Plans Are Nothing, Planning Is Everything
发布时间 2011-10-17 18:30:11 来源
摘要
Vince Thompson joins host Kevin Gaither to talk about The Big Umbrella: how do you hone your sales strategy as a revenue chief within a sales team?
00:00 Cold Open
01:05 Vince's Nightmare Sales Call
02:30 A world-class sales professional resume
04:00 The Big Umbrella: talking sales strategy
06:00 How do you hone your sales strategy as a revenue chief within a sales team? Do you detail tactics after setting strategy?
08:00 Vince advocates taking a tactical role within your team
08:45 Essential components of a sales strategy
10:00 "Plans Are Nothing, Planning Is Everything"
11:30 "Relationship selling is complete bullshit"
12:30 Delivering value is the most important job for a sales professional
14:00 The peculiarities of small talk as a sales professional
15:30 Setting goals and managing challenge as a CEO or sales leader
18:30 Coaching your team when things go wrong
19:15 The basics work when you're using them regularly
21:00 Setting clear comp plans for your sales team
22:30 Incentivizing for behavior as well as financial
29:00 Viewer question: how do I give a first-time sales pitch via voice mail
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