Chris Willis, MBA’s Post

This is so relevant and timely as an area of focus right now. It was a learning experience for several teams to dissect a marketing handraiser that sales too quickly dismissed as unlikely to fit our ICP, only to find out they were in fact a good fit. And even if they were not the perfect fit right now, businesses live and die by their brand and reputation. Giving prospects the greatest experience means they may recommend you later or come back when they have the bigger budget/have grown in size/are the better fit, etc. By all means, utilize ICP and audience targeting data, but don’t “niche” yourself out of potential business. 👏🏽 👏🏽 👏🏽

I have seen people comparing tech sales to everything, so with a tiny risk of sounding cringe, I will compare it to making a pizza. You see, I was working as a pizza baker for about 5 years during my studies. The first few months, I absolutely sucked at it. My pizzas were not round enough (my boss used to say that they had the shape of a TV screen), the toppings were sometimes unevenly distributed on the surface and the pizza pieces were not always cut equally in size. Every time I made one of those mistakes, I would freak out and imagine an angry customer coming to complain, demand their money back or leaving a bad review. Well this obviously never happened, because customers couldn’t care less about the shape of their pizza. What they DID care about, was whenever there was delay in delivery, a wrong/missing toping or a pizza that has gone cold. You get it – things that matter to them. When I started doing sales demos, I often felt like my demo was bad and I did not present a certain function in the best possible way. That’s why I was often surprised to hear ‘thank you for an insightful demo’, when in my mind this was nothing more than a 30 min long disaster. The point is that the prospects see what they see, and they are rarely aware of all the better ways you could have done the demo. As long as you show them, what they would like to see, explain the value and give reassurance – this is already more than a good start. Focus on what’s important for your prospect, because often times you, your company, your colleagues, your manager are biased. Make it about them and not about you! Agree? #sdr #ae #sales #demo

So imagine that is has been a long day at the office, just one of those days where having a beer after work sounds really good.  So you go down to your local watering hole, take a seat at the bar, the bartender asks you what you will be having and you ask for your favorite brand of beer. Instead of getting you your beer the bartender starts to excitedly discuss the newest brand of whiskey that is out and that you should really give it a try because it is really good.  You quickly dismiss this idea telling him you do not drink whiskey, but he barely acknowledges that you even spoke, and keeps on telling you all the great things about this new whiskey; the fabulous taste, the new aging process that is used, and of course the fantastic price which is way lower than all the competitors cost for a shot of whiskey, and of course don’t forget you can drink it straight, on ice, or mixed with your favorite mixer. You tell him no thanks you’ll just take your beer. But he just keeps rambling about this great new whiskey…… While I made this scenario up, this actually happens in sales every day in every industry, a sales person trying to sell a product and not listening to what the customer actually wants. It does not matter how great your products and services are, the customer doesn’t care.  What they do care about is getting what they want, not helping you make your sales quota. There is an age old rumor that the best sales people are the ones with the highest numbers, the most sales. False. The best sales people are the ones that listen to what the customer is saying and then respond based on that conversation. Giving the customer what they want, not what you think they want, or what you want to sell is what makes a good sales person and these sales people generally have the best numbers and the highest sales, not because they racked up a lot of sales in one particular month from a bunch of customers who are never going to come back again, but because they listened and gave the customer a solution based on their needs and these customers will continue to come back. That is what good sales is all about. #Sales #CustomerCentricity #ListeningSkills

Taco Bell: The Unexpected Sales Guru - What CEOs Can Learn from This Tex-Mex Giant. Back in the 1950s and 60s, when cars were king and suburbs were booming, Americans were hungry for something new. Fast food joints were popping up everywhere to feed the appetite of this growing culture. But amidst all the burgers and fries, there was a gap waiting to be filled – a craving for Mexican flavor. Picture this: it's 1962, the Cold War is at its peak, and Glen Bell, a visionary entrepreneur, is watching long lines at the Mitla Cafe, a Mexican joint in San Bernardino. He's got a dream brewing, inspired by those crunchy tacos he sees everyone devouring. But there's a catch – he needs the secret recipe. So, he rolls up his sleeves and convinces the Mitla owners to spill the beans. Interesting Fact: Did you know Taco Bell's first location was just 400 square feet, about the size of a two-car garage? It goes to show that even the biggest successes often start small. Fast forward to Glen Bell's big moment in 1962 when he opens the very first Taco Bell in Downey, California. It's tiny, but it's a taste sensation waiting to explode. Glen Bell had a vision, he had a plan, and most importantly, he had a product people craved. Now, think about your sales strategy. Are you tapping into a gap in the market? Are you offering something people want? Just like Glen Bell, successful sales leaders don't just follow the crowd – they find their niche and go for it. My Big Takeaway: Glen Bell didn't just build a fast food empire; he revolutionized an industry. And the key? Having a system. From sourcing the secret recipe to expanding globally, Taco Bell had a plan every step of the way. Imagine if Glen Bell had given up when he couldn't crack the taco recipe. We wouldn't have Taco Bell today! So, whether you're selling tacos or tech, remember: having a solid sales system can take you from small beginnings to global success. Join the www.CEOSalesHuddle.com for sales growth and business strategies. Stay Hungry. Stay Humble. Che Brown www.CEOSalesHuddle.com Connect with me: @IamCheBrown #CEOSalesHuddle #CEOSalesDashboard #CEOMasteryNetwork

