tag:blogger.com,1999:blog-2865475557527673041.comments2019-11-15T08:57:32.313-05:00Huthwaite :: Creators of SPIN® SellingJohn Goldenhttp://www.blogger.com/profile/07744165867475427108noreply@blogger.comBlogger31125tag:blogger.com,1999:blog-2865475557527673041.post-63646160485607281462012-03-21T12:21:31.138-04:002012-03-21T12:21:31.138-04:00A unique approach and very well written article. I...A unique approach and very well written article. I am working with a <a href="http://www.processmodel.com/" rel="nofollow">process improvement</a> software and am researching unique idea's to map my processes, your article has helped a lot.Jeffrey Tamborhttps://www.blogger.com/profile/07141326390374956310noreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-42754027638783201592011-11-09T14:42:45.699-05:002011-11-09T14:42:45.699-05:00Hi John - Thank you for a great post! I absolutely...Hi John - Thank you for a great post! I absolutely agree with the points you make!<br /><br />For the longest time I really struggled establishing that bridge between my marketing department, and sales. I feel we were quite good at providing collateral support, but where we weren't good at was understanding, for example, what type of leads sales needed. The biggest factor in my view that caused this was a complete break down in communication: I didn't know what questions to ask, and my sales VP didn't know what information to provide me with.<br /><br />After being a GM for nearly 3 years, and actually managing both sales and marketing which included going on sales calls and strategizing with sales, the way I looked at sales completely changed. I have a huge appreciation for what these people do, and personally feel every marketer should live the sales reality for a month before taking on marketing. This would include making cold calls, following up with leads, and going on sales calls. Being so close to sales made me ultimately a better marketer, I believe.Katleen Richardsonhttps://www.blogger.com/profile/03604364499645424765noreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-87260408781377407012011-10-27T17:12:13.212-04:002011-10-27T17:12:13.212-04:00Thanks for the feedback, while I agree automation ...Thanks for the feedback, while I agree automation plays a big part in the changes for Marketing, I think the bigger change for them is going to adopting the skills and tactics of sales people using those technology tools. So rather than just sending messages through whatever media it will now be more important that they use these interactions to undercover and develop needs in the way a sales person would early in a sales cycle. That is going to require them learning a new set of skills not just learning new technologies.John Goldenhttps://www.blogger.com/profile/07744165867475427108noreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-82330497677391854142011-10-27T14:23:25.505-04:002011-10-27T14:23:25.505-04:00Interesting. I have not seen the obstacles (resist...Interesting. I have not seen the obstacles (resistance to change) listed in this 4 point manner before. <br /><br />Just through my observations, I think Marketing is slower to change than sales. Is it possible that sales & marketing are farther apart than you write because the changes you write about are basically all in the automation bucket for marketing. Same stuff different media. Mail is now through email; still a couple paragraphs to gain interest. Taglines are now through twitter; still a tag line. Billboards are now webpages, etc... I agree woth your post but think that sales and marketing ma be farther apart than you indicate.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-53940720198581431162011-08-17T13:19:13.572-04:002011-08-17T13:19:13.572-04:00Nice post - we need to always be aware of fundamen...Nice post - we need to always be aware of fundamentals that hold true and not get distracted by shiny new objects or people who simply have opinions but nothing to back them up with.TGMnoreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-62238258577189312802011-06-29T12:02:01.259-04:002011-06-29T12:02:01.259-04:00Great post, John. I appreciate your comment about...Great post, John. I appreciate your comment about the spirit of the principles, not necessarily the rigidity of LSS. Engaging a market ought to be a repeatable process, meaning the actions taken by the practitioners should be known, and documented at least at a level that can be constantly improved upon. I believe the process must also include creativity or out-of-the box thinking, as a part of it, so structure and creativity can coexist together, as part of a plan. Even selling to the intelligence community (IC) I have found this to be true.Dan Callahanhttp://www.venonaconsulting.comnoreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-60946095097223440932011-05-27T15:59:26.126-04:002011-05-27T15:59:26.126-04:00Great info. I'm learning a lot through reading...Great info. I'm learning a lot through reading SPIN Selling. This seems to be related to the four stages of a sale.Darrenhttp://gainbusinessskills.com/noreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-35305287752227172382011-03-16T09:48:30.013-04:002011-03-16T09:48:30.013-04:00Its so true. Everyone should know it. Thanks.Its so true. Everyone should know