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Clip: Sales Qualifying Criteria

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Clip from Episode 24: ADP Sales Pro, David Weiss, on Generating 2-3X Results with a Strong Sales Methodology:

You said that you won’t travel basically on spec. So at what point would you typically go on site to see a client and how much green… what are you using to determine whether or not that’s qualified. So what I’m looking for is it’s often right around the demo stage and what I’m looking for is economic buyer what I’m looking for is metrics and what I’m looking for is clear pain. If we can solve a problem there’s a business case for it and I have a conversation about the problem that we can solve and the implications on it with a VITO,CXO what have you. The person that could actually sign or the the person making the ultimate decision. I will get in the car, I will get on a plane, I will travel to the other side of the world at that point. But if we don’t know the problem solving and if we don’t have a business case to solve it and we don’t have this person making the decision that were actually presented to. I often won’t travel. I’ll do it virtually until we’re at that stage.

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Clip: From Sales Demo to Alignment

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Clip from Episode 24: ADP Sales Pro, David Weiss, on Generating 2-3X Results with a Strong Sales Methodology:

Next stage is demo. So presenting the solution, and to me this is it starts with presenting the business case. Here’s what I’ve learned. Here’s the financial implications I believe I can have for your business here’s how my solution aligns to what you’re trying to achieve. And Scott I’ll tell you this is the stage where I walk away if there isn’t that level of alignment. And that’s actually the next step is alignment. So once we do the demo. Once we review all of that information. And we show how our solution can map to their pain and the implications of it if we’re not walking away with the client at that stage saying we agree let’s explore this more. We’re pretty close if we don’t have alignments. That’s where I will often walk away from an opportunity or just let the client know hey you know my job as a consultant I have gone in we’ve evaluated we’ve presented what we think we can help and we’re not aligned with the end result here. So let’s not spend any more time on it together because I’m sure there are other people out there who can help you with this and I frankly believe they we’re not the best fit. And that saves… I get a lot of respect from clients from that and it saves me a lot of time and frankly it’s a win win for the client and my organization.

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Clip: The Accountability Factor and Getting it all Done

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Clip from Episode 24: ADP Sales Pro, David Weiss, on Generating 2-3X Results with a Strong Sales Methodology:

I manage myself to getting it all done. And at the end of the week if it’s not all done then I’m not stopping that week or that day until the things I said needed to get done are done. I hold myself accountable to the end result. I don’t necessarily hold myself accountable to the individual hour or the individual day when it comes to that level of repeatability. If it’s on my calendar it’s going to get done at that time. That’s the accountability factor and if it doesn’t then it needs to get done.

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Clip: David Weiss on his Prospecting Discipline

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Clip from Episode 24: ADP Sales Pro, David Weiss, on Generating 2-3X Results with a Strong Sales Methodology:

One of the things I focus on every single week is prospecting and I task manage myself like you wouldn’t believe. I currently work from home if I didn’t a task manage myself I’d probably be out golfing. So I’ll put my prospecting time my client follow up time all my meeting times everything I’m going to do. I have in my Outlook calendar so I treat all of those things and I think this has been important. I treat all of them like they are client meetings. So if I have on there prospect from noon to 1 on Monday. I am prospecting noon to 1 on Monday. Everything else is not important at that time no matter what it is just like if I was in a client meeting I can’t just stop my client meeting to respond to an email or do something else. I treat the things on my calendar and I take them seriously and I block those times off accordingly.

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Clip: Taking Sales Seriously

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Clip from Episode 24: ADP Sales Pro, David Weiss, on Generating 2-3X Results with a Strong Sales Methodology:

If you were going to be a chemist or you are going to learn to play the game of golf. Well let’s use that as an easy example. You know you’d be constantly practicing your swing you’d be constantly breaking down each mechanic and piece of your swing and you would be finding you know great coaches to work with you’d be playing the game constantly. There would be so many things that you would do to become a good golfer and you’d dedicate your life to it. I view sales the same way. It’s something I take seriously. So I practice it. I treat it like a sport I want to be amazing at or like a science that I want to learn to be great at it. It’s that type of dedication and will to be the best.

