"They say that time changes things, but you actually have to change them yourself"
...Andy Warhol
Certainly, Andy Warhol has for decades made the opportunity for change a centerpiece of his very being as a spokesperson on culture, as an artist and as an observer of life around us!
My own comment on change and the absolute requirement for consistent education and repeated training in everything we do is....
"At current course and speed, I can tell you exactly what the result will be. If we want to change the result or the velocity of achieving that result, we need to execute on different activities."
It's a "nice" to have, but 15 plus years ago, with available time shrinking dramatically on both sides of the Buyer-Seller table, pure relationship selling between friends and lunches finally passed quietly away. No one has the time for the indirect nature of trying to figure out where the value lies in the relationship. Buyers and Sellers finally said, "Let's just get down to what counts, and it isn't the relationship; it's the value that the relationship provides."
"Solution Selling" championed by sales guru, Mike Bosworth, had a great run and sold millions of books and changed the dynamics of the sales game, but it became just that...too much of a game and a process which was primarily one sided. Today, it's not uncommon to hear from the Buyer's side of the table..."Hey, I don't want to be solution sold". Plus the solid and innovative ideas from Bosworth were degraded by junk books like "Spin Selling" and "Power Selling" and countless others following in Bosworth's pioneering footsteps largely just to sell books, videos and magazines.
Rather, that question always needs to be... "What's the value I can bring to my prospect or to my existing customer in the shortest and most effective period of time?"
So, on this Friday morning, with the first month of the most important quarter of the sales year closing quickly behind you, before you just jump into the month of May next week, take an hour this weekend (the leaves in the gutters will wait, trust me) and identify...
Have a great day selling today!
Me? I'm hosting Aron Ain, Chairman & CEO of Kronos (Best Place to Work in MA and 15 different countries) today to talk to our students at the Tufts Entrepreneurship Center about creating a winning culture based on caring for employees and customers. Should be fun...and critically important !
Between the end-of-the-day working dinner over case studies on June 16th and mid-afternoon on June 18th. Designed for sales managers at any level, this always-sold-out intense experience is specifically customized to maximize you and your team's performance so that you beat your 2019 Quota!
Too many details to cover here plus most of the outline is on the site so just click on above. Much better to just connect directly with me at jack@derbymanagement.com, and we can set up a 10-minute call to judge fit and answer all your questions.
After many years of doing this with now more than 1,000 sales managers, presidents and CEO's, we just simply guarantee success and very positive results!
Please stay connected!
Jack Derby, Director, TEC-Tufts Entrepreneurship Center
Cummings Family Chair Professor of Entrepreneurship
Spark-Incubate-Accelerate@Tufts
Come to our Events
Cell: 617-504-4222 jack.derby@tufts.edu
Advisor, Derby Management, experts in-
-Sales & Marketing Productivity
-Business and Strategic Planning
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