“Play by the rules, relationships matter, make them look good. Let’s reconnect ourselves to those three tenets. If we do, there’s transformation that can happen in your deals, in your territories, in the things that your company can offer your client basis, and your career.” – Evan Kelsay in today’s Tip 1514
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got a clip from another of the Sales Success Summit presentations that we just released the full audio of on the Sales Success Stories podcast. This comes from Evan Kelsay’s rather humorous presentation on the Megadeal Hack that is The Internal Sale since more than 50% of most large enterprise deals is internal work. Here’s a taste:
Evan Kelsay: I’ve recommitted myself to the idea that what we do has echoes on our reputation, and our reputation is what allows us to really get outsized value out of our territories. So I’m going to talk about three things today. Give me a little rope here because this… Literally, Google it. I asked all the interwebs, both of them, and they said, Listen, Evan, there’s only one piece of content that’s ever been done on internal selling. And it was Jeb Blount, Sales Gravy. Shout out to Jeb Adia. And he, unfortunately, it was not very flattering for salespeople. It was a lot about how they bring hairy deals to the table. And so I’m hoping to change that narrative a little bit with the second-ever talk about internal selling.
So again, play by the rules, relationships matter, make them look good. Let’s reconnect ourselves to those three tenets. If we do, there’s transformation that can happen in your deals, in your territories, in the things that your company can offer your client basis, and your career.
So let’s start with the basics. Everybody eat their vegetables. You got to do the right things. Take those trainings, participate in team calls, mentor your BDRs and SDRs, keep your CRM as clean as you can make it. Do that activity. Do the things that your leaders are requiring you to do, not because necessarily you want to do them, but because your job, and this is something my boss years ago told me, was my job was to make him look good. And the funny thing is, I actually agree with him. The more you can do that, the easier your life becomes. And the more you can do it for the people above him, the easier your life becomes.
The intermediate level is getting everything approved. Now, to be able to get everything approved, here’s where the work really begins. Because you have to come up with a really defined, distilled narrative on why you’re asking what you’re asking. Now, hopefully, most of the time, you’re not asking anything crazy, but every now and then, you’re going to have to. So we’re going to talk a little bit about how to do that. Previous presentations and talks talk about how to come up with that narrative, but we’ll touch on it.
The last expert-level piece is it’s a platitude. People talk about it all the time, act like an owner. Act like an owner in this sense for internal selling means that you understand your own business and you understand your customer’s business well enough to bridge the gap between the two for your executives and for your internal resources and helping them understand when you’re asking for something that is outside the norm and how you can recognize it as revenue, why you should be doing special terms, why you should be accelerating different product road maps, etc. To be able to do that, if done well, you have a lot of tools in your tool bag. One of those tools that I found, especially at the enterprise level, is the reciprocal sale. And here’s our first story.
Scott Ingram: I couldn’t resist ending on the cliffhanger there, for a link to the rest of storytime with Uncle Evan, just click over to DailySales.Tips/1514 where you’ll find that link and a link to connect with Evan. Once you’ve clicked over there to listen to that, be sure to click right back here for another great sales tip. Thanks for listening!