I only do one thing. Sell for technology companies. A few years ago, I thought, like many people, that Sales was just a matter of being able to get along with people and do nice presentations. I learnt, the hard way, that Sales is actually rather technical. And I do not mean that one need to be able to articule the intricacies of a technology product. There is a need of a process to implement to avoid falling into the process of the prospect, constantly answering product related questions or, amongst many things, not being clear on what other measures a prospect has taken to fix the problem they face. Furthermore, organisations are human constructs. They are therefore subject to distraction. Starting the pursuit of a new initiative, a new market, testing a new feature, etc… This is known as “context switch”. To be efficient, a Sales organisation needs to have recurring processes that constantly generate new business and secure existing one. So there are tools, processes and technics to do so.
Time is scarce and I do not have the luxury to write blog posts very often. But when I do, I write practical posts about the two processes I see are vital for a successful Sales organisation. One process which is across the company, the one that makes sure the top of the pipe is constantly filled up with new opportunities and that things are running smoothly. Prospection, the right incentives, reporting, sales ops, etc… The second process I also write about is the one that need to exist when interacting on a 1-2-1 basis with prospect(s). This is a mix of soft skills and frameworks that, amongst other things, are used to avoid having loads of “interesting meetings” with no clear path to a yes or a no decision. I also write about some relevant articles, books or tools that are worth looking at.