“Focusing on those opportunities where you are really required and leaving others with less or without your team direct involvement.” – Pablo Escobar de la Oliva in today’s Tip 884
Are you selling because of your sales skills or is it, because they just want to buy your products?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today we’ll wrap up our first round with all of the co-authors from the Teams Win Championships crew with Pablo Escobar de la Oliva. Pablo is a Director of Product Management in the Data and Analytics area. He’s interacted directly with clients for around 20 years and in the last decade has held different roles inside sales teams as a Technical Architect, Consulting Director, and Product Director where he’s confirmed the importance of technical roles inside sales teams. Here is the good Pablo Escobar:
Pablo Escobar de la Oliva: Hi Daily Sales Tips Community, this is Pablo Escobar de la Oliva, co-author of Teams Win Championships, for today I want to start with an open question we continuously hear from salespeople: Are you selling because of your sales skills or is it, because they just want to buy your products?
Knowing the answer means you can focus and you can optimize your sales efforts, getting to a better understanding and better position to achieve your sales goals.
Now, Are you struggling to measure how much influence we have in our sales?
Don’t worry. We’ve seen a lot of cases where this is not measured and salespeople are looking for help to know about it.
One of the answers to this question is within your team, or at least within your organization. There are 2 specific roles that can help for this:
First one: Product Management – Product managers will bring the market into your conversations. They are continuously measuring the global market landscape, receiving analysts’ points of view and competitors’ updates. They need to know how much value their products or services provide in order to establish successful GTM strategies. Understanding on your side these strategies is key to know the specific unique value proposition your products and services have to your customers.
The second role is Customer Success – Customer success people have an industry domain expertise attached to direct business outcomes. These are the returns of your customer investments, and this is key for understanding how much business outcomes your product or services provide. So, with the knowledge provided from Product and Customer success you will know how to measure your sales efforts on each opportunity: focusing on those opportunities where you are really required and leaving others with less or without your team direct involvement.
Now, go and extend your team to be successful, and check out our book for knowing how to create, lead and contribute to high-performing sales teams. Remember: players win games but teams win championships. Thanks for listening and happy selling.
Scott Ingram: To connect with Pablo and to get your copy of Teams Win Championships. Just click over to DailySales.Tips/884
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!