Top 10 Mindsets for Modern Selling
Brandon Lee
I help sales teams use LinkedIn Live Shows & podcasts for sales outreach, brand building and prospecting. | Founder x 7 } Host Mastering Modern Selling | Founder, Fist Bump “Revenue Through Reputation” book coming soon.
When I was a teenager playing soccer in Europe, my coaches told me over and over that I had to learn a new mindset if I was ever going to be successful.
As a teenager from California in the early 1980's, most of my friends barely knew about soccer, but I had a friend whose dad was from Germany and he taught us soccer.
I was able to play with youth clubs in Europe each summer for several years and had an amazing opportunity. But, my coaches emphasized with me more than other players, "you need the right mindset about your relationship with football if you want to have a chance at being successful." I was from the US where soccer wasn't nearly as important as it was in Europe.
Modern selling may be a trite term that sales professionals and analysts use loosely. Or, it could be a term that leads sales teams into the rest of the 2020's. I like the term because it can cause sales professionals to pause and at least ask the question, what is different about modern selling versus what I have learned previously?
My friend and co-host of Mastering Modern Selling , Tom Burton and I kicked around this idea of the top mindsets necessary for modern sellers. Like my soccer coaches instructed me all those years ago, I believe sales professionals and leaders need a new mindset towards sales, buyers and the sales professionals role in sales.
To that end, we created the Top 10 Mindsets for Modern Sales Professionals. These are the mindsets that lead how sales professionals should lead themselves to be successful with modern buyers.
Buyers have changed. The analysts have been saying this for years. New tools, new technology and easy access to information dictates the buying journey. If analyst data is true, buyers do upwards of 75% of their research BEFORE speaking to a sales professionals, then the role of sales representatives must change.
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Sales professionals need to change how they perceive their role to influence the buyer earlier in the buying journey. When a sales professional adopts these 10 mindsets, it increases their probability of winning more deals.
To dig a bit deeper on this topic, consider reading "Your reputation proceeds you " a LinkedIn article I wrote about how buyers perception of sales professionals greatly influences if they will take a call or just ghost the rep.
As always, I love this topic but realized I don't know everything. I welcome your comments and feedback. Let's keep learning together.
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Best-Selling Author | Managing Director, Americas - Microsoft Tech for Social Impact | Podcast Host | Sales Hall of Fame
1 年This is great! Every seller should read this.
Driver of Sustainable Event Branding Solutions ?? Your brand is your most valuable asset ?? Need help elevating your Event Branding? ?? DM me to chat! Click ?? link to book a call.
1 年Absolutely love all 10 Brandon. I have to say my favorite is Number 5. Your sales role is to serve not to sell ??
Showing you the Activator way | LinkedIn & Sales Navigator Enablement | CRM Technologies & Key Client Strategy | Host of “The Death of Salesman Podcast
1 年I like all of the points you raise, particularly 2 and 9
I help sales teams use LinkedIn Live Shows & podcasts for sales outreach, brand building and prospecting. | Founder x 7 } Host Mastering Modern Selling | Founder, Fist Bump “Revenue Through Reputation” book coming soon.
1 年That is so good Marc. Thank you for sharing what you train with your IBMers. I really like the framework. It’s a good topic for our next Zoom. I want to learn more from you. ????
Sales Strategy Thought Leader & Revenue Growth Expert | Certified Revenue Storm and IBM Advanced Sales Coach
1 年Brandon Lee I love the Top 10 list... helps you focus on what's important. You can put a lot of those items in the framework I coach to here at IBM... "Know, Be Known, Serve, and Solve". Know is knowing the customer, industry, pain points, initiatives, key stakeholders, competition, etc. Be Know is your digital presence first (LinkedIn)... then in person... they have to know you before TRUST can be earned... it's not a FAST process. Next is Serve.... I'm a Christian, so I coach seller to "show up" with a Servants Heart. What is the customers agenda... and how can you "get on it"... and help them with their journey. Finally is Solve. For use that's where we help the customer "Try On"... an IBM solution TOGETHER... in the context of their goal or pain. We roll our shirt sleeves up together and work as a team toward a solution thats best for the client. #listening #serving #solving #collaboration = #winningtogether Carpe Diem! Marc