The Extreme Value in Being Seen As A Thought Leader

The 2X Podcast

In this episode of The 2X Podcast, Michael Pici, Director of Sales at Hubspot (www.hubspot.com) shares his story of how he became a thought leader in his market – and how you can too.

Michael provides simple instructions to get started and what it can mean to you and your career (and your income).

Learn more about Hubspot at hubspot.com.

Also mentioned in this podcast:

 

How Jason Doubled His Income

A Case Study of Sales Philosophy and Method

Today, I will share with you the story of Jason and how he used our sales philosophy and methodology to significantly grow his business quickly.

He came to me struggling in his sales territory. No, he wasn’t about to get fired – but he was the classic underachiever. On the surface he looked like he could be a killer. But the results were never there. And he was becoming frustrated.

Sales philosophy jason case studyJason was 35 years old with a new wife and a new house. He’d been in his current position for 5 years. He was a pretty good sales person -always in the middle of the pack. But…he knew he could do better. His manager was always telling him, “Hey Jason, you can crush this thing. You have tons of opportunity in your territory. What’s going on?”

Those conversations shamed him – but they certainly didn’t inspire him. He needed a plan and a way of thinking – a philosophy – which he wasn’t getting. He was not a real ambitious bloak – not a trained killer. He’d always been average – earning about $80,000/year. BUT, he knew there was more.

One thing you should know about Jason. A born sales person he was not. Not sure anyone is – but there is a worldview that there IS such a thing. There is NOT. And, worse, he started to question himself if sales was even the right profession. Not a good place to be. As he began to doubt, he lost confidence in his ability. We call this the “doubt spiral.” And it’s ugly.

Results

sales process jason results

So in the 6 months I worked with him, here were his results:

  • Tripled his average monthly appointment count.
  • Went from a closing rate of 10% to 65%.
  • Monthly income went up 3x.
  • And the biggest result was his confidence level – hard to measure, but hard to be without.

The Process: Sales Philosophy, Methodology, & Process.

As he got down on himself, a friend suggested he find a peer group to get in. He began to research online. He found a mastermind / learning group I run and set up an appointment with me where he shared his plight. He was very specific and very open, the first step to getting help and creating change.

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When Deals Drag On, You Must Change The Game

I had a call today from a client who was struggling to keep a deal moving.

That’s not unusual if you’ve been in sales for longer than…say…3 hours, is it?

What was unusual is the prospect always agreed to see James when he called, BUT nothing moved.

Lots of social visits – but no movement. Been there?

And James was getting fatigued.

He had to keep telling his manager that the deal was still alive. But his manager was growing skeptical, as he should have been.

What He Did

With a little of my guidance, but most of all his ‘detachment’, he made the move. Here’s what he told his prospect:

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4 Steps To Building Great Business Relationships

“It’s not who you know, it’s what you know.”

As much as I hate to start an article off with a cliché, many clichés became famous because they’re true – and that is certainly the case when it comes to this clever one-liner about connections and relationships.

While we’re on what bugs me, the other thing that frustrates me is the word ‘relationship’ and how it’s thrown around at nauseam in the business world.

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Can a checklist save your life?

The Dynamic of Checklist Thinking

This is the final in a series of seven articles on how to change the dynamic between you and your buyer and the need for NEW RULES in your selling process. In today’s article, we’ll look at the “Dynamic of Checklist Thinking, a super-strategy to execute the sales process.” 

Does the name Atul Gawande ring a bell? It should.

He’s become a great thinker on the power of checklists. Yes, everyone must be known for something. And that’s his fame.

You see Atul isn’t merely an author, The Checklist Manifesto, he is also a surgeon at Brigham and Women’s Hospital in Boston. “Manifesto” was written as a wake-up call to the medical community about the power of checklists to save lives in hospitals. The fact is that more than 200,000 people die in hospitals from preventable causes. (The Journal of Patient Safety, Sept, 2013)

You never thought checklists could be that important, did you? Me neither. But they are. And they can also be a life-saver for you, pun intended.

In your business – the business of acquiring clients – ‘checklist thinking’ is a super-strategy that can help you be successful. (I define “super-strategy” as any strategy that can be used across the many disciplines of your business.)

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