If You Aren’t Falling Down You Aren’t Trying - Mark Niemiec - Coach2Scale - Episode # 052
In this episode of Coach2Scale, join Matt as he sits down with Mark Niemiec, Chief Revenue Officer at SalesLoft, to explore why selling is not the primary role of a salesperson. Mark shares insights on redefining the core responsibilities of sales teams, emphasizing problem-solving, active listening, and relationship-building. Drawing on his extensive experience from companies like Cisco and Salesforce, Mark debunks common myths about sales and highlights the significance of Maslow's hierarchy of needs in the sales process. Leaders will find valuable advice on coaching their teams effectively, managing expectations, and fostering an environment of continuous learning and empathy. Mark's journey, underpinned by the guidance of his lifelong mentor, offers a compelling case for the power of deep listening and thoughtful questioning. Tune in to learn how to inspire your team, navigate complex sales landscapes, and build lasting customer relationships.
Takeaways:
Help Your Team Solve Problems: As Mark Nemec highlights, the role of a salesperson isn’t just selling; it’s about solving customer problems. Encourage your team to understand and focus on their customers’ needs and the problems they need to solve.
Focus on Listening: Deeply listening to customers can provide valuable insights and help salespeople connect better with clients. Training your team to actively listen can lead to better problem-solving and stronger relationships.
Use a Structured Approach: Implement structured workflows and methodologies like MEDDIC or MEDDPICC to ensure your sales process is thorough and effective. Consistency in following a structured sales process can yield better results.
Maintain Continuous Training: Continuous improvement is key. Encourage your team to keep refining their skills through continuous training, even on basics like product understanding and listening skills, to stay sharp and effective.
Empathy and Connection: Build deep connections with your team through regular, even if informal, one-on-ones. Personal engagement helps in understanding their challenges and providing the support they need.
Hire and Develop from Within: Whenever possible, promote from within to leverage existing knowledge and company culture. Seeing potential in your current employees and nurturing them can lead to a more cohesive and motivated team.
Pipeline is Crucial: Never get complacent with your sales pipeline. Always ensure you have a healthy pipeline to cushion against unexpected changes in customer needs or market conditions. When you're winning, keep going.
Quote of the Show:
“Great salespeople are problem solvers first and foremost; they're professionals who care deeply about creating long-lasting, enduring relationships.” - Mark Niemiec
Links:
LinkedIn: https://www.linkedin.com/in/mniemiec/
Website: https://salesloft.com/
Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A
Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434
Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU
Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77
Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703
YouTube: https://www.youtube.com/@Coach2Scale
CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward. These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.
Learn more at coachem.io
Takeaways:
Help Your Team Solve Problems: As Mark Nemec highlights, the role of a salesperson isn’t just selling; it’s about solving customer problems. Encourage your team to understand and focus on their customers’ needs and the problems they need to solve.
Focus on Listening: Deeply listening to customers can provide valuable insights and help salespeople connect better with clients. Training your team to actively listen can lead to better problem-solving and stronger relationships.
Use a Structured Approach: Implement structured workflows and methodologies like MEDDIC or MEDDPICC to ensure your sales process is thorough and effective. Consistency in following a structured sales process can yield better results.
Maintain Continuous Training: Continuous improvement is key. Encourage your team to keep refining their skills through continuous training, even on basics like product understanding and listening skills, to stay sharp and effective.
Empathy and Connection: Build deep connections with your team through regular, even if informal, one-on-ones. Personal engagement helps in understanding their challenges and providing the support they need.
Hire and Develop from Within: Whenever possible, promote from within to leverage existing knowledge and company culture. Seeing potential in your current employees and nurturing them can lead to a more cohesive and motivated team.
Pipeline is Crucial: Never get complacent with your sales pipeline. Always ensure you have a healthy pipeline to cushion against unexpected changes in customer needs or market conditions. When you're winning, keep going.
Quote of the Show:
“Great salespeople are problem solvers first and foremost; they're professionals who care deeply about creating long-lasting, enduring relationships.” - Mark Niemiec
Links:
LinkedIn: https://www.linkedin.com/in/mniemiec/
Website: https://salesloft.com/
Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A
Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434
Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU
Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77
Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703
YouTube: https://www.youtube.com/@Coach2Scale
CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward. These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.
Learn more at coachem.io
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