it. Thanks.montuhttp://manujadon.weebly.comnoreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-24862278229971469992011-01-28T17:52:26.770-05:002011-01-28T17:52:26.770-05:00my boss use to be like that he used to say to me b...my boss use to be like that he used to say to me before you bring probalemes to my table give me solutions barriers are there to be broken and it only them people that brake them barriers down in life are the ones that seceedkevin blumerhttp://www.kbos2.co.uk/wordpress/noreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-29513130806250911742010-12-03T14:10:10.662-05:002010-12-03T14:10:10.662-05:00Excellent posting - some of these kind of business...Excellent posting - some of these kind of businesses are really setting eComm standards - maybe they are just more creative by nature?Wave1970noreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-22867169457290209452010-09-21T08:28:15.887-04:002010-09-21T08:28:15.887-04:00I like the theme threading through your posts - I ...I like the theme threading through your posts - I am constantly getting these quick fixes for sales performance sent to me. Its about time someone reminded us that excellence doesn't come easy!Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-81478056556151294632010-09-02T12:27:12.330-04:002010-09-02T12:27:12.330-04:00John - we also see this same shortcut thinking acr...John - we also see this same shortcut thinking across the sales industry towards improving skill and performance. Why waste time learning and honing sales skills through training and coaching which can be difficult (especially when it shows that someone is not as talented as they thought they were) when a few online modules will do? Better still, just send me some nuggets to my iphone that I can read "Just in time" before my sales call and all will be well. Perhaps something that I can review in my spare time such as when on a long flight? I wonder how this approach would work in any other skills-based activity? <br /><br />For example, it's the first week of the US Open in New York. I wonder how many of the world's best tennis players who qualified for this tournament learned their craft on their mobile device or through podcasts?Bruce Wedderburnnoreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-8732341037479846072010-08-30T20:23:23.572-04:002010-08-30T20:23:23.572-04:00Amen! Work ethic is truly difficult to find nowada...Amen! Work ethic is truly difficult to find nowadays. 3 questions- Can we "teach" employees to hold these values dear or is that impossible given the shifts in our culture? Further, should we strongly incentivize those employees who "get it" so we can "re" build a culture focused on skill and hard work? Finally, does Huthwaite provide a program that combines these two activities (creating incentives and re-building value systems towards excellence and hard work?)Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-61939106540296035202010-07-28T13:42:49.248-04:002010-07-28T13:42:49.248-04:00nice post - it does seem that these days emotional...nice post - it does seem that these days emotional intelligence is not being used as much as it should be from a differentiation perspective.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-26767906426431190612010-07-03T06:16:59.660-04:002010-07-03T06:16:59.660-04:00Excellent commentary! So true! Having said that, ...Excellent commentary! So true! Having said that, the difference between a leader and a GREAT leader is the ability to inspire the "troops" to cross the water with you. Can leaders be trained to be great?!Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-44226080300194575382010-07-02T21:35:22.386-04:002010-07-02T21:35:22.386-04:00Absolutely! Even "not for profits" are ...Absolutely! Even "not for profits" are focused on instilling cultures focused on entepeneurial behavior.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-75337049661102341332010-06-23T09:45:00.897-04:002010-06-23T09:45:00.897-04:00Being entrepeneurial is definitely a trait of top ...Being entrepeneurial is definitely a trait of top performing repsAnonymousnoreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-26674133846082254562010-06-08T16:26:19.966-04:002010-06-08T16:26:19.966-04:00I think you described one of my former sales "...I think you described one of my former sales "coaches" though I won't say which description! I couldn't agree more that coaching is critical to the long term success of a sales organization. Too many times organizations and sales managers just pay lip service to it. I know I always welcomed advice and coaching when I was in the field.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-43300256603345257892010-05-23T18:44:36.146-04:002010-05-23T18:44:36.146-04:00Great post John, Certainly some many books and peo...Great post John, Certainly some many books and people that write books about selling and traing salespeople always come to the following: You have to win your customers TRUST, however as you pointed it out - knowing too much personal information about a customers, in other words becoming close friends with a customer does not neccessarily bring more sales or business with your new friend.