Recommended Reading
Are you tired of the push and pull of sales? Then this episode will change your perspective. In an intriguing conversation with Mark Burton Brown from Engagement Partners, we redefine sales as a collaboration and problem-solving process.
Importance of Qualification & Disqualification in Sales (9:16)
Mark Burton, emphasizes the importance of both qualification and disqualification in business and sales. He shares how disqualification is even more critical than qualification based on his experiences and provides an example of a client who saved time by disqualifying certain leads. The subsequent conversation between Paul and Mark underscores the significance of disqualification in avoiding wasted time and the need to handle it with care.
Creating a Culture of Positive Learning (17:23)
In this conversation, Paul and Mark discuss the power of coaching through mistakes and how to create a safe environment for people to learn from their failures and "fail forward." Mark suggests that instead of focusing on what went wrong, it's more effective to concentrate on what went right. When a salesperson or manager achieves success, they should analyze what they did well and build on those strengths. Then, they should identify just one thing they could do differently in a similar situation in the future. This process helps boost confidence, reinforces the importance of following a process, and encourages continuous improvement in a positive way.
From Successful Salesperson to Effective Sales Manager (20:04)
Mark reflects on his journey from being a successful salesperson to a less effective sales manager. He was promoted into a management role due to his sales performance but lacked the skills to manage, lead, motivate, and coach his team effectively. About 12 years ago, he was introduced to the concepts of coaching, motivation, and accountability through the Objective Management Group. Since then, he has been on a journey to improve his coaching abilities and learn how to build healthier relationships with his team members.
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.
