Mark Steel Sales Babble
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Climb Everyday Sales Process with Mark Steel #263

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Climb Everyday Sales Process with Mark Steel #263

Mark Steel Sales Babble

Our guest today is Mark Steel. He’s an international speaker, speaking skills coach, podcast host, and avid rock climber. In his 15 years with Microsoft, Mark stood out as a high-impact sales leader, contributing over $1B in enterprise sales.  Mark and I chat about the things leaders, sales people, and marketers need to do to  amplify impact,  and influence with intent buyers. In addition, his Climb Every Day podcast inspires professionals to achieve a life of confidence, growth, & success.

We Create Our Own Success

Mark believes that we create our own success in the steps we take every day. Mark studied theatre but when he got a job at Microsoft, transtioned to a  1 to many storyteller. As he found success he then transformed into a successful  1 to 1 sales professional.

As a professional seller Mark has learned:

  • Speak back what people say to you and you will be persuasive
  • Buyers will tell you everything you need to know
  • Tell a story, but apply it to a customer. Don’t make the stories long and irrelevant. The stories must have value.

Effective storytelling is about understanding the customer, and speaking back effectively what you hear from them. Leverage your experience to augment and compliment what they are saying. Compelling stories are short and sweet, less than a minute and HIGHLY relevant.

Sales is Like Climbing a Rock

Mark has a sales process he calls the Climb Everyday process.  Climbing is a great metaphor for sales. In both cases you’re stepping into an uncomfortable situation with the goal of success.

Climbling is a mental challenge, and not unlike selling, discover what works, what doesn’t work an. Reflect to develop a better methodology and become more efficient executing what does work.

Common Success Stories

Mark shared an example Microsoft story: “This is a similar situation we ran into with Company X and how we were able to help them. We were able to work directly with all the stakeholders,  learn how they communicate, put systems in place and training to make sure the processes were effective. “

Specific and measureable outcomes really matter.

Why Story

Make sure you know your companies “Why Story” : why your company does what they do, why this product was invented etc….

Practice these stories, have a clear message to make sure they are compelling. People will never remember the facts and figures, but they will remember the stories

Take Action

Challenge yourself a little bit everyday. Start a gratitude journal and find a daily affirmation. Push your comfort limits. Try something you’ve never done before. This is where growth comes.

How To Find Mark Steel

Selling Mindset

Here are some past episodes you will find invaluable to your selling.