Lessons from the Field - My Perspective

One of my mentors, Craig Pratt, used to talk about "sending the elevator" back down to folks who are early in their careers, so that they can be given the opportunity to be empowered with the same opportunities and guidance that the leaders within a corporation are given.

I believe wholeheartedly in this idea and I wanted to share a few pieces of advice from my perspective as I have transitioned from a digital account executive role to a solution sales role in the field in the last 11 months.

In any scenario where you are selling solutions to organizations, there can be all kinds of reasons why things get in the way of a mutually-beneficial relationship. For example, while engaging a prospect, you learned that a recent merger put them at risk of overlapping solutions that essentially do the same thing.

Companies have to decide whether or not what you are selling is going to transform the way they do business in a positive way. They also have to decide whether or not it is going to save them time and money.

Here are my 8 tips / ideas for how to get the most out of a role in B2B technology sales, with a specific focus on selling to enterprise customers:

1. Whatever your role is, focus on the key areas where you can move the needle. For example, if you are in solution sales role like mine, what are the key industries and customers where your product most closely aligns?
2. Lean in with your customers to meet them where they are at - Make sure to qualify very quickly whether or not there is a specific need or pain point that your product can address, before investing time on both sides - wasting someone's time is a sure way to tell them you don't care.
3. Discovery, Discovery, Discovery: Make sure you know the difference between qualification and discovery. ?If you do have a qualified opportunity in the pipeline, ask as many questions as possible to get the 'full picture' of the current environment, initiatives, pain points, human interactions, etc. ?But first, do research so you aren't asking questions you should already have the answer to before you meet with the prospect.
4. Have a plan for consistency & repeatability in the role: What are you doing each and every day to get 1% better? Are you focused on the right activities that are going to drive the right inputs to get you the results you need?
5. Driving a deal forward: Remembering the repeatable 'plays' or 'moves' to run for the way in which your company's product or service is sold. As important as this is, does it aligns to the customer's needs? For example, have you unlocked a 'technical win,' or 'created delivery alignment?'
6. Always think about how time is $$ and your time is the most valuable asset you have - For each call or meeting you attend, you need to be able to define 'What value am I am bringing,' 'what outcome am I delivering,' and 'who is benefitting?' And, always have a plan for a next step with a desired outcome!
7. Understand you may have multiple audiences. The needs of the CIO (Chief Information Officer) may differ from the needs a business stakeholder; You need to address the needs of each audience member/group.
8. "Attitude is a reflection of leadership." - The attitude of your people, and the culture of your organization or team, reflect your leadership and that of the organization.

These are just a few tidbits of advice and wisdom from my vantage point as I have experienced all different types of success as well as 'growth opportunities' in my career. I know people in my network who have been more than willing to share their advice and thoughts around success in certain roles. As they did for me, I am sending the elevator down to the next person ready to make that leap.

It can be very challenging taking on a new position or added responsibility, but it can also be very rewarding. There is even a saying from the Bible that addresses this topic: "To whom much is given, much will be required." (Luke 12:48).

As always, hit me up on Linkedin if you have any thoughts, questions, and/or suggestions for improvement!

#sales #gotomarketstrategy #software #success #wisdom #achievement