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MMS E#101 - Leading with Influence and Mastering Partnerships with Rob Fegan
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In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Rob Fegan, an experienced sales leader with a knack for challenging the status quo.
In this high-energy session, Rob delves into the concept of being a "sales contrarian" and how it can revolutionize your approach to sales.
From redefining what makes a great salesperson to the importance of process over people, this episode is packed with actionable insights that every sales professional needs to hear.
Key Takeaways:
- Reimagine Sales with a Contrarian Approach:
Rob Fegan introduces the idea of being a sales contrarian—questioning old-school sales methods that may no longer serve today's dynamic market. He emphasizes the need to dust off outdated processes and adopt new strategies that align better with current buyer behaviors.
- Value-Driven Discovery Calls:
Traditional discovery calls are often too focused on the seller’s needs rather than the buyer's. Rob stresses the importance of making these calls more engaging and valuable for the buyer by focusing on their needs and concerns, ultimately leading to more meaningful sales conversations.
- Sales Playbooks:
Rob advocates for the creation of comprehensive sales playbooks, developed in collaboration with the sales team. These playbooks are essential for standardizing best practices and ensuring that sales processes are consistently followed, even as team members come and go.
- Focus on Process Over People:
Successful sales organizations are built on robust processes, not just the talent of individual salespeople. Rob challenges the notion of the "great salesperson" and suggests that companies should focus on creating strong sales processes that can withstand turnover and market fluctuations.
- Effective Use of LinkedIn for Social Selling:
In today's digital age, social selling is more important than ever. Rob shares tips on how to use LinkedIn effectively by sharing industry-related content and engaging in meaningful conversations, rather than just pushing sales messages.
Rob Fegan’s contrarian approach to sales is a refreshing reminder that challenging the norm can lead to significant breakthroughs in sales performance.
By focusing on process, value-driven interactions, and leveraging social selling tools like LinkedIn, sales professionals can better navigate today’s buyer-centric market.
For a deeper dive into these insights and more, be sure to watch the full episode.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
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