Request for Feedback on New Sales Frameworks for Tech Businesses

Hello General Discussion , I'd love some feedback on my new sales frameworks, that have been designed to help tech businesses to fix their sales challenges, from initial positioning to account management. Would love some guinea pigs to road test them and give me honest feedback: https://www.thesellingcollective.com/the-5-frameworks-that-power-performance#sales-frameworks

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5 comments

KC
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Matt E. While I can’t give you the type of feedback that the sales enablers in this group can — I mainly focus on using behavioral psychology to ensure rep behavior change according to what's needed — I’d love to ask a question: Why do you think that is? Why do these 5 sales mistakes happen, even in enterprise organizations that have all the budget for consulting and tools? I’ve seen these patterns time and time again.
Matt E.
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A combination of many things.
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Lack of training. I started in a development role many years ago, and training was just something you did repeatedly to keep your skills up to date. Many sales people have never had training
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Misunderstanding of what makes a good seller. There is still a belief that good sales people need to do all the talking, need to be skilled at "closing". This is the complete opposite of what a good seller should be
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Lack of confidence, lack of curiosity and lack of courage. Sellers need to be "comfortable being uncomfortable" which is something most of us try to avoid
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Not appreciating the role our own believes and biases play in conversations. To overcome them (both buyer and seller) we need to be cognisant of what they are and when they raise their head.
5.
Lack of process. Sales is a process, and you must follow it at all times.
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Pat H.
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Hey Matt E. can we please move this to 🔒[private feed] for a better venue and curated feedback? Thanks!
KC
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Very interesting Matt E.. I am especially curious:
how do you approach uncovering what believes and biases and driving reps behavior? Typically, these "squishy" aspects are tough to identify.
Do you advocate for process enforcement? I've seen plenty of companies with processes and workflows but reps still do things their own way and avoid different steps.
Matt E.
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Its from my experience, from reading books etc. You can see it in action during live calls and role play.
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You must "enforce" process. Without it data collection will be impossible, standards will be all over the place. Some will take to it more than others, so regular sessions to reinforce the message via role play and others is critical