What You Need To Do To Hit Your Enterprise Sales Target Today | John Stopper - 1618

Problems facing salespeople today

• Salespeople are struggling to make sales quota more today than ever.
• Technology isn’t necessarily closing more deals.
• Training is more focused today on tactics.
• Sales strategy needs to be the focus.

Sales system to fill the gap

• Being willing to call an audible when in your sales process - being willing to adapt. Great quarterbacks do this.
• Changing your pitch based on who you are selling to. Pro-baseball pitchers do this.
• Taking time to be prepared before the call. Consider Pro-golfers.
• Identify the persona of your prospect.

Focus on the value to your prospect

• What’s important to the prospect you are talking to at the moment?
• Map your strategy to the strategic growth objectives of your customer.
• Align your product to the needs.
• Focus on the value and how you meet it.
• Go to the website of your customer to find how to align your offering.

“Sales can be fun if you make it about strategy and you know how to deliver value to your buyers” – John Stopper

• Check out John's website: www.northstar8.com or call: 917-287-0734

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Credits

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Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com