Sometimes the most interesting conversations are between experts on parallel paths sharing their journeys and noticing what their paths have in common. This conversation between Donald Kelly and Derrick Williams (Founder and Principal of 3Link Consulting) is an example of just that - they both have a keen sense of sales trends that has been honed over years of work in the industry. Williams is as knowledgeable as they come, but like Donald, he’s always learning more from the best and most educated voices in sales today. They discuss Williams’ new project, The Sales Consultant Podcast, and cover some of the salient pieces of information that have started to reveal themselves as important as Williams has been going through his first round of interviews. Whether you’re new in the field or have years of experience, check out the new podcast, and become a fly on the wall in a conversation between leaders in the field. A Throughline: Focus on the Fundamentals Communicating Value - Know how to open calls, all the way through to the end of the conversation. Discovery - Even if you have a good conversation with someone, it doesn’t necessarily mean it’s going to lead somewhere. To be most efficient, try to avoid going down the wrong path by taking your time in the discovery phase. Practice - If you haven’t mastered the basics, you can’t move past the basics. Practice demos and rebuttals in real-time. As Williams says, “Get those reps up.” Keep your mind clear. No Time for False Positives False positives, or going too far down a fruitless path, is not something businesses can afford to do in the current sales climate. Whether a false positive occurs during hiring or targeting, it will (needlessly) cost the business resources. They happen because we want to rush into making revenue and because a certain amount of risk-taking is rewarded, especially in the culture. But a scientific, data-driven approach is ultimately more efficient. Having a sense of urgency can be okay, but having the proper practices in place in case things go wrong can soften the blow of losing a lead or doubling back.

Ask this episode

“What did the council decide on item 42?” — answered with the speaker and the moment.

Transcript

Related