Learn more about my work with sales teams in Asia.
April 2009 in Korea
August 2009 in Shanghai
December 2010 Kuala Lumpur
March 2011 Singapore
Perhaps you face the same and one of the biggest challenges that most sales professionals face – reaching the top-level decision-makers in your desired marketplace. For me, that requires my speaking with a CEO about his sales organization and determining where and how I can help. For you, that person might be a CFO, VP of Sales or Business Owner. With whomever you need to speak, the challenges are usually the same. Gatekeepers, voicemail and predisposed lacks of interest stop us from having that one important conversation!
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I was speaking with another sales development person a few days ago and we were getting pretty deep into subjects related to the organic growth of a business. Interestingly it is an expression we hear pretty often when we are talking to a CEO regarding the ways we help. We usually hear the phrase being used to explain how a company has got to where they are – “all of growth has been organic to this point”. I think that sometimes we hear this because so many people think it sounds good, but does it?
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Have you heard the story of the girl-scout that sold more cookies than anyone else?
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You have done a great job. You identified compelling reasons, you established a great relationship with the decision makers, everyone involved directly with you has witnessed first-hand your expertise and you have had the chance to show genuine concern and provide advice that goes above and beyond. Everyone you have spoken with seems to agree that you have the sale and there is an agreement in principle to move forward.
Stalingrad 1942 - one of the bloodiest battles in modern history began as the Russian forces in that city fought back against the German onslaught. The siege soon turned to street fighting and as the harsh Russian winter approached and the depleted Russian troops felt they were losing ground a new form of fighting emerged - the Russians turned to the sniper. The role of the snipers in the battle for Stalingrad is legendary - in fact movies like "enemies at the gates" depicted the crucial role they played in holding off the German advance until reinforcements could arrive.
© 2013 Dave Kurlan - Understanding the Sales Force