Category: Sales & Marketing


Salespeople: Be Yourself and Keep Your Commitments

October 22nd, 2014

ID-100256646Sales is so full of stereotypes that it’s not even fun to use them anymore. I have found that failures in sales happen because there is a general lack of understanding that onboarding a new customer is a process just like ordering office supplies or sending out an invoice. Somehow those processes seem more tangible and visible to the world. Sales is a diva business. Sales is magic. Sales is that thing that no one can understand. A handful can do it, and even fewer want any part of it. Sales is about knowing what you’re doing, following a good process, always doing what you say, and being your authentic self along the way. Be fake? Try to be something you’re not? Well, prospects buy from people they like and if you would be yourself they probably would.  Be what you are—not what you think a salesperson is supposed to be!

A sales process is nothing more than a series of steps to be completed with your prospect. The big challenge is that your prospect does not have that matrix or checklist and is probably unaware of where you are and what you need to complete the sale. That is where you come in.

You could hand the customer the steps to be completed and let them participate. Or at the very least tell them what to expect next. However, this is most likely not your customers job. I bet it is not your only job either. You have other parts to your role like being a part of your team, or delivery, or internal projects, maybe even other prospects.

This is where it gets tricky. Sales people are human. We are flawed—busy, lazy, new, overly confident, on plan, off plan. We are all this and much more. These flaws show up in how we do our business and whether or not we follow our process. It is our commitment to the next step and our ability to deliver that makes all the difference.

This is at the subconscious level mind you with your prospect. They probably don’t say anything if you call later than expected or miss a deadline. They definitely don’t say anything out loud if you’re trying to be something you’re not. They simply don’t buy.

CBI solves critical workforce & restructuring issues for national financial services firm.

March 6th, 2013

Customer Challenge

Our customer anticipated many Human Resources and Recruitment challenges due to considerable corporate restructuring, acquisition integrations and a pending relocation. They were concerned about how current employees would handle the changes and at the same time needed to fill key strategic positions to manage the corporate redirection. The company had already engaged a large national RPO vendor but they were looking for an alternative solution to address strategic issues outside the scope of the RPO agreement. The primary focus was hard-to-fill functional and professional level positions in Marketing, Business Development, and across the Human Resources department. Additionally, their cost cutting initiatives created a need for outside support following a reduction in headcount at the VP and Executive level.

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Blank Sheet of Paper recruitment program helps growing pharma company sustain growth.

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Customer Challenge

A U.S.-based Pharmaceutical company was rapidly growing and with their focus on their core business of specialty healthcare solutions, their recruitment team was overwhelmed. The leaders were unsure of their specific long-term needs but required immediate assistance to keep up with their growth. After CBI Group gained an understanding of their needs, we developed a customized menu of services offering potential short-term & long-term solutions to meet their recruitment and business goals.

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Association leans on CBI Group’s cultural expertise to reduce turnover.

December 1st, 2011

Customer Challenge

An industry leading global trade association that represents nearly 3,000 companies had an urgent need to fill key positions. After spending considerable time, money and effort on a Director of Public Relations position placement, the association reached out to CBI Group for help.

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Faced with the task of doubling a sales force, CBI Group delivers on-time and on-budget.

December 1st, 2011

Customer Challenge

A pediatric specialty and generic pharmaceutical company with a sales force of 100 representatives nationwide acquired a new product and faced the daunting task of more than doubling their sales force, in less than four months, while also hiring district sales managers to lead the new primary care sales force and back-filling vacancies on the pediatric sales force.

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CBI Group strengthens business foundation for growing biopharmaceutical.

December 1st, 2011

Customer Challenge

The existing Human Resources department was ill-equipped to meet the needs of a diverse and continuously growing staff. Because the company was a preparing for an initial public offering (IPO), the CEO sought to simultaneously collect industry data and support the internal structure of the company through the transitional phase.

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