Philosophy
SalesPOP! is made up of former bag-carrying salespeople and sales executives who bring a diverse set of experiences in fields from life sciences to banking to telecommunications. We have over 70 years of sales success in both public and private markets, for large corporations and for start-ups. We share a common approach and some common beliefs about sales optimization. Like other sales executives, we have been guilty in the past of hiring sales trainers with the hope that a quick fix will help us hit our goals…and learned it doesn’t work like that.
Over the course of the last five or six years there has been a significant change in how companies do business. With the wealth of personal research tools at people’s fingertips, the classical model of sales has gone out the door. Prospects don’t need to be told about product in the same way they did ten years ago. The marketplace has evolved from one in which the salesperson sells, to one where they consult, to today where they must provide value.
Many sales departments haven’t made the necessary changes to keep pace with these changes to buying behavior. You have to sell the way your customer wants to buy and four different clients may want to buy in four different ways.
In order to succeed in this new buying dynamic it takes the alignment of people, position, process, purpose and performance. In other words, you have to have the right people saying the right things at the right times for the right reasons . . . repeatedly. That is the essence of optimized sales.
SalesPOP! develops a closed-loop sales process in which there is ruthless examination of the wins and losses, strategic and effective positioning, and then process refinement with continual reinforcement through coaching.
Sales leaders are often too close to the problems to see solutions – they need third party analysis and intervention. Unlike sales training that focuses briefly on the “how” of sales, we reengineer processes, assess environment, and focus on the “why” of sales — reinforcing habits by building a closed-loop sales and marketing system that will generate high-quality leads, better deal performance, and competitive messaging that continually improves based on real-time feedback. SalesPOP! doesn’t train and leave, we work with your team to instill the rainmaker discipline in each salesperson and manager. And we deliver fast results.
It is our belief that great salespeople are made, not born. And in this competitive environment, it is essential that you have a scalable, repeatable process to train, as well as hire, great salespeople. We can get you there faster than you can do it yourself.
Read our sales tenets here.
|