You're in a meeting, trying to sell to 5+ stakeholders, all with competing motivations and priorities. Kinda feels like trying to order a pizza when everyone wants different toppings, which is a pain in the ass. Loved how Geoff Hendricks put the attendees in a recent Sales Assembly course on Multithreading through a pizza-related exercise to drive this point home: He split the room into groups and challenged them to agree on as many pizza toppings as possible. The catch was that every single person had to be willing to eat a full slice with those toppings. No compromises allowed. It wasn't a surprise seeing how quickly the groups got stuck debating ingredients. Just like in a real sales scenario, they had different tastes, strong opinions, and a few vocal holdouts making it tough to align. So, what's the key takeaway? Before even thinking about presenting your "pizza" solution, you have to first get stakeholders aligned on the problem they're trying to solve - the reason they're hungry for change in the first place. The biggest mistake reps make once they get 1-2 stakeholder and champions on board, is to presume the other 3-5 people who will be looped in later in the sales cycle will all like pineapple on their pizza. They wont. Because nobody in their right mind likes pineapple on their pizza. Because it's terrible. Anyway, don't get caught trying to solve a priority for your prospect. Get to a point where you understand how you can solve THE priority worth pursuing together as a collective. It's a reminder as to why you should not think of "Discovery" as a stage, but rather as a process. Be intentional about driving towards collective buy-in, rather than getting hung up on toppings no one can agree on. Hash out all of everyone's priorities first - then you can start building a solution everyone's excited to take a slice of.

"May I ask, what you hope to experience with this wine?" 🍷 This was the question posed to Bob Davis of NuVue when dining at a restaurant in Columbus, OH (fitting that it's Columbus Day weekend!) - and he relayed to us in the "Counselor Salesperson" training I attended last week, and STRONGLY recommend for those in sales/BD type roles. The question, “May I ask, what you hope to experience with this wine?” is a perfect example of how a simple, well-placed open-ended question can elevate a conversation and uncover deeper customer insights. In sales and business development, this technique is highly valuable because it encourages the customer to share more about their preferences, motivations, and goals, leading to a more personalized and meaningful interaction. This waiter’s question is an excellent demonstration of how sales professionals can stand out by asking probing, thoughtful questions rather than relying on pre-scripted pitches. Instead of assuming what the customer wants or suggesting options based on surface-level information, the waiter created an opportunity for dialogue, which made the guest feel valued. Similarly, in sales, effective open-ended questions guide prospects to share their pain points, aspirations, and desired outcomes. This not only builds rapport but also allows the salesperson to tailor their offering in a way that resonates deeply with the customer’s needs. Many salespeople could learn from this approach. Instead of pushing products or services, they could shift their focus to creating an engaging conversation, allowing them to better understand their client’s unique situation and ultimately provide more value. This fosters trust and positions the salesperson not just as a vendor, but as a consultant who genuinely seeks to help the customer achieve their desired "experience"—whether in business or life. Thoughts? What are you "go to" exploratory questions? 🥂 Ed Marsh 🇺🇸 Mickey Gorman Jeff Caravella Chris C. Rich Lemanski Chris Huntington Jacob Adner Mark Haley Lisa M Campo Loren Wojcik Robert Goldfarb Sarah Hammer John Braley Bo Hamrick Michael McLean Rajani R. Jack Woltman Ed Dann Keegan Nanan Shannon Roddy Eric Grasso Bill Mack Mitchell Fleming Michael McClory Taylor Sutton Conor Cooper Stuart Hodas Clark Hayes Ken Reinstein Amelia Heroux-Cummins, MBA Kat Ames Taylor Handy Michael Abasciano, CPA, CFE Rob Meyer Stephen Botelho Alina Ritter, CBPA Morgan Simon Manuel Davis (Reposted with permission of Bob Davis)

