Back to Basics, Karen Kelly

Do we have shiny penny syndrome? Always looking around us for the next gadget, tech stack or silver bullet.
I hate to break your bubble but it doesn’t exist.
In my solo podcast, I talk about Back to Basics, what elements of the sales process are tried and true and timeless.

1) Understand what has changed with your prospect, their role their internal processes. Are we providing perceived or actual value?
When we know what has changed, how they get the job done now vs pre-pandemic, we have clarity of what they need from us, this allows us to show up in a more meaningful way than before. When we don’t understand this, we assume it is business as usual and makes it vey easy for our competitors to sweep in underneath us.

2) Framework- What roadmap are you following to ensure you are taking your prospect to the next stage in their journey? Are you using the fundamentals?
Does your calendar  invite have an agenda? are you setting expectations from the very beginning?
What is your end goal? Are you gaining commitment from your group on this? Are you checking in throughout to gauge where they are leaning in or out, why? What impact does this have on them, their business, their organization?
Next steps, are we aligning them back to our original purpose and keeping the momentum with the group.

3) Coach your team to drive sustainability, how are we supporting our team to ensure these skill sets are being honed, put in to practice and automated?
Understand the dynamics of your team, who will need support at what stage, anticipate their needs. Role play with them, practice in advance, review their calls, watch game tame together to drive sustainable change.

What got us here is not enough to get us there, we are the differentiator. Let’s get Back to the Basics

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To learn more about Karen connect with her on LinkedIn  https://www.linkedin.com/in/karen-kelly-sales-trainer-/

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