Multiple Problems + Multiple Stakeholders
Finding problems requires sellers to speak to a lot of people
A common mistake I often make as a salesperson is to assume a client’s business problem is the same across the entire organization.
Over the years, I have learned that large organizations often have multiple business problems depending on the size of the company.
It always makes sense to confirm with each stakeholder what the main business problem is that we are trying to solve during each interaction.
The more people involved, the more complex the problem(s)...the greater the opportunity to help.
Sellers who are problem finders > Sellers who are problem solvers
If you or other sales team members are looking to become better at the craft of sales, please let me know.
Here are a few ways that I may be able to help —>
1) Grab a copy of the book or audiobook, Carry That Quota. You can order it here on Amazon or Audible.
2) Take a look at the Carry That Quota Digital Workshop Series. Here is a link to all of the online workshops.
Each workshop is less than 40 minutes and has been designed to help salespeople get better at the craft of sales by focusing on the fundamentals of the sales profession. Salespeople and sales leaders can access these workshops on their phone, their computer, or tablet.
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