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Clip: Being a Student of Sales

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Clip from Episode 24: ADP Sales Pro, David Weiss, on Generating 2-3X Results with a Strong Sales Methodology:

What that means to me is never stop learning. The shark stops swimming it dies. So for me my thought there is read as much as you can learn as much as you can. Early on in my sales career there was a lot of different methodologies I’ve picked up whether it’s SPIN Selling or Miller Heiman or Challenger or one I’ll get into called MEDDPICC or books on sales negotiation. I relate it back to If you want to be great at anything you have to become a student of that thing and really understand what makes people amazing at what that thing is and be able to break it down and re-engineer it in your own way and that to me is what being a student of sales is all about.

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Clip: Building your own COMPLETE Sales Process

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Clip from Episode 24: ADP Sales Pro, David Weiss, on Generating 2-3X Results with a Strong Sales Methodology:

Look at your process look at every step of your process and then say what is the best way to execute on each piece of the process. Like for instance you mentioned challenger is the common theme but I’ve read challenger, I’ve taught people challenger. Challenger is great. But challenger is very much focused just on executive conversations or just on conversations how to manage a sales call. How to teach tailor take control create uncomfortable situations and tension. It’s very much about the conversation and how you approach that conversation, but conversations although incredibly important in sales and very much a differentiator are only a piece of the puzzle. There are a lot of other steps within the sales process beyond that conversation. And I don’t know if there’s been a real good synthesis of all the different steps in a sales process dialed into a singular methodology. And I think that’s where there’s a lot of gaps because everyone has latched on to Challenger and I’m sure its impacted a lot of organizations in a lot of positive ways. But I feel like there’s a lot more to this.

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Clip: How to go from Good to the Best in Sales

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Clip from Episode 24: ADP Sales Pro, David Weiss, on Generating 2-3X Results with a Strong Sales Methodology:

Think about yourself process break those steps down. Look at how you’re executing on each individual step of the process. And then take a hard look and make some decisions. Do I need to block more consistent time and prospect? Do I need to work on the questions I ask and how I am doing analysis? Am I building business cases and am I building them with the right people with the right data and then presenting them at the right times to the right people? How are my presentation skills going and do I need to brush up on that? Am I doing a proper alignment or am I just as soon as I find pain presenting a proposal and asking if the pricing looks good? I mean break those things down look at every step and look at how you’re doing it. And find areas that you can improve and then seek out people that can help you improve them. I am saying this from personal experience it’s exactly how I’ve approached it throughout my career and I feel like those things continue to help me improve and I will continue to do them. I think that’s the best way to always get better at anything.

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Clip: Sales Success is the Responsibility of the Individual

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Clip from Episode 24: ADP Sales Pro, David Weiss, on Generating 2-3X Results with a Strong Sales Methodology:

It is in my opinion the responsibility of the person. At the end of the day if you’re going to choose sales as your life long career make the most out of that choice and take ownership to accomplish your goals and do that through executing on these things. It can be taught it can be learned. And Scott I’ll tell you man. This in my opinion is the differentiator between people that are good at sales, great at sales and are the best. Is how much of different methodologies they work into their processes and how well they execute on that.

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Clip: Sales is a Science

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Clip from Episode 24: ADP Sales Pro, David Weiss, on Generating 2-3X Results with a Strong Sales Methodology:

Sales is science. There are so many great books and methodologies and ways to approach it. I am often amazed at how many salespeople I still even talk to and ADP is a hotbed of amazing sales culture in training in people so it’s typically outside of ADP, I’ll say that. That people don’t have dialed in methodologies. If I ask them how do you sell? What have you adopted as your methodology? The most common answer I’ll get is challenger and I almost won’t get any other depth besides that and don’t get me wrong. Challenger’s amazing it’s part of the fundamentals of how I handle executive conversations. But there’s so much more out there. I would say open your mind go find those things and adopt those things and make those things your own because it can just drastically improve your personal professional life as well as your clients. I mean there’s just so much there.

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