Furthermore, organizations are often complex organisms, and information can easily fly overhead in a flurry of exchange. Capture technology allows you to capture and archive customer conversations with their full approval—ensuring that valuable strategic nuggets are fully captured 100 percent of the time. And audio recordings of a conversation are always perfectly synchronized to the notes you take, requiring you to simply tap the specific note to rehear the conversation at that point in time.

Imagine perfect feedback: As I’ve said, it’s the sales calls made early in the cycle that determine sales success or failure. How often do you get feedback from your manager on your early sales calls—coaching that constructively examines how you handled each aspect of the call? If you’re like most salespeople, probably not much. With capture technology, your manager can listen to the recording

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