1071: Align Sales and Your Personal Values, with David J.P. Fisher

Sales Strategy & Enablement by Revenue.io

English - June 30, 2022 10:00 - 52 minutes - ★★★★★ - 332 ratings
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Previous Episode: 1070: Sell a Price Increase Without Losing Customers, with Jeb Blount

Next Episode: A Conversation with Darin Dawson

David J.P. Fisher is the President of RockStar Consulting, a Sales Hall of Fame inductee, keynote speaker, author, and coach. Part of our journey as salespeople is the alignment of our individual values with how we sell. Being intentional about this growth not only makes us sell more effectively but also makes us more memorable. David comments further on the role of sales leadership in enabling the success of sellers, as well as win rates being an essential KPI.

HIGHLIGHTS
● Know yourself more to sell better
● Be intentional with authentic vs salesy behavior
● Coaching on self-awareness and incremental changes
● A seller's win rate is a key indicator of performance

QUOTES
David: "If you are a young seller who has that first sales job and you just are getting this message from the people on high that, hey, you just got to do this, again, self-awareness is not an easy, not only an easy path, it's not an easy path to choose, I think, and that's why you get stats that half the sellers are unmemorable."
David: "If I was deliberate about it, at least then I can then figure out if it works or not. I wasn't just muddling along. It was like I was deliberately trying this, holy crap, it worked. Okay, so let me examine that. Or I deliberately do this, it did not work. Let us re-examine this."
Andy: "The salespeople that work for them are basically the product, and that product is an individual who can go and operate at a certain level in a predictable fashion. And so, that's really the job of a sales manager. My job is to develop these individuals in such a way and manage them, coach them, so that they can really achieve a certain level of performance, that being quota."

Find out more about David in the link below:
● LinkedIn: https://www.linkedin.com/in/iamdfish/

More on Andy:
Connect on LinkedIn
Get Andy's new book "Sell Without Selling Out" on Amazon
Learn more at AndyPaul.com

Sponsored by:
Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io
Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Explore the Revenue.io Podcast Universe:
Sales Enablement Podcast
RevOps Podcast
Selling with Purpose Podcast

HIGHLIGHTS

● Know yourself more to sell better

● Be intentional with authentic vs salesy behavior

● Coaching on self-awareness and incremental changes

● A seller's win rate is a key indicator of performance

QUOTES

David: "If you are a young seller who has that first sales job and you just are getting this message from the people on high that, hey, you just got to do this, again, self-awareness is not an easy, not only an easy path, it's not an easy path to choose, I think, and that's why you get stats that half the sellers are unmemorable."

David: "If I was deliberate about it, at least then I can then figure out if it works or not. I wasn't just muddling along. It was like I was deliberately trying this, holy crap, it worked. Okay, so let me examine that. Or I deliberately do this, it did not work. Let us re-examine this."

Andy: "The salespeople that work for them are basically the product, and that product is an individual who can go and operate at a certain level in a predictable fashion. And so, that's really the job of a sales manager. My job is to develop these individuals in such a way and manage them, coach them, so that they can really achieve a certain level of performance, that being quota."

Find out more about David in the link below:

● LinkedIn: https://www.linkedin.com/in/iamdfish/