Trust, Transparency, and Accountability

Trust, Transparency, and Accountability

Trust, Transparency, and Accountability


Three pillars of selling you hear me talk about regularly: know me, trust me, like me.


These are vital in so many different areas; help establish and maintain long-term customer relationships, mitigate risk with implementing new technology... the list goes on.


Check out more details from Michael Durso down below!



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Tech Sales Insights LIVE


Join Randy for this weeks episode of Tech Sales Insights LIVE featuring Kimberly Dieter ; Vice President, Sales Solutions at LinkedIn :

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'Selling in Economic Uncertainty'


This episode is sponsored by LinkedIn . LinkedIn connects the world's professionals to make them more productive and successful. With more than 850 million members worldwide, including executives from every Fortune 500 company, LinkedIn is the world's largest professional network. The company has a diversified business model with revenue coming from Talent Solutions, Marketing Solutions, Sales Solutions and Premium Subscriptions products.



“I wanted something that didn't just apply to sales because we're all much more than salespeople even if we're already a salesperson. We're business people, partners, significant others, and we're trying to take care of our health. So I wanted a framework that would apply to more than just sales in my life.”
- Pat O'Dell



?????????? → For those of you who have been following the show, we'd love it if you could leave us a review on Apple Podcasts! You can find it at the bottom of the Tech Sales Insights page in the Apple Podcast app.


Check out our previous episodes here:?Tech Sales Insights LIVE


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From Our Sponsors:

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A leading technology company knew their compensation program wasn’t paying for desired behaviors, and they wanted to grow their consumption business by double digits. However, they also recognized that their growth was going to be understated if they continued over-paying on the plan and didn’t create consistent sales practices that drove revenue growth.

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Discover how Alexander Group brought expertise, industry knowledge and, most importantly, a sensitivity to how these complex issues affect sellers and their management to help this technology company revamp their compensation plan to ultimately increase their consumption-based business and number of net new logos closed.

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Gong

THE PROBLEM WITH 99% OF SALES EMAILS


Isn’t personalization.


It’s a weak ask.


Here’s what I mean:


You can research your prospect. Identify their top challenges. Even name-drop customers in their industry.


But unless your email compels them to act now – it’s all for nothing.


That’s why I put together these 11 Hyper-Persuasive Sales Email Templates.?


These fill-in-the-blanks templates will have you framing your asks to reap maximum results.


More meetings booked, faster deal momentum – all of it.

It's as easy as copy-paste-win.



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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor

Trust, Transparency, and Accountability— Pillars of a High-Performing Sales Culture

By Michael Durso

What the Idea Is: Trust, transparency, and accountability are the pillars of a high-performing sales culture.

Why It Is Valuable: Whether you are a CEO or an SDR, these pillars are valuable at every level of any organization. Trust, transparency, and accountability lead to a culture where individuals understand exactly what is expected of them. These pillars also foster open and honest communication, which has tremendous value to any company. Ultimately, these pillars will create a strong and positive culture, low attrition rates, and employees who are empowered to excel at their job.


How It Works:

Trust

Sales has been, and always will be, about building relationships. Yes, things in and around sales have changed. Tools have gotten better, strategies have evolved, and driving value is more important than ever; however, building relationships is still paramount in complex sales cycles. Simply delivering what you say you are going to in the time frame expected is becoming a lost art. The people who consistently do that are also the ones who have built the most trust with their customers, based on a true relationship. Building relationships internally is equally as important. We have all worked on a team or for a leader where there is immense trust. Knowing your leader or your team fully trusts you allows for empowerment through the chain of command. That empowerment allows for true development. It also allows you to do your job confidentially and without uncomfortable oversight.

Trust is the cornerstone of building these relationships. Without trust up and down the stack internally, and without trust from your customer base, your success will be limited.


Transparency

Transparency builds directly from trust. Transparency has forever been what all reps and first-line leaders want. Bad news is okay or a decision against me is okay, but be transparent, honest and up front. Transparency leads to a proper forecast, and transparency leads to having customers who will build career- long relationships that have depth. Transparency leads to honest feedback and real, actionable coaching. Transparency leads to process improvement and eventually an execution machine. Transparency leads to proper organizational change and a team that is focused on getting better every day.


Accountability

If you have established a relationship based on trust and being transparent, accountability is the natural next step. Many of us were first attracted to sales as a career due to the competitive nature and the idea that “we are keeping score.” Holding your team accountable or being held accountable is part of sales. Being held accountable and accepting responsibility for your performance (good or bad) is part of being a good leader. Account- ability is also quite important with your customers. If you have established trust and been transparent about what you are both working toward, it is expected that you will be able to hold your customer accountable to do what they have committed to and vice versa. This is a delicate subject, but it’s another thing top reps do consistently. I’m sure how to do this effectively is covered in greater detail in another part of this book!

As you can see, these pillars all relate to each other. They are tied together and apply to every step of a sales cycle and every internal situ- ation. Next time you have an internal conflict or a sales cycle goes a bit sideways, ask yourself, Have I truly established trust, transparency, and accountability in my team??



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Thanks Randy Seidl! Amazing to be involved in a community with such impactful leaders that have shaped the tech landscape as we know it today.

Collin Mitchell

Building A $100M Real Estate Portfolio

1 年

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