{"id":2463,"date":"2023-12-01T08:00:55","date_gmt":"2023-12-01T13:00:55","guid":{"rendered":"https:\/\/blog.markkirkwood.com\/?p=2463"},"modified":"2023-10-21T09:51:47","modified_gmt":"2023-10-21T13:51:47","slug":"sales-sales-leader","status":"publish","type":"post","link":"https:\/\/blog.markkirkwood.com\/?p=2463","title":{"rendered":"SALES | SALES LEADER"},"content":{"rendered":"<h4>Focus Points<\/h4>\n<ul>\n<li>Highest priority opportunities [focus] | pipeline | 20% of opportunities that provide 80% of the $s<\/li>\n<li>product-customer-fit, product-market-fit | 10x product\/10x sales representative gains<\/li>\n<li>Selling insights, \u201cpain points,\u201d etc.<\/li>\n<li>Profile: who are we looking for? Sellers, 10x growth, impact, confidence, close opportunities \u2026<\/li>\n<li>Hire slow, fire fast \u2026!<\/li>\n<li>Confidence: salespeople \u2026, scar tissue, pattern recognition \u2026; sales is a science; process is there to work against [efficiency] \u2026<\/li>\n<li>Quality of the candidate; deal attribution \u2026 aptitude, attitude, do they ask good ?s; delve into the why(s) \u2026<\/li>\n<li>Pipeline \u2013 prioritize towards vision.<\/li>\n<li>Roadmap | Playbook [a well-worn playbook]<\/li>\n<li>Process: learn, pivot, walk.<\/li>\n<li>Processes, sales tools [tools to succeed], skills, \u2026<\/li>\n<li>Signal \u2013 test in market [products]<\/li>\n<li>Want \u201clogos\u201d (1<sup>st<\/sup> sales) credibility, reference, feedback, work with us, \u2026<\/li>\n<li>See around corners \u2026<\/li>\n<li>Deal champions \u2013 test \u00e0 go to executive buyer (earn)<\/li>\n<li>Pitch deck: why we exist, what we are solving for, what it\u2019s like to be working with us, what do they need?<\/li>\n<li>Implementation, onboarding, open dialog<\/li>\n<li>Deal cycle<\/li>\n<li>Business value assessment (numbers, $s, narrative)<\/li>\n<li>Rose colored glasses (NO), be skeptical, ask questions, \u2026<\/li>\n<li>Sales qualification \u2013 \u201cGO DEEP,\u201d discovery, 1<sup>st<\/sup>, 2<sup>nd<\/sup>, and 3<sup>rd<\/sup> level pain point discovery \u2026 Converting, \u201cpain,\u201d solutions &#8230;<\/li>\n<li>MEDDPICC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition<\/li>\n<li>Action plan \u2013 \u201cPAIN\u201d [solve for]<\/li>\n<li>Discounting (value), part of the purchasing process, \u201creferral and logo use\u201d in return for said \u2026<\/li>\n<li>Sales leaders \u2013 mentor \u2013 see blind spots, creativity, adaptable, \u2026<\/li>\n<li>Hiring &#8211; hire great people: hunger, hustle (outwork), humility, heart [grit] | tangibles &amp; \u201cintangibles\u201d \u2026<\/li>\n<li>Talent density, legacy state, \u201cfast horses run together\u201d theory {car!} Outwork people!<\/li>\n<li>Questions: 10x, why (vs. what), how; reasons for decisions, probe \u2026<\/li>\n<li>Sales interview: sell my decision (sales product), sell my product to me, pitch yours vs. pitch ours, challenge, must perform, know segment, how to sell, knows sales process \u2026<\/li>\n<li>Hand hold during the deal cycle \u2013 In the boat with you; we all succeed together \u2026<\/li>\n<li>Process: i) get to know them (why), ii) case study [sell my product to me]<\/li>\n<li>Qualify the person quickly (30-minutes), are they the right caliber, have they closed the right level of deals, do they have the right level of experience, have the right gravitas to hold themselves in executive meetings \u2026<\/li>\n<li>Test for aptitude<\/li>\n<li>1-hour go deep on the \u201cwhys,\u201d include other stakeholders, a challenge with team, experience, fit, can they cut it, \u2026 [risky situation, so be thorough]<\/li>\n<li>Package: compensation structure (equity), cash compensation, impact, revenue generating \u2026<\/li>\n<li>Buy\/bought into long-term goals? Must have.<\/li>\n<li>Quota: goal \u2013 realistic &amp; achievable; path 0, 1, 2, etc.<\/li>\n<li>#1! Pipeline generation for quota achievement<\/li>\n<li>Cold outbound is key! Phone, email, \u201chey, we have a solution to help them! Prospecting \u2026<\/li>\n<li>Onboarding: structured learning, unstructured learning, shadowing, 1-on-1 coaching, drink from the firehose \u2026<\/li>\n<li>Land and expand<\/li>\n<li>Deal reviews (Yes), dynamics, map organizational details \u2026<\/li>\n<li>Losses: competition, price (value), outflanked, wrong product, \u2026 | closed-won\/closed-lost<\/li>\n<li>Handoff account to \u201ccustomer success team\u201d for implementation (ie, introduce C.S. and operations teams)<\/li>\n<li>What does good look like?<\/li>\n<li>Fundamentals: cold calling\/emailing, pipeline generation, qualification, etc.<\/li>\n<li>What&#8217;s Dying: in-person meetings, in favor of white boarding, online collaborations, [CEO]<\/li>\n<li>Hire well! Raise the bar \u2013 ie, don\u2019t settle for B players!<\/li>\n<li>Why did it happen?<\/li>\n<li>Pipeline coverage \u2013 covers churn!<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>Focus Points Highest priority opportunities [focus] | pipeline | 20% of opportunities that provide 80% of the $s product-customer-fit, product-market-fit | 10x product\/10x sales representative gains Selling insights, \u201cpain points,\u201d etc. Profile: who are we looking for? Sellers, 10x growth, impact, confidence, close opportunities \u2026 Hire slow, fire fast \u2026! Confidence: salespeople \u2026, scar tissue, [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2463","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/posts\/2463","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=2463"}],"version-history":[{"count":3,"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/posts\/2463\/revisions"}],"predecessor-version":[{"id":2476,"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/posts\/2463\/revisions\/2476"}],"wp:attachment":[{"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=2463"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=2463"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=2463"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}