Today's Selling environment, What to do now....

Last night, I attended a networking event hosted by the Atlanta Chapter of SMEI -  Sales and Marketing Executives International.  

 

The promised agenda was "How to Make Your Numbers Before Year End."  

I usually have low expectations for this sort of thing, but have to relate that I was pleasantly surprised.  

 The moderator Bruce Kopkin led a lively discussion with three panelists 

                   Jeff Fisher – CEO Partner, HiTech Partners

                  David Gibson – VP Sales,  Reveille Software

                  David Riviere – MD, Alvarez and Marsal

 I gleaned the following no-nonsense baker's dozen:  

 

1.     The current macro-economic environment is all about execution -  prepare, practice and deliver.

2.     The world has shifted to one where defining your niche is vitally important.

3.     You have to have a tight cost v. benefit analysis - payback has to come "in year". Do not try to close business based on an ROI (nasty acronym) too far into the future.

4.     Think about the financial health of your prospects and potential customers to see what they might need from you and where they may be spending money.

5.     CFOs and their direct reports are the key decision-makers on significant opportunities today.

6.     Be creative and honest. Ask: "What does new normal look like?"

7.     Be willing to share risk and outcome with your customers; be prepared to put skin in the game. 

8.     If "partnership" is the context of a deal, be sure there are agreed upon success metrics on set time periods.

9.     The "value prop" is in buyers eye not sellers eye; and "Value Prop" as a concept is timeworn, nebulous and stereotypical. EDITOR'S NOTE - this is a pet peeve of mine.  Can't stand the expression, but that's me. 

10. Make sure you have a tight demonstration on business value so others (your internal champions) can sell for you.

11. "Provocative Selling" is not about being in their face but leaving prospects/buyers with a strong positive impression of you, your company and your offerings.

12. The inquisitive sellers are the ones who will do better in this economy.

13. Marketing and sales should report directly to one individual because they are so co-dependent.

 At first glance, this list may look a little like “Motherhood and Apple Pie”. 

You know, sure these are universal truths of selling for all-time, everyone knows them and loves them.  

But look at them again and compare your reaction if the economy was booming rather than the worst in at least a generation.  

At the very least, the above baker’s dozen should cause you to consider or re-consider your recipe for success.  

Good Selling, and isn't it time for dessert?