060: Simon Mutlu | Selling Technology to Today’s Evolving Workforce

1. Create Replicable Processes: The best ways I’ve learned to master a concept are to first write it down, and then second is to teach it. Doing both of those naturally forces the ability for the process to be replicable. Once it can be replicated, it can be measured, and once it can be measured, it can be improved.
2. Add Value in Every Outreach: If your calls, emails or social posts aren’t adding value to a prospect's life, why even do it? Put yourself in there shoes assuming they’re inundated with messages. Figure out how to make your point succinctly with a clear message of implied value.
3. Ask Customers How You Could Have Improved Their Buying Experience: Most companies do some version of NPS surveys or Net Promotor Score to learn what customers think about using their product. But, when was the last time you asked your customers what you could have done differently in the sales process? For a lot of sales reps the only feedback we get is whether we won or lost the deal, which frankly doesn’t help us get better.

• Smarter Faster Better: The Secrets of Being Productive in Life and Business by Charles Duhigg

https://www.salestuners.com/simon-mutlu/

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  What if every sales rep inherited the habits of your best rep? With Costello, they do.
• The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close.