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

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

One of the things I spend a lot of time on, and this may be different than a lot of sales people. But I will not travel for a deal that I do not feel is a qualified opportunity. So that means I’m speaking to an executive and there’s clear alignment around ways we can help. And there’s a business case there and you know things like that I take a very consultative approach to that.

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

Calls are occasionally used in those cases I’m not trying to. They’ll all have some degree of executive assistant so I’m not trying to get past that person. Frankly those people I honestly believe are my friends and frankly they are probably the most important person to the executive I’m trying to talk to because they manage that person’s lives. So I’m trying to work with them and ask them how this person likes to be communicated with and explaining what I’ve done and the business impact I think it can have and asking for their support and their help.

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

How I sell to VITO. Two things I do a lot of mailers. So these are things FedEx envelopes with handwritten notes in them and or a note that I personally sign and I print out around business implications of the solution I’m trying to talk to them about and how I directly can feel it can help their business generate or protect revenue. Everything I talk about I see myself as a business person talking to another business person about their business. It’s not about my solution. It’s about the impact that I can have on their business through my solution. So it starts with a lot of understanding their key motives motivators their key drivers and most of the industries out there have KPIs or things like that that they’re trying to impact. If they’re large organizations they all have annual reports and that’s you know a godsend because it’s pretty much written all out there what they’re trying to do for their investors. And I take a lot of that and I message it very very clear again all around business impact business case improvement to them and I send them a package. I often include a $5 gift card like you know let’s have a cup of coffee on me or something like that to get their attention. And then now I do a minimum of eight to 10 touches. And those are often emails. Those are often additional handwritten notes and those are often social media LinkedIn InMails or connections and reach outs. Phone calls are occasionally used, and in those cases I’m not trying to. They’ll all have some degree of executive assistant so I’m not trying to get past that person. Frankly those people I honestly believe are my friends and frankly they are probably the most important person to the executive I’m trying to talk to you because they manage that person’s lives. So I’m trying to work with them and ask them how this person likes to be communicated with in explaining what I’ve done in the business impact I think it could have and asking for their support and their help. So that is used probably the least amount but I do find it effective time and again. And then the other thing I do and this is not the first step. This is after numerous touches is I’ll use Outlook and I’ll put an invite on their calendar even if they haven’t responded with a simple note of why I’m trying to reach out again. All about their business and the implications we can have to help them. All about them and put time on their calendar and the response rate from that after I’ve already done all these other touches is pretty high.

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

When I talk about being a student of sales. I’ve kind of learned all of these methodologies along the way and found ways to kind of tie them all together to come up with a sales process that in my opinion drives the best results for me, but also my clients. And that’s really interesting I think that has been certainly one of the themes of the show that there very rarely is. Oh I use this one and only methodology and I just apply it out of the book I think it’s much more common that it is this conglomeration of many methodologies that you have learned and personalized and taken on over the years. What’s interesting about what you just shared is it sounds like you have taken kind of the best piece of each for a specific step of the sales process is that a fair? Yeah. That’s exactly right.

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