Taco Bell: The Unexpected Sales Guru - What CEOs Can Learn from This Tex-Mex Giant. Back in the 1950s and 60s, when cars were king and suburbs were booming, Americans were hungry for something new. Fast food joints were popping up everywhere to feed the appetite of this growing culture. But amidst all the burgers and fries, there was a gap waiting to be filled – a craving for Mexican flavor. Picture this: it's 1962, the Cold War is at its peak, and Glen Bell, a visionary entrepreneur, is watching long lines at the Mitla Cafe, a Mexican joint in San Bernardino. He's got a dream brewing, inspired by those crunchy tacos he sees everyone devouring. But there's a catch – he needs the secret recipe. So, he rolls up his sleeves and convinces the Mitla owners to spill the beans. Interesting Fact: Did you know Taco Bell's first location was just 400 square feet, about the size of a two-car garage? It goes to show that even the biggest successes often start small. Fast forward to Glen Bell's big moment in 1962 when he opens the very first Taco Bell in Downey, California. It's tiny, but it's a taste sensation waiting to explode. Glen Bell had a vision, he had a plan, and most importantly, he had a product people craved. Now, think about your sales strategy. Are you tapping into a gap in the market? Are you offering something people want? Just like Glen Bell, successful sales leaders don't just follow the crowd – they find their niche and go for it. My Big Takeaway: Glen Bell didn't just build a fast food empire; he revolutionized an industry. And the key? Having a system. From sourcing the secret recipe to expanding globally, Taco Bell had a plan every step of the way. Imagine if Glen Bell had given up when he couldn't crack the taco recipe. We wouldn't have Taco Bell today! So, whether you're selling tacos or tech, remember: having a solid sales system can take you from small beginnings to global success. Join the www.CEOSalesHuddle.com for sales growth and business strategies. Stay Hungry. Stay Humble. Che Brown www.CEOSalesHuddle.com Connect with me: @IamCheBrown #CEOSalesHuddle #CEOSalesDashboard #CEOMasteryNetwork

Just like a chef in the kitchen, a sales rep’s magic lies in consistency. When each step is carefully repeated, great outcomes become the norm. Here’s how to bring a chef’s precision to your sales game: 📜 Stick to a Recipe – Use a proven framework for calls and meetings. Consistency builds confidence and trust. 🔪 Prep Your Ingredients – Research your clients. Knowing their needs ahead of time keeps conversations focused and consultative. 🔎 Measure & Adjust – Check each step in your process regularly. Small tweaks can make a big difference. 🕰️ Focus on Timing – Don’t rush or skip steps. Building trust, like a great meal, takes time. 💚 Success in sales isn’t about reinventing the wheel. It’s about steady, repeatable actions that lead to lasting results 💚 . What are some ways you keep consistent in your process? Share your own “recipes” for success below! 👇 💥 Process wins the day! 💥 ~SaaSy Chef

For sales professionals, this is a great reminder. If you're in the world of entrepreneurship, then you're a sales person at one time or another. I'm grateful for Jordan Belfort's material. Why? I truly believe, just like in tennis, all types of "styles" COULD work. What DOES work is where your effortless game is. How would you naturally close a deal at 3am in the morning? What details do you look for? For a startup, these are important questions as details and pain points matter. The real question is: are you a person who will commit to either improve in sales or delegate sales OR are you a person who will always negatively judge others who are in sales? Sales starts at the top of the Income Statement, whether it's "sales" or "revenue". It will always be that way. Comment below if you have a preferred sales style or "game" that works for you! Happy to share more insights and material I have in growing in this area. #sales #jordanbelfort #mastery #commitment #startup #revenue #growth

🌟 Why Sales Is Like Ordering Pizza 🍕 Hear me out. As a Business Development Executive, every day feels a bit like ordering the perfect pizza. 🧑💼🍕 Crust = Strategy: Thin, deep-dish, or gluten-free? Just like choosing the right sales strategy, your foundation sets the tone for everything that follows. One size definitely doesn't fit all! Toppings = Prospects: You’ve got options—classic, bold, or the occasional wildcard pineapple (we've all met that client 😅). It’s about finding the right mix that satisfies your customer's taste (and keeps them coming back). Delivery Time = Relationship Building: Timely follow-ups, personalized check-ins, and a warm approach—because nobody likes a cold pizza… or a cold email. 🍕 Cheese Pull = Closing the Deal: That moment when the deal is almost yours, and you’re watching it all come together perfectly—oh yeah, that’s the cheese pull moment. 🧀✨ So, the next time you're working on closing that big deal, remember: sales is a lot like pizza. Make it personal, make it perfect, and always deliver with a smile. Who’s hungry? 🍕🤝 #SalesLife #BDE #BusinessDevelopment #CustomerSuccess #PizzaVibes #SalesStrategy