Episode 35:
Throw away your tech stack. Critical thinking…and curiosity…and empathy…are still the critical tools for success in sales!About this episode
All the tech in the world is not going to ensure that you reach your number.
It's still all about people and connecting. And in today's difficult selling environment it's about identifying problems and establishing value.
Mike Pinkel, founder of PSI Selling and I take a deep dive into the strategic activities of successful selling for the latest edition of the Thoughts on Selling podcast.
A couple of key discussion points:
Discovery should focus on solving problems and helping people, which contrasts with the adversarial nature often seen in sales qualification. As Mike says, "Sell with themes, not techniques!"
1️⃣ The Value of Discovery in Sales: Mike and I strongly believe in the importance of continuous discovery throughout the sales process, not just at the beginning. Discovery should focus on solving problems and helping people, which contrasts with the adversarial nature often seen in sales qualification.
2️⃣ Co-Creation and Problem Solving: A favorite aspect of the sales process for both Mike and Lee is the discovery phase, specifically co-creation with clients. He loves helping clients envision new solutions and paths, emphasizing that this creative collaboration is key to successful sales strategies.
3️⃣ Introduction of the PSI Model: Mike introduces his PSI (Problem, Solution, Impact) model, aimed at structuring sales processes in early-stage startups. This model helps define and connect the problems a company solves to the solutions it offers and the impact of these solutions, fostering clearer communication and value demonstration to potential clients.
And here's a critical question...will what you're doing right now directly drive customer value, opportunity progression, revenue? If yes, great. If no, stop doing it!
Books mentioned in this podcast:
The Jolt Effect
Will it Make the Boat go Faster
To follow up with Mike, you can reach him on LinkedIn or via his company website.
All the tech in the world is not going to ensure that you reach your number.
It's still all about people and connecting. And in today's difficult selling environment it's about identifying problems and establishing value.
Mike Pinkel, founder of PSI Selling and I take a deep dive into the strategic activities of successful selling for the latest edition of the Thoughts on Selling podcast.
A couple of key discussion points:
Discovery should focus on solving problems and helping people, which contrasts with the adversarial nature often seen in sales qualification. As Mike says, "Sell with themes, not techniques!"
1️⃣ The Value of Discovery in Sales: Mike and I strongly believe in the importance of continuous discovery throughout the sales process, not just at the beginning. Discovery should focus on solving problems and helping people, which contrasts with the adversarial nature often seen in sales qualification.
2️⃣ Co-Creation and Problem Solving: A favorite aspect of the sales process for both Mike and Lee is the discovery phase, specifically co-creation with clients. He loves helping clients envision new solutions and paths, emphasizing that this creative collaboration is key to successful sales strategies.
3️⃣ Introduction of the PSI Model: Mike introduces his PSI (Problem, Solution, Impact) model, aimed at structuring sales processes in early-stage startups. This model helps define and connect the problems a company solves to the solutions it offers and the impact of these solutions, fostering clearer communication and value demonstration to potential clients.
And here's a critical question...will what you're doing right now directly drive customer value, opportunity progression, revenue? If yes, great. If no, stop doing it!
Books mentioned in this podcast:
The Jolt Effect
Will it Make the Boat go Faster
To follow up with Mike, you can reach him on LinkedIn or via his company website.
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