I love reading stories about how the lone individual, toiling away seemingly forever and after thousands of failures, finally — through a flash of inspiration — discovers the magic formula and creates a world-changing product, cure or market-altering invention.
FANTASTIC stories! The only problem is that…they practically never happen. The more research you do the more you find that the sudden famous flash was either the final link in a long-evolving chain of other people’s ideas and experiments, or part of a team effort; a great collaboration. One person may get the credit but it’s hardly the truth.
I was reminded of that while reading a fantastic new book by Tim Sanders. The former Yahoo! Chief Solutions Officer is now a highly sought-after speaker and author of a number of bestselling books including the New York Times bestseller, Love is The Killer App.
His new book takes his writing and wisdom to a whole new level, and applies it to the context of what is known as the complex sale.
DEALSTORMING: The SECRET WEAPON that Can Solve Your Toughest Sales Challenges brings to mind two well-known sayings: “None of us is smart as all of us” and “If you want to go fast, go alone. If you want to go far, go together.”
We’re not talking about “brainstorming” but Dealstorming. The difference is significant!
In today’s world of large business-to-business (B2B) sales it can take an entire team effort to deal with all the different and often changing moving parts of a prospective client company. There are all sorts of contacts, stakeholders, influencers, committees, and natural obstacles that must be dealt with effectively in order to move the sale forward to completion.
Not to fear, however, as Sanders has put together an absolutely genius how-to system for doing this quite effectively. Actually, he did this years ago while still at Yahoo! and has been teaching it to sales organizations for years.
Dealstorming is a repeatable process; a system, that harnesses group intelligence to create very effective plans and solve major sales challenges. As he discovered, “Sales genius didn’t come solely from individual sales reps…it’s a team sport. It’s about all of us in the room finding and solving problems as one.”
Even if you are not involved in enterprise sales, don’t let that keep you from learning the fantastic communication methods detailed in this book. It’s really all about communication.
As such, if you’ll ever be leading any team, for any reason, the principles and strategies shared in this book will help you immensely.
In this wisdom-packed discussion with Tim, you’ll learn…
- The importance of understanding “the changing landscape” of selling
- The four levels of the complex sale
- How the team can help identify the root of the issue…the most important thing
- Why the “brief” is truly the secret weapon for Dealstorming success
- How Alyssa DeMattos rescued a lost deal…brilliantly!
Enjoy our discussion!
Late in the book, Tim writes, “Leaders don’t have relationships with their teams. They have relationships with individuals.” Right on! And, in Dealstorming, we learn how to do this very effectively and for great success.
Be sure and order Tim’s book and learn from the master how to do it right. There are some very valuable bonuses on his site, as well.
And, Tim has made Chapter 3 available for you to read first. You’ll be glad you did!
Click here to download.
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