<br />However I think what really failed here is rather than telling you; Fred should have asked you more questions or tried to connect by you doing the talk rather than him. He focused more on him than on you.Anonymoushttps://www.blogger.com/profile/11154287644439999757noreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-4976776642436454032010-05-23T18:13:07.280-04:002010-05-23T18:13:07.280-04:00Bruce - I totally agree with your observation that...Bruce - I totally agree with your observation that all information is not created equal and that the availability of a lot of personal information about prospects is very tempting to those sellers who think showing an interest in you as person is of equal importance to showing an interest in your business challenges (its all about relationships right?)<br /><br />The business leaders I talk to have little time these days for small talk and being personally courted. They want to know if a seller can help them solve a business issue and if they can't establish that quickly then the small talk starts to become very counterproductive, very quickly.John Goldenhttps://www.blogger.com/profile/07744165867475427108noreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-31514041865358513142010-05-16T19:50:57.825-04:002010-05-16T19:50:57.825-04:00I do agree that there needs to be some perspective...I do agree that there needs to be some perspective brought to bear and that as social media and tribal knowledge, crowd sourcing and other changes to the way we communicate influence how business is done, it is always worth noting that the new rules do not neccessary always wash away all of the old rules and that evolutions are usually a combination of the fundamental old rules tha still hold true and the new rules.<br /><br />We saw in the dot com boom how the fundamental old rules of having business plans with a route to profitability were cast aside only to be revisited once the dust had settled after the crash and since then dot com success stories have abounded as companies have combined innovation with business imperatives.<br /><br />Likewise in the housing boom we saw that the old rules of having some equity skin in the game when buying a home rather than being 100+% leveraged had merit once the reality that property prices could not appreciate indefinitely became clear.<br /><br />Which brings us to one of the oldest rules of communication and that is: "if you don't have anything to say, then don't say it". The fact that you have so many more media in which to say it through makes no difference. Therefore as a seller if you are not adding value for the customer or advancing a sale, then using social media for communication when you have nothing to say or no real value to add is just wasting time and creating noise. <br /><br />Be creative by all means but creativity takes application and considered thought.So now is the chance to distinguish yourself by ensuring you look at communication skills as a way of differentiating yourself regardless of the media you use.John Goldenhttps://www.blogger.com/profile/07744165867475427108noreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-29811180824702871492010-05-16T10:02:13.734-04:002010-05-16T10:02:13.734-04:00As an individual contributor and a sales leader th...As an individual contributor and a sales leader this really hit home. My belief is the hard daily miles of picking up the phone and having those interactive conversations with customers and prospects will achieve results. Less email, less twitter, less befriending and connecting....Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-75156703150822890992010-05-13T07:23:20.916-04:002010-05-13T07:23:20.916-04:00Thanks Juan - I do think that people generally asp...Thanks Juan - I do think that people generally aspire to greater things and now is a perfect time to position yourself for those greater things by taking a strategic look at your career and job skills as we begin to move towards recovery.John Goldenhttps://www.blogger.com/profile/07744165867475427108noreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-8284326214169822642010-05-13T06:56:27.042-04:002010-05-13T06:56:27.042-04:00Great statement - we live in a flat world, competi...Great statement - we live in a flat world, competition could come from every where. As I am growing older ( 38 yrs old) I realize that most people are below average and ordinary, they do aspire for something great, but they have lost their inspiration and they just get by, most people do not read a book after college, or school. I have seen it with Doctors, teachers, Buyers, Sales People, etc - it is a mind set of entitlement - I deserve all in the world - but I do not want to pay the price. <br />But I guess it is human nature... per what I read on the papers and web - that is exactly what happened in EU (Greece in this case), how can you think on retiring @ 55yrs old withuot paying taxes and expect for the goverment to feed you up another 40 years? That is utopia.Anonymoushttps://www.blogger.com/profile/11154287644439999757noreply@blogger.comtag:blogger.com,1999:blog-2865475557527673041.post-88344955699619251222010-05-01T09:36:03.107-04:002010-05-01T09:36:03.107-04:00Well said! I like the checklist idea - I wish more...Well said! I like the checklist idea - I wish more people would take a more thoughtful approach to social media.Claranoreply@blogger.com