Meeting Your Commitments
Randy Seidl
Board Member | CEO | CRO | Executive Recruiter | Sales Community Leader | Advisor | Consulting
In the fast-paced world of sales, it can be the grand gestures and memorable presentations that grab headlines.
However, the foundation of a successful career in sales is in the consistent fulfillment of your commitments to customers.
This simple, but impactful approach creates lasting relationships and builds a reputation that can open doors in all sorts of ways.
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Tech Sales Insights LIVE
Join Randy on Wednesday, May 15th at 12 PM EST for our next episode of Tech Sales Insights LIVE featuring Rich Kucharski , Global Field CTO at Dynatrace :
This episode is sponsored by Convertiv , the Sales & Marketing Infrastructure as a Service sponsor of the Sales Community. Convertiv is a modern digital consultancy that delivers insights. Because digital moves at the speed of light, Convertiv’s clients rely on their expertise to deliver critical insights, flawless execution, and measurable results.
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Advisory Board on the Move ????
Q2 continues to roll forward with an awesome group of Sales Community Advisory Board Members taking on new roles:
? Anthony Torsiello, Group VP Global Partnerships & Channels at ServiceNow
? Bill Walsh, External Advisory at Bain & Company
? Bob Donaldson, Senior Director of Sales at Solvd, Inc.
? Chris Hasenbein, CRO at Archive360
? Christopher Lischy, Client Director NA Enterprise at SANS Institute
? David Casillo, CRO at DQLabs
? Eric Kropp, Group VP US Commercial Sales at ServiceNow
? Laura Zwahlen, CRO at NextRoll
? Lynn Martin, Group VP & GM of Government at Workday
? Michael Rooney, Head of Commercial Development at Swirl
? Pamela G. Nicastro, Area VP Strategic Sales at Okta
? Rich Kucharski, Global Field CTO at Dynatrace
? Sean Barrett, VP of Strategy Planning & Operations at Dynatrace
? Steve Hershkowitz, CRO at Rimini Street
? Terry Bock, Managing Director at Archive360
? Tiffany Stonehill, Regional Sales Director at VAST Data
? Todd Forman, Senior Account Executive at Samsara
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Happy selling and best of luck to all those taking on new positions!!
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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor
Meet Your Commitments to Your Customers
What the Idea Is: While it’s exciting to talk about the great presentation or the fancy dinner that helped close the deal, the simple act of always meeting your commitments to your customer is probably one of the most important elements in having a successful long-term career in sales.
Why It Is Valuable: The world gets smaller every day. Your reputation, either good or bad, will follow you wherever you go. As you progress in your career, you will be surprised how many times you run into past customers in new selling situations or resume business with companies you have dealt with in previous jobs. Your ability to succeed in these situations will largely be dependent on how you have served and treated these people and organizations in the past. I was struck by this thought during a recent encounter I had with a major US Airline. I was accompanying our rep on a call for a very competitive deal. There were two customers present, and I vaguely recognized one. After we got through the introductions, the customer I recognized turned to his boss and said “You remember Dave. He was the person who fixed that problem for us while he was at XYZ (my prior company).” That problem fix was something I had done many years before this meeting. Based on the trust that had been built in that situation, we won the competitive deal.
How It Works: It’s simple—meet your commitments before and after the sale. If you promise a proposal by Friday, get it there by Friday (or sooner). Honor any commitments made during the selling process. Most importantly, if there are post-sale issues, work diligently to resolve them. The products I have sold can unfortunately result in customer downtime if something goes wrong. If this happens, call the customer! Work to understand and resolve the issue. Do not hide! Believe me, I have had plenty of customers yell at me during the heat of a downtime incident. Invariably, problems get resolved and temperatures calm down. Customers respect the fact that you were there for them during their time of need. In fact, I have found that customers I have resolved a problem for are more loyal than customers who have never had a problem, because they know they can trust me when the chips are down. That security with your customers is invaluable to them and to your long-term career success.
Absolutely! How do you ensure team commitment towards goals?
Head of IT ? Seasoned VP of Enterprise Business Technology ? Outcome Based Large Scale Business Transformation (CRM, ERP, Data, Security) ? KPI Driven Technology Roadmap
6 个月Randy, Incredible! ??
CEO/Co-Founder at Virtual Sapiens | Techstars ‘22 | TEDx Speaker | Future of Work
6 个月Consistency between words and behaviors is a big driver in developing trust. That's why congruence in communication is so important. When our words and nonverbals match, we are at our most convincing and impactful. This goes for any kind of communication, in-person, virtual, email etc.
Cybersecurity Account and Partner Management
6 个月Meeting your commitments in sales as in life in general, is huge!!!