You can’t feel and intuit if you’re not here and keenly listening to your rep with a clear mind. Listen to understand, listen to feel, listen to sense. Don’t listen to talk.”

You need to understand how you will add tangible value and how to drive toward a desired outcome for you and the rep. Without striving toward a desired outcome, you are not intentionally helping your people to transform.

“Raj, in the words of James Harrington,” I began.

Where are they in the sales process? Were they speaking with a coach, a Champion, or the enemy? What level of the account were they speaking? What were they trying to achieve? What did they do to succeed? What caused them to fail? What were the surrounding circumstances? What were the account dynamics?

You can’t just hire people who know sales. For reps to be successful within their target accounts, you have to choose each rep based on whether or not they have the required skillset. You have to place them into the appropriate accounts that match their skills or the player will fail.

Metrics Economic Buyer Decision Criteria Decision Process Identify the Pain or Initiative Paper Process Champion Competition

“Your intuition needs a clear, open mind. It won’t work if it’s competing with other distracting thoughts, fears, or prejudices of your own past experiences.”

With that as the definition, the Economic Buyer meeting becomes the Go/No-Go stage of the sales process.

How does this affect your people? Can you walk me through your current process? Who else is involved in the process? How does this affect other processes? Who else might this affect? How is this issue affecting the company? What else does it depend on? What is the company’s desired business outcome?