For a salesguy, yesterday for me was a perfect day!
To get to the point of yesterday's perfect two hour install, there had been a lengthy Discovery meeting 5 weeks ago, followed by a Validation meeting complete with a computer-generated scoping graphic plus a short re-measuring of everything visit three weeks ago. Somewhere along the process, there was an estimated price, but this process was not a price discussion, since The Value Proposition had to do with "freeing up my space by 25%":
Since the bottom of the cabinet was designed to hold the large HP printer and 5 blinking boxes from NetSuite, Cisco, Comcast & AT&T, and a couple of things I have no idea what they do other than they allow me to seamlessly connect and backup in two locations, there is a spaghetti banquet of wires and cables. Frank and his helper, Dennis, (think an experienced AE & BDR) had exquisitely planned out every location for every wire down to the point of never needing to actually disconnect anything during the process allowing me to continue to work.
The result of yesterday is one highly satisfied customer, a Zen-like, perfectly orchestrated, designed and constructed process all focused on providing efficiency and productivity on the part of Frank and Dennis-the construction process and install guys-and effectiveness on the part of me-the customer.
Have a superb...albeit wicked cold...winter weekend while you give just a bit of thought to what it would take to tune up your own sales process, giving you 20% more productivity and getting rid of all that clutter that slows you down, When you get right down to it, your most critical asset is the management and productvity of your own time! Nothing is more important!
You can click here for this brand new "Writing the Winning Sales Plan in 2024", for a few ideas on structure, sales models, process, a number of productivity tools and how to hire.
BTW, I always have tens of the best associate-level juniors and seniors available for an internship this summer or a full-time job in June. Through our 28 instructors at the Center, we can provide highly personal recommendations for jobs in Finance, Marketing, Sales, Product, and Computer Science. Give me a call,
www.derbymanagement.com
Derby Entrepreneurship Center@Tufts.