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How To Use Overboarding in Sales
In this episode we meet James Welch the author and creator of Sales Coach World. James talks about overboarding and how you can use it to supplant your competition. But before we start that topic, we talk about how he has created a website that has centralized sales coaches and sales experts across the world.
Sales Coach World
Sales Coach World is a free global sales training and coaching resource for sales people and those looking for coaching for their sales teams.
- Part of the big data effort is to understand the commonalities in sales coaching.
- James mentioned that the most helpful and nicest coaches are the most famous.
- As a resource he is starting with common text book recommendations.
- He supports coaches who are truly interested in sales, not just marketing their services.
- The website provides a data driven independent view on coaching
How to find a good coach
It’s hard for a busy sales manager to pick. Here are some techniques you can use to help make the decision
- Know that not all coaches for all industries.
- The coaches that provide a helpful sales experience are better.
- Coaches NOT on his list should be avoided.
- Use the website SalesCoachWorld.com to vet candidate coaches.
Overboarding
Sometimes you think you’ve won a deal, but you don’t. How can a sales rep stop that from occurring? Overboarding is when the best sales organizations give prospects useful things at the right time. Commonly used by big sales organizations.
James has done concrete research on this process.
- This is content marketing, but for sales
- Some examples are useful PDFs
- The best is a “custom” pdf written in specifically for a client.
- No matter the wealth of the buyer, all people value free valuable stuff
- Even unique business card (foldable) make a difference
How to find James Welch
- SalesCoachWorld.com for sales coach help, coaching tips, sales training, marketing advice, CRM and Marketing automation software, sales tools…all free!
Books Mentioned
- Neil Rackams – SPIN Selling is the most popular book
- Dave Curlin– Baseline Selling
- The Challenger Sale Matt Dixon and Brent Adamson
- To Sell is Human – Dan Pink
Overboarding Article that’s been published on SalesCoachWorld.com
James Welch just wrote a great post on Overboarding with links to his sales tools. It’s on is Sales Coach World blog. Check it out! http://salescoachworld.com/salescoachingblog/podcast-sales-babble-interview-how-to-use-overboarding-in-sales-2627/