77 Monday Musing: Your Sales Ecosystem


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[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]So many companies and sales managers have gone through the buyer persona exercise as part of a focus on prospecting? Have you?

It’s time to go beyond the buyer persona and start thinking about your sales ecosystem. Who are the subsets of people who are influenced by you directly and indirectly that can lead to future sales?

Your colleagues, partners, customers and competitors, even social influencers, there’s a message for each one of those individuals inside of your ecosystem. There’s a connection or a relationship that needs to be built with each one of those individuals. 

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74 Monday Musing: If You Cannot Differentiate, You Cannot Sell

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]In this week’s Monday Musing we want to know if you’re prepared to differentiate yourself from your competition.

Why do we keep talking about being different? This is where selling starts. So many salespeople have it beaten into their heads that they need to talk about why they’re better and it’s not about why you’re better. Better is in the eye of your prospect. Talk to them about why you are different.

Salespeople have been taught for the longest time that if you can get people to like you, if you can be friendly, if you can fit in, if you can find a way to relate, if you can become a part of that tribe, then you’ll win.

Even if they like you, you still have to be different. You still have to have something appreciable about what you bring to the table that is going to create an outcome for them that they cannot currently get. 

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[/vc_column_text][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_text_separator title=”Significant Quotes” color=”blue”][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_column_text 0=””]When you can articulate a difference and start to tell a story about what that difference will ultimately mean to your prospect, now you're having a sales conversation. Click To Tweet[/vc_column_text][vc_column_text 0=””]Even if the prospect likes you, you still have to be different. Click To Tweet[/vc_column_text][vc_column_text 0=””]If you cannot differentiate, you will be left to the sales graveyard of commodities where all those salespeople compete on price. Click To Tweet[/vc_column_text][/vc_column][/vc_row]

72 Monday Musing: How do you recover?

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]Get ready for this Olympics edition of Monday Musing!

Christie is extremely inspired by the story of Simon Kruger, the skiathalon competitor who fell at the beginning of his race, broke his ski pole and STILL won the race!

Listen to this story of resilience and recovery and how you can apply it to your career and life.

[/vc_column_text][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_text_separator title=”Significant Quotes” color=”blue”][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_column_text 0=””]I had to start the race again. I had to switch focus...catchup...and get into it again. --Simon Kruger Click To Tweet[/vc_column_text][vc_column_text 0=””]In sales you are used to hearing, 'no,' sometimes 'hell no.' Is that going to be an excuse or fuel that fires you to ultimate success? Click To Tweet[/vc_column_text][/vc_column][/vc_row]

70 Selling like a Marine with Paul Boucherle

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]When you think of someone who is prepared for anything, does anyone match that description more than a military veteran?

Our guest this week is, Paul Boucherle, a Marine veteran, titan of the security sales industry and now a consultant who is devoting his life to helping companies find the right talent and veterans find good jobs. He says most veterans are equipped to be great sales leaders. 

In this fascinating interview we talk about his new venture, SalesMarines. SalesMarines provides veterans and employers an opportunity to discover the perfect fit. They align and train veterans using 50+ years of combined knowledge and experience to offer top of the line candidates.

Learn more about SalesMarines here.

Learn more about Paul here.

On today’s podcast

4:31 – How Paul is helping companies find qualified sales people and helping veterans find good jobs.

7:46 – How to identify people who are qualified for sales

11:30 – The number one concern of all senior sales management

15:00 – Matching a company and an individual using the principle of “time to productivity”

19:44 – Does the regimented life of a veteran hurt them in sales?

21:54 – How does veteran preparedness translate to sales preparedness

24:28 – How to balance objective assessments versus subjective analysis in hiring and recruiting

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[/vc_column_text][vc_text_separator title=”Discussed in This Episode” color=”blue”][/vc_column][/vc_row][vc_row 0=””][vc_column width=”1/2″][vc_raw_html 0=””]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[/vc_raw_html][/vc_column][vc_column width=”1/2″][vc_raw_html 0=””]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[/vc_raw_html][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_text_separator title=”Significant Quotes” color=”blue”][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_column_text 0=””]The view while climbing a mountain is very different from the view from the top of that same mountain #beabetterleader Click To Tweet[/vc_column_text][vc_column_text 0=””]Having someone recognize my effort and value has a longer term impact than the money I earned #beabetterleader Click To Tweet[/vc_column_text][vc_column_text 0=””]Feeling threatened at work triggers the same area of the brain as physical pain #beabetterleader Click To Tweet[/vc_column_text][/vc_column][/vc_row]

69 Monday Musing: Do your job

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]This week’s Monday Musing goes right along with our theme for the month of February, preparation. A sales gameplan means very little if you don’t go out and execute. Let Jeff pump you up for the week ahead and help you do…your…job.

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[/vc_column_text][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_text_separator title=”Significant Quotes” color=”blue”][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_column_text 0=””]You no doubt have some loosely strategized plan to hit your number. Now it's time to do it. --@jeffbajorek Click To Tweet[/vc_column_text][vc_column_text 0=””]Anything is easier than focusing on the arduous., diligent work that you need to do to hit your goal. --@jeffbajorek Click To Tweet[/vc_column_text][vc_column_text 0=””]In order to accurately judge the efficacy of a plan you need to carry it out to see if it's going to happen. --@jeffbajorek Click To Tweet[/vc_column_text][/vc_column][/vc_row]

67 Monday Musing: Quantity Over Quality

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]When you are producing or providing service, do you focus on quantity or quality? Is there a way to achieve both?

On this week’s Monday Musing, Christie reflects on the concepts of quality, quantity and the bridge between the two. Rather than focusing on one or the other, Christie is using quantity to achieve quality. Listen to find out what inspired her strategy and how you can use it to prepare yourself and achieve quality everyday.

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Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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[/vc_column_text][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_text_separator title=”Significant Quotes” color=”blue”][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_column_text 0=””]If quality is what you want, then you have to focus on quantity - Jordan Harbinger Art of Charm Click To Tweet[/vc_column_text][vc_column_text 0=””]Too often we think we have to know it and it has to look perfect for it to be consumed by the world. Click To Tweet[/vc_column_text][vc_column_text 0=””]What could you commit to everyday that could actually move you down the road to mastery? Click To Tweet[/vc_column_text][/vc_column][/vc_row]

64 Monday Musing: Your hustle is overrated

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]Hustle. It’s the magic missing piece in your sales puzzle. The prescription for what ails your sales, right? Wrong. It’s a buzzword and it’s overrated. Listen to find out how constantly focusing on hustle can be a danger to your health, your priorities and ultimately your sales.

[/vc_column_text][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_text_separator title=”Significant Quotes” color=”blue”][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_column_text 0=””]If you are micro-managing your day to gain 12 seconds, you need to get a life. Click To Tweet[/vc_column_text][vc_column_text 0=””]Before you start every day running, do you know what direction you should be going? Click To Tweet[/vc_column_text][vc_column_text 0=””]It's important that you work hard but you need to make sure you're doing work that matters. Click To Tweet[/vc_column_text][/vc_column][/vc_row]

62 Monday Musing: Question of the week

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]Christie announces her new “Question of the week” initiative. A question that she will ask herself every day of a given week to help focus in on her purpose and provide accountability in a world full of distractions.

If you want Christie’s question of the week every week visit her at christiewalters.com and connect with her on social media. And we invite you to come up with your own question of the week and share it with us!

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