Could your sales organization benefit from being more like the Mandalorians?
Here at Membrain, we’ve been producing The Art and Science of Sales blog for ten years. It’s been quite a journey, and fascinating to see which topics become favorites again and again each year.
I’ve been on a mission to elevate the sales profession from the very beginning of my entrepreneurial career, almost without realizing it. As a young salesperson, I resisted the manipulative sales tactics I was being taught. In my first company, Upstream, I proceeded to make every possible sales mistake and saw that what we were told to do simply doesn’t work.
If I were forced to identify the single most important capability for anyone, at any level in selling, I think it would be curiosity. I wouldn’t identify prospecting, relationship building, closing, goal orientation, or any of the numerous competencies/capabilities of great sales people.
As sales people, we know what our job is. We have to generate revenue through finding customers who have a need for our solution. We do the same things day after day. We prospect to find new opportunities, we work on deals, helping the customer move through their buying process and selecting a solution.
It was with great sadness that I learned of the recent passing of Jonathan Farrington, the creator of JF initiatives, editor of Top Sales World magazine, and, most importantly, a friend to the industry and to me.