Revamping Your Sales Approach with Mike Simmons

Art & Science of Complex Sales

Prepare for an exciting episode with Mike Simmons Co-founder of Catalyst A.C.T.S. Mike offers a fresh perspective to redefine your sales approach. In this episode, we challenge the traditional approach to sales, shifting the focus from persuading to buying, to solving the customer's problem effectively. Throughout the discussion, you'll gain valuable insights into strategic sales management, improved practices, and logical, data-driven approaches that promise to propel you in your sales journey.

Sales Problem Solving and Decision Making (12:09)

Explore the concept of problem-solving in sales methodology. We introduce a hexagon model that outlines key questions to ask when approaching a problem: what, who, why, how, when, and what's the plan. Understanding the problem and the people impacted by it is emphasized before jumping into solutions. We also stress the need for a time-bound plan to mitigate risks and ensure success. This model can be applied to both single interactions and overall sales plans.

Improve Sales Process, Avoid End-of-Quarter Pressure (23:46)

This chapter emphasizes the importance of understanding the customer's needs and priorities in the sales process. We discuss how skipping key steps like validation and qualification can lead to decreased success in proposals. Additionally, we address the common issue of end-of-quarter pressure and offer advice on how to avoid it by planning and preparing earlier. The conversation highlights the need for proactive behavior in sales planning rather than reactive approaches.

Customer Interaction Strategies and Problem Solving (32:38)

This chapter explores the importance of understanding the seasonality of a business and aligning it with customer buying patterns. We discuss the need for sales reps to focus on core skills such as gathering data, leveraging storytelling, time management, and project management. We also share our love for deconstructing and clarifying complex concepts. Overall, this chapter provides valuable insights on strategically managing sales activities and achieving long-term success.