Span the Chasm – Sales Team Training – Driving Sustainable Sales and Growth through Development and Consulting

Author: Steve Keck

  • Sales Coaching Methodology + Platform

    1 on 1 coaching is the most powerful sales rep development process available to sales leaders. Period.

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  • No Call Coaching = Less Sales Success

    I could feel his embarrassment as he sat down for our first coaching session. He knew the first question I was going to ask, as word had gotten around:

              How many calls so far and how many meetings set?

    132 calls. 1 meeting. (more…)

  • EVERY Deal has these Three Competitors – Do NOT Ignore Them

    EVERY Deal has these Three Competitors – Do NOT Ignore Them

    Your product, solution or service was great.  Revolutionary even.  Your positioning has been solid.  Your prospect would be crazy not to invest.  Yet, you lost the deal.

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  • 3 Sales Growth Lessons from a Massively Successful Start-up (plus a Bonus)

    Sometimes at an industry conference, you hear a lot of BS. Complete and utter BS.

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  • Does Your Sales Framework have ‘Weakest Link Syndrome’?

    Does Your Sales Framework have ‘Weakest Link Syndrome’?

    Selling isn’t supposed to be this hard. Driving sustainable sales growth should be easier. You have a great product. Marketing and Product are supportive. Yet the results are sporadic, often more random than predictable.

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  • APIMA: 5 Critical Steps for a Successful Sales Campaign

    It’s a foundational sales truth:

    You simply cannot win in today’s competitive world without them. You know what they are…

    Sales Campaigns.

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  • 3 ways to get Comfortable with Being Uncomfortable

    3 ways to get Comfortable with Being Uncomfortable

    Hugh Glass, the fur trader made famous in The Revenant,  was NEVER comfortable. Ever.

    Mauled by a Grizzly bear.  Fighting off infection and gangrene in open wounds.  Floating down an icy river.  Sleeping in a horse carcass.

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  • 4 Success Lessons: Anwar – From Africa to the United States

    4 Success Lessons: Anwar – From Africa to the United States

    I love Uber and use it all of the time.

    My driver this morning, Anwar, showed up in a beautiful, big, black Suburban that was immaculately maintained.

    I also love talking to people as I find everyone fascinating.  We started talking about Uber, does it work for him, life in the US for 4.5 years after coming here from Eritrea, etc.

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  • Metrics, Metrics Metrics: What is a sales manager to do?

    Metrics, Metrics Metrics: What is a sales manager to do?

    As sales leaders, we have all been there, agonizing over the question:

    What metrics do I need to have to ensure success? 

    0 metrics and let them ‘practice their art’ or 12 metrics and control everything that they do?

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  • For Sales: Planning = Winning. Period.

    For Sales: Planning = Winning. Period.

    ‘Victorious warriors win first and then go to war.  Defeated warriors go to war and then seek to win.’
    – Sun Tzu

    It was true 2,500 years ago. It is just as true today.

    A victorious warrior wins first.  How?  By studying his opponent.  By preparing his skills.  By improving his weaponry.  By hardening his body.  They have a victory plan prior to engaging the enemy.

    The question I have for you today is: What is your victory plan?

    There are 5 areas that, with a little effort, will accelerate your success as you march toward your goals.

    1- Who: Do you know who you are pursuing and why it makes for you to engage them?  Why are they on your list?  Size?  Market?  Profile?

    Learning moment: Know what you are aiming for.

    2- What: What information do you need to collect prior to engaging to assure that it makes sense for them to engage you?  Corporate objectives?  Strategies?  Use cases?  Perceived business value?

    Learning moment: Be smart about your resources.

    3- How: What is the best plan of attack?  Do you have the right tools and processes aligned?  Do you have a social selling strategy?  Great executive reference lined up?  What are you doing to optimize your chances of success?

    Learning moment: Thoroughness and completeness matter.

    4- Goals: Have you mapped out these 2 critical elements: 1) What are your goals for the engagement?  What would make it the perfect meeting?  2) What are your pre-planned ‘next steps’ based on your intent?  Obviously, be ready to pivot.

    Learning moment: Without clear goals, plans are just dreams.

    5- Prioritized Action Plan:  Given all of your potential and opportunity, have you taken the time to define and prioritize your sequence of engagement.

    Learning moment: Win what you want to win.

    My list for last weekend is captured above.  Pretty rough.  But I took the time to scope it out.  I could estimate about how long each item would take.  Based on urgency, impact and time needed, I numbered the priority.  Did I get them all done?  No.  But I got the most impactful things done first.  And because I was smart about it, I had plenty of time for my wife, 2 kids, 2 dogs and a cat…. Even a little gym time for me.

    Super-charger idea: If your desire is to truly crush it: Share your goals with someone you trust and will keep you accountable for your success.  Accountability is success steroids!

    Want to start planning for Victory? Start by Contacting us to set up a strategy call!