Rethink your sales message…and your strategy executionBy: Gary Tubridy Chief Sales Executive Events, Insight-Led Selling, Sales Strategy
Another great keynote speaker at the 2014 Chief Sales Executive Forum was Thomas Isett, General Manager, GE BioProcess and Senior Advisor, Popper and Co. He shared his journey to insight-led selling and how he had to rethink both his sales message and his sales execution to achieve the growth he needed.
- Rethink the Sales Message – Develop an industry point of view. Take the time to carefully think through your messaging and be sure to create content that shows solutions in a customer context.
- Rethink Your Strategy Execution – Sellers need to be on the same page, delivering similar messages. Too much variation on a theme dilutes your effort. Align your structure and staff with your strategy. Communicate. Train for the skills needed. Produce relevant collateral.
- Build Seller Confidence – Clear the roadblocks that slow them down. Use your well-developed point of view to engage customers with “advocacy position,” but always finish the discussion with inquiry.
The illustration below from graphic recorder Kelly Kingman illustrates Thomas’ presentation in a most innovative way. Enjoy!
We hope you have enjoyed these graphic recordings of the keynote presentations from the 2014 CSE Annual Forum.
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