V.I.T.A.L Insights for Business Growth - June 2022

Welcome To V.I.T.A.L updates,

With rising inflation, interest rate hikes, the talent shortage, and the potential of a recession, it can feel challenging when it comes to growing your business. Despite this, it's often in tough times that the forward-looking companies perform the best.

They focus on efficiency gains, ramp up efforts to secure?new clients, and reinvigorate their marketing efforts.?

There are always new opportunities in changing times, we have to seek them out, and brainstorming ideas with our teams and clients can be a good place to start.?

In this edition of V.I.T.A.L Insights we have details of our next event?-?'WIN ENTERPRISE CLIENTS WITHOUT COMPETING ON PRICE'?where I will cover the?steps you can take if you want a fresh and proven approach to gaining corporate clients, who are a great fit for your business. Join me on?15 JUNE?2022 AT?2PM?BST?-?see registration link below.

Plus hear from Elnar, one of my V.I.T.A.L coaching clients, and find out about the impact the six-week V.I.T.A.L course has had on his approach to sales in the tech sector.

I'm a great believer in furthering your knowledge in order to grow your business. This month I share my top podcast and book recommendations.

I'd love to hear from you about where you draw your knowledge and inspiration.

Please share your top choices with me by getting in touch at [email protected]

HOW TO "SELL" TO THE C-SUITE

You've secured the meeting, you're armed with questions and this is your chance...but your prospect looks bored! C-Suite fatigue - what's it all about?

We've all been there: You're in the meeting with a prospect, a C-Suite decision-making executive.

You're ready, with questions and a positive attitude, but after 10 minutes, the prospect looks at their watch; they’re bored, frustrated, and you don’t know why.

Quickly it begins to go downhill – they give one-word answers and eventually fob you off with “I’ll discuss it with Jane; she handles procurement” or worse, a flat “no.”

The door closes, and you’re out. What went wrong?

Your executive has Discovery Fatigue.

They were hoping for answers when all you provided were more questions.

C-suite executives don’t have time to help you do your job better by answering your questions.

As a senior executive explained on my recent webinar,

"I don't have the time to repeat over and over again what we do and what we need".

In fact, I feel it's disrespectful to waste their time when you could have gained what you needed beforehand if only you’d done your research.?

However, it’s a common misconception to think that the purpose of the meeting is to 'DISCOVER' more about them and their business.

TURN THIS THINKING AROUND.

The meeting is for the prospect to learn new information or insights that can transform their business.

They want you to come bearing insights and new ideas.

Successful leaders know they don’t have all the answers, so they surround themselves with people that add value with ideas, insights, and innovations.

This is what they’re looking for in you!

Senior executives want you to tell them what they could be doing to build a better business.

They want you to do the work BEFORE you arrive, and present them with something new to achieve that.

SOLUTION SELLING IS NOT THE SOLUTION WITH C-SUITE EXECUTIVES.

I know many salespeople think solution selling is the key. But actually, it’s not.

Let me explain.

There are millions of solutions out there, companies providing everything you could ever want.

Executives already know there is a solution to their needs.

They want something new: something transformational, that enables them to reach their strategic goals faster and more efficiently.

HOW DO I KNOW THIS?

From significant business growth experience and lessons learnt?in securing large, multi-million pound profitable blue-chip contracts including Next, The Body Shop and GAP.

IF YOU'D LIKE TO LEARN MORE ABOUT HOW TO WIN NEW CLIENTS WITH TRANSFORMATIONAL SELLING AND BY NOT COMPETING ON PRICE?-?JOIN ME AT MY NEXT EVENT. please register?here

SPOTLIGHT - THE IMPACT OF THE V.I.T.A.L METHOD

I?recently worked with Elnar from Eligeo and introduced him to my V.I.T.A.L method, providing him with strategies that ensures he keeps ahead in a highly competitive market.?

Elnar recognised that traditional sales tactics would no longer 'cut it' and sought an alternative - transformational selling.?

This clip gives an insight and feedback on my?V.I.T.A.L method coaching and development programme.

If you would like further information about this programme please contact me at [email protected] or call 0117 321 6308.

JUNE'S TOP READ - BLUE OCEAN STRATEGY?

Blue Ocean Strategy?is a favourite book of mine - the principles for strategy are applicable for companies of all size. It's approach is?collaborative?and?innovative.?

Blue Ocean Strategy author's, Chan Kim and Renée Mauborgne argue that the market universe is composed of two types of oceans:?red oceans?and?blue oceans.?

Based on a study of 150 strategic moves (spanning more than 100 years across 30 industries), the authors argue that lasting success comes not from battling competitors, but from creating "blue oceans"—untapped new market spaces ripe for growth.?

This book is The New York Times Bestseller with over 4 million copies sold globally. In 2019, Chan Kim and Renée Mauborgne were named the #1 Management Thinkers in the World by Thinkers50.

This month Callum and I had the pleasure of speaking to Paul Glover, author, and no B.S. Work Development & Resilience Coach, who has challenging views on the future of management.

Paul considers the role of managers to be extinct, with the advancement of AI, and he’s pleased about that.

Find out about his rationale for this and the future he sees for leadership.

In this podcast we discuss:

• The three A’s of employee engagement
• Why being a good listener is no longer sufficient
• Why leaders should talk about their failures
• The future is self-directed teams
• Why employees at Amazon USA have pushed to recognise a trade union for the first time
• Why leadership has to be personal for it to be effective

Paul's forthright opinions and practical tips create an engaging, lively and thought-provoking listen.

I wish you continued success in taking your business to the next stage of growth and look forward to welcoming you on my next webinar - please register?here

Best Regards

Rebecca Jenkins

Founder