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

Got an interview at Aramark and so I said alright my number one qualifier for my next opportunity is that they’re a good sales organization and I learn how to sell. So I joined Aramark, and I spent three almost four years there. To this day I give Aramark credit giving me some of the fundamentals of sales and they approached it very methodically very scientifically. They taught me that sales really was a science and opened my mind to becoming the student of sales that I say or feel like I’ve now become. So I credit them a lot.

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

Metrics
Economic Buyer
Decision Process
Decision Criteria
Paper Process
Identified Pain
Coach
Competition

“The other piece of that is once we’re actually in the deal cycle using a methodology called MEDDPICC®. MEDDPICC® is spelled M-E-D-D-P-I-C-C. The M stands for metrics. So metrics are essentially your business case. So have you spoken to someone and quantified the challenge they’re having? Not that they have a pain but what the pain actually means to the business. I’m a firm believer that everyone that works at an organization either generates revenue enables someone else to generate revenue or somebody there protects revenue. So for me what I’m trying to do is quantify. Since I deal in talent acquisition people strategy. I’m trying to understand. Those types of positions and how people fit into those buckets and how those buckets impact the business. I think regardless of what you’re selling if you’re selling a solution to a problem there’s some downstream implication that problem’s having. And it can often be quantified to a number. If you ask the right questions and the whole idea within the M in metrics and business case within MEDDPICC® is have we put our finger on what that business case is and what those metrics are and how we can impact the organization. If you haven’t that’s a gap within what I consider my sales process. The next one is the E which stands for economic buyer. That’s your VITO. Have you identified that person, are you meeting with that person? Have you identified the personal and professional wins for that person? Are you completely in line with that person on the business case and all the metrics and all the end results that your solution will have? If you haven’t if you don’t know who’s actually signing the agreement and you haven’t identified all of those things. That to me is a gap in the sales process. The next one is what their decision process is. So who are they evaluating? How many people are they evaluating? How long is the evaluation going to take place who all is involved in that evaluation. It’s all the things it’s every piece that the clients process is dictating that you need to find out. And then again if you don’t know it, it’s a gap. Next one the other D in there is decision criteria. This to me is essentially a client’s wish list. What are they really looking for feature/functionality from a solution. And how well does your solution align to that. Next one is the paper process. This is super important when you get into the the proposal contracting and also the commit stage within your business where you’re doing your forecasts. Do you actually know who’s signing, when they’re signing the steps in their legal process. Do you know if that person is on vacation for the next week to two weeks. Believe it or not. Happens all the time. I’m sure you’ve seen it. Have you really dialed in what that legal process is and how long the last solution that they signed that’s similar to yours. How long that took and the roadblocks and the challenges that you may now need to overcome. And the red lines and the objections you’re going to get and have procurement or the CFO or legal spoken to you yet and given you any of those objections because you know what they’re going to come at some point. So those are ways that the paper process is really really really important when it comes down to forecasting. If that’s dialed in. You could tell within a day if an opportunity is going to close or not. Have you really identified pain that’s that’s the I identify pain. So that to me is outside of the business case which is the end result. Have you identified the high level reasons behind the change. Next one is do you have a coach within the organization and a coach is someone that will you know tell you from lack of a better word inside information about how well you’re doing and provide you and give you access to people and when things stall or things go slow or something unexpected happens they’ll help you connect the dots and be real with you know. And the last one is competition. It’s the last C. do you do you know who you’re competing against. Do you know your strengths and weaknesses versus them and have you been able to articulate those to the client. All of those steps in that process that makes up MEDDPICC have red yellow green attached to them and to me I’m not comfortable with a deal until they’re all green and when they’re all green. I probably have a 90 plus percent close ratio and I would bet most of your listeners would as well because there’s a lot there that’s pretty much the whole sales process there when it comes to things you need to have to be confident in an opportunity you are working.”

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

The 220 percent was, I had a million dollar quota. Sold 2.2 million. So I’m very proud of that result. A lot of hard work went into it. And even happier that it was part of that elite quota group. That elite quota group it’s a title that ADP gives to their top performers. And it often comes with a higher quota but also some kickers and incentives if you achieve that quota like making President’s Club a little bit better and things like that. So it’s a special category. They just built it a couple years ago I would say it’s definitely designed to give people that are top performers a little bit of added incentive to keep driving the number.

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