The Tips - The 7 Catalysts for Sales & Leadership that Drive High End Sales, Create Engaged Customers and Make the Competition Evaporate

Kordell Norton

Description

He was struggling to manage a sales team and their migration to high end offerings when he discovers the secret of dominoes. Come and discover the powerful principles of leadership from the story of a father, his friend, and a son.

In The Tips, you will get ways to
Leverage your sales force to drive greater success.
How to make your competition . . .go away.
How to improve your sales team
Ways to improve time management of your sales team.

A quick and simple read, The Tips will give you common sense insights on sales management, messaging that will make you stand out in the market, and the ability to boldly lead with a vision.

As a sales manager or business owner, why waste time on gaining experience, when you can immediately benefit from The Tips.

Sujets

• Vente
• Gestion et management
• Selling
• Economics
• Business
• Sales
• Management
• Gestion des ventes

Informations

• Publié par: eBookIt.com
• Date de parution: 23 mars 2018
• Nombre de lectures: 0
• EAN13: 9781456630768
• Langue: English
• Poids de l'ouvrage: 1 Mo

Extrait

The Tips
The 7 Elements for Sales & Leadership that Drive High End Sales, Create Engaged Customers, and Make the Competition Evaporate
By Kordell Norton

The Tips:
The 7 Elements for Sales & Leadership that Drive High End Sales, Create Engaged Customers, and Make the Competition Evaporate
By Kordell Norton
© Copyright 2018, all rights reserved
Revised and Updated
ISBN-13: 978-1-4566-3076-8
Published in eBook format by eScholars Publishing, div of Synergy Solutions LLC. an Ohio Corporation
No part of this book may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying, recording or by any information storage and retrieval system, without written permission from the author, except for the inclusion of brief quotations in reviews.
Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representation or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties or merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages including but not limited to special, incidental, consequential, or other damages.
Cover by Author
Converted by http://www.eBookIt.com
Dedicated to Al Williams, who’s unassuming and humble mentoring and unconventional thinking changed America. He forced some of the largest corporations on the planet to do business differently, changed the way America shopped, and yet is unknown to all but family and a few fellow workers. We miss you.
A true domino.
Table of Contents
Prolog
Tip One
Driving Culture
Tip Two
Outcomes
Tip Three
Managing Resources
Tip Four
Insight
Tip Five
Needed Coaching
Tip Six
Objectives and Execution
Tip Seven
Step up to the BHAC
About Kordell Norton, CSP
 
Prolog
“The note was scrawled in red pen across his report. Seriously. Red ink.
Red circles around his sales reps with lines drawn to connect with heavier red circles around revenue numbers. His boss wrote
“Why are your solution sales NOT happening? We need these added value sales to take off.”
Jake Jones leaned back in his chair and thought out loud, ’“Are you kidding me?” He held the report up to look closer at his customized solutions revenue.
His core products and services at the center of his quota were doing fine. But this solution selling focus was not working as well as he expected.
From behind the report came a voice. “Got a problem?”
Dropping the report and looked up to see Charles standing in his door.
“Uncle Charlie” and his father both clawed their way to the top of this company . . . while he watched as a child and then adolescent. They, his father and Charlie, were competitors at work and best friends outside. Their families had done many a trip to the lake together. Charles Kilts was a second father to him.
After his graduation, Jake started working for the company and found himself doing his own imitation of his dad’s career, with too many hours, and often too much stress. The past few years those efforts were rewarded with a promotion to a sales management position.
“I hear that you are trying to move into higher value add selling.”
“Well that's the plan” said Jake.
“Since your father's funeral we haven't had a chance to talk. So when I heard about your selling struggles, I thought it might be timely to do a payback.”
“Excuse me?” Jake leaned back in his chair. “You heard about my . . . struggles ?”
“Jake, there are perks at the top. You hear . . . stuff.
 “Years ago your father and I had to drive some high end sales offerings. During that period there was a sudden explosion of revenue for your father’s complex sales. When I quizzed him about it he dismissed it as being good luck.
“Finally the truth came out after continued success with markedly higher results. This is going to sound extraordinary but the fact is he owed his success to a bunch of dominoes.”
With that, Charlie reached into his pocket, leaned over the desk, extended his hand and dropped a bone white domino on the desktop. It clattered and jumped like a monopoly dice across a kitchen table.
Instinctively Jake reached out and grabbed it before it came to rest. Turning it over, he saw that it was the double ‘one’ tile.
Charlie went on, “Your father was down south with a blown car engine. While stranded in this little Mayberry town he discovered the country store with its standard issue of old-timers on the front porch watching dust devils and playing dominoes.” Charlie pointed at the bone white domino on the desktop.
He continued, “While he waited for car repairs, he made friends with one of the old-timers. It turned out that before playing dominoes your father’s new friend had a brilliant career managing a large firm. His company knew how to drive solutions and bundles, the complex enterprise sale.
“Over the next couple of days, while his engine was being rebuilt, your dad’s new friend tutored him on The Tips. He shared the seven dominoes of management for high-end sales.
“The rest of the story is easy to figure out. Your dad’s sales took off and when I finally pushed hard enough, he let me in on the secret. Your old pops said jokingly that one day he wanted to be paid back.
“So when I heard that you were struggling I thought I owed it to your dad, to do my duty. Seriously, this is payback time. Your father was my best friend, and a heck of a businessman. So? Are you ready?