Comments for Thoughts on Selling™

Comment on Why Johnny Can’t Sell by Debbie Gee

Debbie Gee — Tue, 23 May 2017 13:00:37 +0000

Yeah, Lee!! I could not have said it all better. Here’s what I loved:

“Instead, the sales rep must be inquisitive about their customer’s business, good “behaviors” reinforced, and individual learnings shared with other team members.

I know sales people are capable of this approach and more. I’ve worked with many who do this every day. I’ve also seen organizations beat the creativity out of those people, put them in boxes, and force them to recite the corporate mantra.”

This is the heart of the matter. Please help my people!

Debbie Gee

Comment on Why Johnny Can’t Sell by John Cousineau

John Cousineau — Fri, 19 May 2017 22:16:06 +0000

Lee: thoughtful points. Thoughtfully made. My two bits: some of the learning science you’re calling for needs to be really personal. To the point where every Rep can ‘own’ their own outcomes. By seeing how small improvements in their practices can improve the results they’re getting. Day-to-day. IMO, Reps ought to be able to conquer many of the things that now [invisibly] impede their results. All they need is a clear picture of what to focus on fixing. Advances in learning science, measurement, and data visualization make that possible. With self-accountable Reps, self-aware of how they’re doing, the value of coaching can be much higher. There’s be no need to highlight the need for persistent, disciplined, timely execution. Everyone can see that for themselves. What’s left over are much more interesting, strategic, questions. What kinds of buyers to approach, on what issues, and with what questions. On that, IMO, there’s enormous potential for a team of smart, self-motivated, sales professionals to learn much with the help of each other. And their manager/coach. Suspect that’s the kind of sales team that many of today’s best Reps would love to be a part of. Trust this adds some value. – John

Comment on Lack of Planning Results in the Bread of Affliction by John Cousineau

John Cousineau — Fri, 21 Apr 2017 21:33:07 +0000

Lee: love the metaphor. IMO, what may be more valuable [than longer elevator rides] is better ‘elevator pitches’ on why having a conversation in the 1st place might be a good use of everyone’s time. I’m reminded of an exec who when asked in a role play ‘what do you do’ proceeded to go on [almost without breathing!] for 8 minutes. At which point we stopped her. We counseled that the next time she was asked the question she ‘say, simply, these 11 words, then stop talking’. It worked. Heck, it even saved her a trip to New York and its taller elevators :>] – John

Comment on If the Purpose of Sales Enablement is to Improve Seller Behavior… by Lee Levitt

Lee Levitt — Mon, 10 Apr 2017 20:27:25 +0000

In reply to Gail. Thanks Gail, much appreciated! Lee

Comment on If the Purpose of Sales Enablement is to Improve Seller Behavior… by Lee Levitt

Lee Levitt — Mon, 10 Apr 2017 20:27:04 +0000

In reply to Don L.. Thanks Don, I appreciate the kind words! Lee

Comment on If the Purpose of Sales Enablement is to Improve Seller Behavior… by Don L.

Don L. — Mon, 10 Apr 2017 20:25:17 +0000

Well done! Not surprisingly from you, Lee, you have outlined a proactive and collaborative approach to sales enablement. It’s perspectives like this that make you the best at what you do; empowering and improving sales and the customer relationship.

Comment on If the Purpose of Sales Enablement is to Improve Seller Behavior… by Gail

Gail — Fri, 07 Apr 2017 18:53:03 +0000

Nice analogies Lee. I like your thinking

Comment on If the Purpose of Sales Enablement is to Improve Seller Behavior… by Chuck Steinhauser

Chuck Steinhauser — Thu, 06 Apr 2017 16:01:29 +0000

A good read, Lee. To paraphrase a line used by the Italian driver in the Gumball Rally – What’s behind you is not important. Many lagging indicators in the selling process don’t tell you what you really need to know: How can I accelerate this sales opportunity? For this you need real-time feedback and solid insight into where the customer is in their purchase cycle. Keep it up – don’t slow down!

Comment on The Chief Sales Officer by Lee Levitt

Lee Levitt — Wed, 05 Apr 2017 18:29:36 +0000

In reply to VP, Global Procurement. Great input. Good reps start their discovery about the buying/procurement process early on.

Comment on If the Purpose of Sales Enablement is to Improve Seller Behavior… by Lee Levitt

Lee Levitt — Wed, 05 Apr 2017 18:23:19 +0000

In reply to Andrea starr. Thanks Andy, always great to hear from you and to get the voice of reason from the field! Lee