Welcome!
This week we begin the journey to help us “Get the Sales Strategy Right!” Getting the culture right is number one in building a great sales team. Second is getting the strategy right.
When salespeople get in front of the right prospects, amazing things happen. Sure, it helps when your salespeople have the right attitude and their process is well refined, but simply putting your salespeople in front of the right prospects to talk about issues and problems that your products and services solve can make a huge difference.
Today’s newsletter shares an article by Alice Heiman talking about the Ideal Client Profile. Miller and Heiman (her father) wrote about the Ideal Client Profile many years ago. We highlight their book in the recommended reading section this week.
We also provide an article on targeting the best prospects that is based on my many years of experience, coupled with principles espoused by Mike Weinberg and Miller and Heiman.
Lastly, we provide a look back at Getting the Leadership and Culture Right. In our quest to help make our sales team better, there is nothing more important than getting the leadership and culture right. Fortunately, we have total control over our leadership and the culture we build in our companies.
I look forward to hearing your thoughts on this review and the last three newsletter issues about leadership and culture.
Together, let’s help make our sales teams better!