Recommended Reading
Join us as we speak with Founder & CEO of MotionFirst, Meridith Elliott Powell. Meridith shares her unique perspective, viewing sales as a process of using information to help customers realize their dreams.
It's not about aggressive pitches and closing deals; it's about curiosity, active listening, and understanding. A transformative approach that puts the customer's dreams and goals at the forefront.
Data's Value in Sales and Customer Understanding (13:27)
We discuss the importance of collecting data from customers to inform product development and services. We explore how Procter & Gamble used customer feedback to develop products to address the needs of the working woman in the 1970s. Understanding customer needs is crucial in positioning products and services, as well as in complex B2B sales. Emphasizing the importance of active listening and going beyond surface-level curiosity to understand the themes that customers are discussing.
Sales Strategies and Motivation (19:57)
Meredith shares her strategy of making three sales calls a day and creating a goal to write eight proposals and win four. We explore the importance of active listening and continual data collection to identify trends in the marketplace. Finally, we discuss the importance of having an accountability partner and the power of the "Law of Left Field".
Sales Leadership and Effective Coaching Techniques (26:08)
Meredith talks about how sales is more than just pushing people to close, but instead about building a connection with them and listening. She shares her strategy of making three calls a day and creating a goal to write eight proposals and win four. We discuss the importance of collecting data from customers to inform product development and services and how to stay on top of the customer to ensure they don't find another product or service from another company. Meredith emphasizes the importance of nurturing the customer relationship and creating a belief that you are the right person to help them.
Power of Staying Visible in Sales (34:03)
Meredith shares her strategy of using email lines that give permission to stay in touch and be visible. We also discuss the importance of nurturing relationships, the pitfalls of blaming salespeople for deals not closing, and the power of building a network. Finally, Meredith reveals her top tip of always keeping in mind that sales is about helping people move closer to their goals.
From nurturing relationships to the importance of building a network, the episode concludes with her top sales tip - always remember that sales is about helping people move closer to their goals. Don't miss this opportunity to gain valuable insights from a seasoned sales professional!
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.
Schedule a call with him here.
Find out more about Paul Fuller on LinkedIn
From north to south, east to west, Membrain has thousands of happy clients all over the world.
