Collecting WINS Blog
Learn to Lead Successful Buying Relationships: Part 3
Successful buying relationships are secured by mutual respect. This is the third and final element required to lead a successful buying relationship. In Parts One and Two of this series, we examined the roles of understanding and trust in leading successful buying relationships. It’s common to assume that these two elements naturally lead to the third essential factor – respect. When buyers feel like you understand their problem or WIN (wants, impacts, needs), and [...]
Learn to Lead Successful Buying Relationships: Part 2
Ask any thoughtful salesperson what the most important element is when helping people buy, and chances are you’ll hear “Trust” without hesitation. They are right in believing that trust is essential, but as we explored in Part One of this series, trust isn’t earned until the buyer and servant leader develop a mutual understanding of the real problem(s) and solution(s) each brings to the table. Part One of this series focused on understanding as [...]
Learn to Lead Successful Buying Relationships: Part 1
Successful buying decisions come from leading successful buying relationships. These relationships require participation and collaboration from all sides of the deal and are built from the ground up upon a foundation of mutual understanding, trust, and respect. People buy from people they respect, respect people they trust and trust people they understand. Each of these three elements supports the other. If one is missing, or if the quality and integrity of one becomes compromised, [...]
Sales Framework: A Leadership Investment For Growth
Over the years of developing and executing roughly one hundred different sales and business development organizations, I’ve noticed definite success and failure patterns. One success pattern I’ve noticed for CEOs who established organizations that continually multiplied growth is the expectations they DID NOT place upon their Sales VP when they are hired or promoted into the role. I’ll let the cat out of the bag early. Sales leaders and CEOs that operate together on [...]
Servant Leadership in Sales – Exploring the Growth Multiplier Movement
Servant Leadership and Shared Goals James Rores recently joined C. Lee Smith and Audrey Strong of SalesFuel Coach on the Manage Smarter podcast to talk about servant leadership in sales. In this 25-minute exploration they define sales as a leadership competency, discuss how to sell as a servant leader, and expound on the potential growth implications for businesses. “Growth Multiplier speaks to the fact that when we build relationships based on servant [...]
Sales as a Leadership Competency
My Calendar >Your products and services are competitive, customers love you, and your business has the capacity for significant new growth. But revenues are flat, sales are unpredictable, your salespeople are frustrated, and even your top sales performers are running hot and cold. How is it possible, after making all the necessary investments required to take your company to the next level, your sales force is still struggling to deliver? Hi. [...]