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Alex McLane
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(6:50) At 106 years old, what is IBM? One lesson for being a company that is 106 years old is IBM has been willing to change everything about itself but its core values. At its core IBM is about innovating technology and applying it to businesses and society. - Ginni Rometty
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The Challenger
(1:40) The Relationship Builder - interested in resolving tension, conceding and giving discounts
(3:28) selling solutions is hard but buying solutions is much harder
(5:24) Get that initial point of contact excited about doing business a different way - thinking differently about how to manage their business, mitigate risk, how to recognize opportunities
(7:30) as more and more stakeholders enter the equation the likelihood of purchases goes down at 2 stakeholders then goes back up at stakeholder 3 - 4
then it goes back down at stakeholder 5 and way down at stakeholder 6+
(21:50) Customer Postures
1. Go-Getter - gets things done
2. Skeptic - loves big ideas but likes to tear them apart - curious - what do I want to ask? - not an easy conversation for a sales representative - everyone trusts them once they get around to a big idea
3. Friend - always happy to take a sales call - always happy to hear a new idea - happy to give a sales representative an introduction
4. Teacher - visionary - convinces colleagues with passion - unlike the Go-Getter Teachers aren't project oriented - they don't know the details - executives love teachers in meeting to come up with big ideas
5. Guide - dishes the dirt about whats happening in the organization - use whats happening in the organization to their benefit to get power
6. Climber - what's in it for me? Put all their weight and energy into an idea if it promotes their own personal agenda (getting promoted)
7. Blocker - pro status quo - don't have time to consider new ideas

High Performing Sales Reps don't always look for seniority in an organization or someone that wants them to win the business (they don't have to be pro supplier) - looking for someone in an organization who can communicate a great idea

(28:20) The Mobilizers (Go-Getter, Teacher, Skeptic) - are the most likely to drive organizational action

(30:20) 33% of senior executives are talkers NOT mobilizers

(31:20) Always assume there is a blocker
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