Our guest in this episode is Andy Rudin, a Managing Principal of Contrary Domino Inc. Andy is a long time sales professional who helps B2B companies identify, assess, and manage a broad spectrum of revenue risks.
Today he explains why it’s important to embrace sales and don’t be afraid to sell!
Selling is Not a Bad Thing!
Andy states a number of times in the episode to stop selling the wrong way. But don’t stop selling. No commercial enterprise has been successful long term without being really good at persuading prospects to buy.
He feels sellers hear to often to not be pushy, to listen and be helpful. But he believes at some time you need to sell. No sales professional gets an award for being the most helpful. The ones that win, have the most sales.
Drawing upon his background as a technology sales strategist, marketer, account executive, and product manager we discuss:
- The need to embrace selling but selling perfected.
- Selling is not a bad thing, Don’t sell in a bad way.
- Selling is used with the same taint as stealing. It’s not!
- What you want and what you get during a sale is two different things: Shoulds don’t count, perception is the reality
When it comes to new sales we chuckled how “experience is something you get after you need it”. Unfortunately this is so true.
BANT Qualification Process
We defined the BANT qualification process:
- B Budget
- A Authority
- N Need
- T Timing
These are items sellers need to quickly find answers. This data let’s you know if the lead is indeed a prospect of interest. Before entering a sales call, qualify prospects to see if indeed they are worth the trouble. If not, you should move along to the next opportunity.
Resources for Revenue Risk Management
In this episode Andy offered a free revenue risk management self audit. This can be used to see if you’ll make your revenue targets:
- Assess Your Revenue Risk from Contrary Domino
- This is the LinkedIn account for Andy Rudin
- This is the LinkedIn article “Stop Selling!” A Trendy Idea, But Bad Strategy
- Spread sheet for Sales Workshop Questions It’s a spreadsheet