Sales coaching is filled with lessons from the world of sports. We decided it was time for some new insights, so we went to an unlikely source to gain new perspective on how to coach to sales conversation success….the music industry.
With many organization focused on selling with insight, there’s an acute interest in equipping sales teams to be better storytellers. Sales could learn a thing or two from legendary storytellers, the kind that move people to action, emotion, & devotion in only a few minutes’ time – songwriters.
We find that a lot of companies place big bets on strategies that absolutely cannot fail. Strategies that represent significant growth opportunities. Strategies like the launch of a new product. A shift from selling products to selling solutions. A strategic acquisition. New positioning. New markets. When major growth initiatives fail, it’s painful. The dollars invested cannot be recovered. The opportunity to gain a competitive advantage is lost. Some of the best talent may leave the company. Someone always gets blamed.
What is your big idea for growth? The Sales, Marketing, and Product leaders we engage are continuously going to market with ideas to gain market share and drive revenue to the next level. Your big idea could be the launch of a strategic new product, a transition to selling integrated solutions, a focus on penetrating your top 3 industry segments, or aligning the sales conversation with new branding.
The natural tension between sales and marketing is not going to simply disappear. Marketing needs visibility into sales communications and influence on those communications. The field needs content and tools that are truly “conversation ready.” Organizational silos must be broken to deliver customers the information they need, when they need it.